Pernod Ricard New York , NY 10007
Posted 3 weeks ago
Position Title: Manager, Prestige Sales, NY-1
Location: New York, NY, US, Remote
Careers that unlock the magic of human connection
Who we are
Pernod Ricard is a global premium spirits and wine company. We're the team behind leading brands such as ABSOLUT Vodka, Jameson Irish Whiskey, Malibu, Kahlúa Liqueur, Beefeater Gin, and Avión Tequila, as well as many more superior wines and exquisite champagnes!
Working at Pernod Ricard is all about igniting conviviality in that all that we do. Derived from the French word, convivialité…it means human connection, authenticity, friendly, and jovial. Conviviality is energy and spirit with a splash of je ne sais quoi and is a core philosophy around how we live and work at Pernod Ricard. Here, we are team players, dream makers, trailblazers, movers and (cocktail) shakers. We have a passion for living life to the fullest, making a new friend every day, and realizing our potential as people and as a business!
The salary range for this role, based in New York is $106,720.00 to $133,400.00, range will vary if outside of this location. Base salaries are determined during our interview process, by assessing a candidate's experience, skills against internal peers and against the scope and responsibilities of the position.
Position Summary
At Pernod Ricard USA, we have accelerated and transformed our organization around experiences of conviviality, placing the consumer at the heart of our business model. The Prestige Sales Manager plays a critical role in our mission to premiumize our portfolio as a strategic lever to beat the market, ensuring our customers have the right PR USA Spirits, Wine, and Champagne brands to match every moment of conviviality and 'trade-up' occasions.
The Prestige Sales Manager will invest in a disciplined sales process and dedicated approach to fostering strategic relationships with high-profile outlets to secure key L3F positioning for the PR portfolio. A heavy concentration focused on the Prestige brand range to drive Top-of-Mind awareness, validation of brand choice and trigger on-premise purchases within New York City & Brooklyn and area of responsibility. Serving as the key point of contact in high-visibility accounts, this role leads customer-facing consultative selling, trade engagement and education initiatives, and bespoke consumer activations for the Pernod Ricard portfolio with keen attentiveness on Aspirational Prestige SKU's. The successful candidate collaborates closely with local market leadership, supporting local market-level Prestige brand planning, forecasting and execution, as well as tracking key strategic account performance, with data-driven rigor. This position is an innovator, continuously identifying and acting on novel opportunities in market for portfolio growth and increased brand visibility.
This position reports directly to the Senior Manager, Customer Development with a dotted-line to the VP of Prestige Commercial and Marketing.
Major Responsibilities / Accountabilities
This position conducts customer-facing consultative selling to drive optimal total PR USA portfolio, with heavy concentration on Prestige, (spirits, wines, and champagnes) penetration and long-term growth in highly targeted outlets. Core responsibilities for the following:
Drive total portfolio penetration and velocity, with heavy concentration on Prestige range, year-round by acting as a consultative advisor to high-profile on-premise accounts:
Call on assigned ~60 accounts with regularly frequency and act as their main PR USA luxury consultant
Lead customer meetings as a consultative partner through understanding their business processes, plans, needs and how PR USA's high-end range can elevate their ambition
Delivering first-class sales execution across PR portfolio with heavy focus on Masstige, Aspirational Prestige range and High-End/Unique/Collectible range
Identify new sales opportunities for new business development and recommend actions for brand initiatives
Drive tailored L3F execution - tailor At-POP activation efforts based on Aspirational Prestige P2P insights including high marque tastings and affluent consumer bespoke engagements
Execute monthly and quarterly Prestige programs per guidance from market's Sales Leadership; activate brand-specific programs based on key priority periods with trade & consumers, incl. samplings
Forecast targets by core brand and account required to achieve volume objectives (updated quarterly) - coordinate volume projections with local & HQ leadership team
Drive menus / features year-round with channel-specific trade & consumer programming
Achieve value growth targets and quarterly point-of-distribution (POD) objectives
Orchestrate sell-through activities (made-to-measure service rituals, bespoke POS, in-depth product trainings & immersive brand experiences) designed to engage consumers while simultaneously serving as valuable solutions to operators
Achieve value growth targets and quarterly point-of-distribution (POD) objectives
Create and maintain relationships with key stakeholders and local trade within account universe and geographic area:
Represent the portfolio of Prestige brands through event hosting and personal introduction, delivering a credible and confident brand message
Act as market liaison between PR USA brands and trade / consumers
Use networking ability and connections to infiltrate target Client groups to make brands an essential ritual of a luxury lifestyle
Maintain and grow a diverse trade network in assigned geographic area
Work in collaboration with PR USA trade education partners (Brand Ambassadors, Trade Advocacy, Master Sommelier, Mixology & Education) to drive trade education in support of broader PR brand building among the trade
Recruit and retain trade advocates as gatekeepers of luxury portfolio in Prestige accounts
Create and execute events that will showcase the brands for the target Clients. Events will include intimate dinners or cocktail parties that feature brand moments and are arranged through Clients
Maintain broad awareness of industry, on-premise channel, and category trends
Serve as PR Luxury consultant providing category and brand expertise along with affluent consumer insights and trends.
