Manager, Prestige Sales, NY

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

• Seeing ahead to future possibilities and translating them into breakthrough strategies

• 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

• Just as we help to create moments that matter for our customers, we lead by example every day...bringing our whole self to work and building bonds that celebrate the human spirit, diversity, and foster deep connections.

Empowered to soar

• We set high expectations and seek to get the most out of life. Through flexibility and a hybrid workstyle, as well as unique learning opportunities, generous tuition reimbursement, and one-of-a-kind learning programs, we passionately grow our skillset.

Committed to care

• We are deeply committed to the long-term sustainability of our people, our industry, and our planet. We call this return on responsibility. From environmental sustainability to supporting local communities, our commitment is steadfast.

Inspired to dream

• We treasure new experiences and are proud to develop as people, not job titles. From rich immersive learning programs in Paris to exciting high-profile events, we blend a love of exploration into all that we do.

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: