Customer Account Manager – Chain Markets (CA)
Pernod Ricard USA
Position Title: Customer Account Manager – Chain Markets (CA)
Position Location: Northern CA (home-based San Francisco / Bay Area)
The primary purpose of this position is to develop, plan and execute PR USA’s off – premise program strategy across regional customers, channels & segments. In addition to regional customer management the position requires coordination and management of key distributor stake holders. The position reports to the Manager National & Regional Customers, CA and works closely with the VP Chains, state, division, finance, marketing, Sr. Manager, National Chain Customers (SMNCCS) and operations as the strategy is implemented to outperform the market and grow share.
•Execute PR USA National & Local programs with regional customers & local accounts.
•Work with the MNRC, to manage state and distributor communication on programming, performance, pre- & post-program analysis, innovation, VAP planning, & overall selling strategies of PR USA.
•Drive Look of Success and local execution and tracking for regional chains in the local market. Give feedback to the SMNCCs and MNRC, State & division teams on programming effectiveness & recommendations of overall productivity.
•Develop, lead & manage regional customer relationships working within the context of the chain selling strategies & tactics. Lead with insights and customer first approach to category selling opportunity with PR USA brands working with defined customers, & distributor partners.
•Lead & develop multicultural / digital program for regional customers.
•Collaborate with SMNCCs & MNRC in establishing execution, market and value growth targets.
•Assist the PEP meeting – content, performance tracking for respective customer(s) while leading discussion on incumbent’s customer responsibility.
•Identify gaps in the plan, work with the SMNCCs and MNRC along with state and distributor partners to develop measures to close gaps & outperform the market.
•Work with MNRC & state leaders on pricing & promotional budgets to support programming and Revenue Growth Management initiatives.
•Work within budget parameters of brand, state & chain resources to deliver on key distribution, programming, brand KPI’s & overall management of the business.
•Manage, implement and track innovation and VAP execution for respective customers.
•Track scorecard performance for state and distributor stakeholders. Provide recommendations / insights on key trends and opportunities within the market and customers working closely with the MNRC.
•Implement programs & performance in regional accounts across assigned state channel mix.
•Execute marketing and product innovations in regional accounts through KPI benchmarking & tracking.
•Leverage effective nationally generated ideas in developing regional level sales tactics working closely with MNRC’s, state, & division team.
•Communicate, survey, sell-in and implement regional marketing and sales initiatives as well as brand priorities.
•Align pricing, shelf L3F, promotions, advertising, distribution and programs that drive performance of PR USA products. Share data and insights with MNRC & division marketing to assist in local market planning process and enables evaluation of marketing programs.
•Utilize standard ways of working from national chains and implement them in Regional Chains.
•Own account advertising & promotion budget working in coordination with MNRC
•Communicate and coordinate national chain plans and execution within their regions.
•Work with MNRC & VP, US Chain Customers – Off-Premise in creating metrics to evaluate pre- & post -program, volume / share gains for PRUSA.
•Work with MNRC, VP, US Chain Customers – Off-Premise and Account Executive in calling on key regional accounts and develops / maintains relationships.
•Negotiate all programs together with MNRC & VP, US Chain Customers – Off-Premise.
Education: Bachelor’s Degree required.
Experience / Background:
•5-7 years of experience in sales serving a large number of diverse retailers.
•Experience with distributors and direct key account or channel responsibility is required.
•Excellent relationship-building skills.
•Demonstrated success in distributor management, customer management and field operations.
•Strong written and verbal communication skills.
•Ability to command an audience while delivering presentations.
•Business and Analytical Acumen
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Physical Environment: Work is performed in a typical field environment with moderate demands for movement and lifting. Normal visual, hearing and language acuity required for correspondence and computer usage. Frequent travel by land and/or air in diverse weather conditions is required.
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Estimate: 40% of time
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Posted On: 6/11/2018