Collaborate with local Distributors to ensure customer follow-through and support
Identify and act on new opportunities in market for portfolio growth opportunities
Serve as product knowledge expert for PRUSA Prestige brands as well as full portfolio including upcoming innovations
Uphold responsibility for key administrative, financial, and operational tasks, including:
Achieve and report on budgeted sales turnover, profitability ratios, brand awareness KPIs and other brand health indicators
Nourish a global community of peers through best practice sharing, leveraging local relationships to global benefit and increase connectivity between affiliates
Management of assigned portfolio / brand activation budgets and assigned T&E budgets
Manage A&P budget strategically to achieve targeted growth ambition
Manage A&Po budget tracker to map fiscal year budget progress quarterly
Devise smart and measurable programs that remain within brand standards / guidelines
Increase ROI on A&P and trade investments to drive better value realization
Management of POS materials and preparation of POS orders in-time with POS cycles, in partnership with Field Marketing team in the Division
Support of PR USA and Distributor teams for essential distributor meetings and work withs
Tracking of key customer and distributor meetings and deadlines for quarterly / annual plans
Oversee the tracking of activation-oriented budgets and spend within limits
Job Requirements
The role requires a highly motivated, self-aware, self-starter with strong organizational, interpersonal, and communication skills, as well as the ability to influence others. Individual must have a strong ability to collaborate effectively across functions with passion, charisma, and enthusiasm. The role requires the incumbent to be data driven and analytically savvy.
Education: Bachelor's degree in Marketing, Business or related field preferred.
Experience / Background: Minimum 5-7 years of work experience in relevant sales capacity, preferably in alcohol beverage or consumer goods industry.
Travel: This position may travel up to 30% of the time.
Schedule Flexibility: Able to work days, evenings and weekends as required by account universe. This is not 9-5pm role.
Required Competencies
Functional Competencies
Prior experience in one of the following sectors: Wines & Spirits / Hospitality / F&B / Luxury Goods
Knowledge of wines & spirits is a must with Strong commercial sense
Strong relationship-building skills with internal and external partners; effectively serve as the lead in account relationship management and selling for target accounts
Excellent verbal and written communication skills with strong attention to detail
Strong financial and business acumen; understanding of market dynamics, sub-channels, customers, distributors, and market-specific legal requirements
Entrepreneurial - able to seize and exploit commercial opportunities
Ability to anticipate needs of key customers and distributor partners; deliver proactively against their needs.
Good planning, implementation, presentation and negotiation skills
Strong proficiency in problem solving, prioritization, and the ability to multitask in a rapid-changing environment
Demonstrated ability to influence and collaborate with stakeholders at all levels
Flexile and able to adapt with agility.
Effective budget management capabilities
Leadership Competencies
Growth Mindset: Strategic mindset
Consumer Centricity: Building strong customer relationships and delivering customer-centric solutions
Drive Results: Consistently achieving results, even under tough circumstances
Deliver through collaboration: Building partnerships and working collaboratively with others to meet shared objectives
Bold and Agile: Actively learning through experimentation when tackling new problems, using both successes and failures as learning fodder; courageous; strong decision-making ability that keeps the organization moving forward
Grow Diverse Teams: Leverages and values diversity of profiles to build empowered teams and develops talents creating a sense of belonging to help them meet both their career goals and the organization's goals
Ready to work with spirit? Read on…
Life and perks at Pernod Ricard
Proud to belong
Empowered to soar
Committed to care
Inspired to dream
Our hybrid work style
At Pernod Ricard North America, our work philosophy celebrates the magic of human connection with the flexibility needed to provide one's most meaningful contribution. Our hybrid teams will work remotely the majority of the time and unite on-site two days per week or 40% of the time. Our team is empowered to start and finish their day at a time that works best for their lifestyle with the whole team available during the core hours of 10am-3pm.
Plus, great benefits and perks to toast to a life filled with support including:
Competitive compensation including performance bonuses
Domestic & international career development opportunities
Competitive paid time off plan+ wellbeing days
Medical, dental, vision and life insurance
Product allowance to enjoy on Pernod Ricard products
Gym reimbursement
Employee Assistance Program
BetterUp Care wellness benefits including nutrition, sleep, executive coaching, etc.
And much, much more! Check out PRUSABenefits.com to view our extensive people programs and support.
Pernod Ricard USA is an Equal Opportunity Employer. It employs qualified individuals based solely on ability, training and experience, and does not and will not, discriminate for or against any employee or applicant for employment or promotion based upon actual or perceived race, color, religion, sex, age, disability, national origin, citizenship, marital status, sexual orientation, gender identity, genetic information, military service or any other classification protected by law. Offers will be subject to United States local terms
Job Posting End Date:
Target Hire Date:
2024-07-01
Target End Date:
Pernod Ricard