Job details
Job type full-time
Full job description
Position title: state manager, az location: remote - within the market who are we? pernod ricard usa is the premium spirits and wine company in the u.sThe company`s leading spirits and wines include such prestigious brands as absolut® vodka, chivas regal® scotch whisky, the glenlivet® single malt scotch whisky, jameson® irish whiskey, malibu®, kahlúa® liqueur, beefeater® gin, and avión™ tequila such superior wines as jacob`s creek® and brancott estate®; and such exquisite champagnes and sparkling wines as perrier-jouët® champagne, g.hMumm™ champagne and mumm napa® sparkling winesLearn more about our history, values, strategies and organization by visiting us at http://www.pernod-ricard-usa.com/ working at pernod ricard
Working for pernod ricard usa means working for the co-leader in the global wines and spirits industry – and having the opportunity to work with great people and great brands in diverse and challenging rolesOur success is the result of the passion and creativity of our people, our exceptional portfolio of leading premium brands, and a shared commitment to our values of entrepreneurship, mutual trust, and a strong sense of ethicsPernod ricard usa rewards both individual initiative and a spirit of collaboration, and encourages ongoing professional developmentPernod ricard usa recognizes the importance of continuously building upon our diverse workforce and inclusive cultureWe believe in championing an inclusive culture that embraces differences and encourages employees to challenge themselves and their colleaguesPosition 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 modelThe state manager plays an important role in our mission to drive the success of our complete portfolio across our entire customer baseIn summary, the state manager plays a leadership role in driving and motivating our distributor partners to execute our plans to grow the holistic pr usa spirits, wine, and champagne portfolio and beat the market in assigned state(s)This role is accountable for driving the performance of all channels in a state(s) and may lead a team of market managers with its geographyThe state manager is a key contributor to state-level pricing execution, s&op forecasting, transformational initiatives, joint executional planning, and the aopThe position is highly coordinated with our distributor partners in the establishment of a state-level distributor agenda, coverage, and quotas / incentivesThe successful candidate is data-driven and highly capable of utilizing digital tools, platforms, and channels to drive state-level strategy, decision-making, and business opportunitiesThis position reports directly to the area vice president or area directorMajor responsibilities / accountabilities lead distributor partners to sell and execute against the holistic prusa brand and portfolio plans and programs in designated state:
Drive state strategy against all brands and channels for pr usa’s complete portfolio; align distributor to these strategies and goals, and effectively apply performance management guardrails.
Manage dedicated distributor resources (when applicable) within state and partner closely with split-book and full-book distributor teams to ensure prioritization of pr usa portfolio of brands.
Serve as the local distributor’s main point of contact for communication – establish and foster distributor relationships at the state and local levels and attend local distributor calls / meetings in coordination with customer development team, as needed/if applicable
Drive distributor execution of programming while working within the context of market’s aop.
Ensure data-driven decision making in assigned state through the utilization of data dashboardsEffectively utilize the data meet market goals, as well as to regularly track and inform distributors of progress against goals.
Enforce and measure distributor’s utilization of service standards.
Utilize educational materials to educate distributors on pr usa portfolio.
Collaborate with distributors, field marketing, and customer development team (as applicable) to ensure timely and accurate pos ordering, logistics, and distribution from hq to our distributors and to key accounts.
Conduct “work withs” with distributor and pr usa field and customer development team (as applicable) to ensure compliance and keep abreast of distributor practices and customer trends.
Lead and drive the state p&l, pricing execution and demand forecasting, achieving all relevant financial targets and kpis:
Own state-level demand planning forecast by closely working with distributors, chains, and field finance; follow process driven by commercial planning & operations team.
Set strategic direction for state across all channels for spirits, wines & champagne.
Contribute to the development of the market aop and joint executional planning, specifically setting state priorities, channel plans kpi / roi expectations.
Contribute to state-level transformation initiatives.
Ensures execution and compliance of pricing, within guardrails defined by rgm.
Manage / oversee state a&p, lmf, and s&op demand forecasting within guardrails defined finance / s&op.
Collect state / channel insights and disseminate them via field marketing to support broader planning processes (i.eChannel plans, field marketing, etc.).
Chains collaboration (if applicable):
Partner with team on chain state-level planning, execution, and performance management;
Support national chains team to maintain positive relationships with chain distributor personnel and accounts in assigned markets;
Ensure an aligned approach between chains and non-chains resourcing, allocations, and growth plans.
Team leadership, coaching, and development (for direct and indirect reports): overall:
Drive corporate culture of inclusivity, high accountability, and high performance across team.
Set consistent performance standards to drive pr usa beating the market and promote the consistent use of management dashboards to drive business decisions and monitor compliance / progress against goals.
Reinforce ethical operations across team to ensure operation within full legal compliance with state and local regulations.
For direct reports (if applicable):
Increase performance impact through clear, strategically aligned objectives and key results (okrs)Ensure okrs are meaningfully and effectively prioritized and cascaded throughout the team;
Conduct quality performance huddles, occurring monthly, with direct reports that focus on goal planning and tracking, employee development, and two-way feedback;
Ensure decision-making is data driven.
For indirect reports (where there is strong cross-collaboration with stakeholders):
Work closely with leader of development, as applicable, to ensure high customer satisfaction, especially in outlets with high potential and top volume / nns;
Assist in identifying emerging / new key accounts in-market; ensure there is optimal resourcing and account coverage between pr usa and distributor teams.
Job requirements the ideal candidate will be a highly motivated self-starter with strong leadership, analytical, organizational, and interpersonal skills as well as the ability to collaborate effectively across functions with passion and enthusiasmStrong entrepreneurial ability to work around obstacles, results driven, and a bias for action with a pilot/learn/scale approach.
Education: minimum bachelor’s degree (or equivalent).
Experience / background: minimum 7-10 years of work experience in relevant sales leadership role, preferably within the wine and spirit or consumer goods industry.
Travel: this position may travel up to 40% of the time.
Required competencies functional competencies
The ability to foster trust and to influence diverse team members across various functions; ability to leverage relationships to accelerate delivery; ability to use these skills to facilitate connection with internal and external stakeholders.
Exceptional cross-organization consensus-building skills with the ability to gain buy-in and universal alignment.
Strong financial and business acumen; understanding of state’s customer and distributor requirements, including legal statutes.
Proven experience driving strategies to execution, as well as delivering results through others.
Management-level communication and reporting; can communicate effectively in customer / distributor meeting.
Demonstrated ability to utilize digital tools, platforms, and channels, as well as analyze data and dashboards to drive strategy, decision-making, and business opportunities; uncover themes to make effective recommendations; and monitor compliance/track progress against goals.
Strong proficiency in problem solving, prioritization, and the ability to multitask in a rapid-changing environment.
Experience coaching and leading teams, fostering an inclusive culture and environment.
Entrepreneurial and able to thrive in ambiguity.
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.
Benefits pernod ricard usa offers competitive compensation, performance bonuses and domestic & international career development opportunities.
Pernod ricard usa is an equal opportunity employer of minorities, females, protected veterans, and individuals with disabilities.
Offers will be subject to united states local terms.
Job posting end date: target hire date: 2021-09-01-07:00 target end date:
