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Director, RGM Execution (Revenue Growth Management)
Pernod Ricard
New York, NY, United States
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Description
Job Title: Director, RGM Execution (Revenue Growth Management)
Position Location: New York, NY (HQ office)
Reports To: VP, RGM
Position Summary:
The purpose of this position is to influence and support the Spirits Sales Divisions in the identification of revenue opportunities, development of annual plans and RGM strategies implementation. The incumbent will be accountable for updating and maintaining internal and external RGM systems and providing accurate information regarding pricing, deals and promotions to key stakeholders (Global, Finance, Distributors and States Alcohol Control Boards).
Major Responsibilities / Accountabilities:
Individual (30% of time)
• Lead RGM Execution Managers to influence and support Sales Divisions with the adoption and implementation of RGM strategies.
• Ensure development of RGM diagnostic packs for the Division (based on centrally available data, e.g., Nielsen, NABCA) and support RGM Execution Managers on diagnostic
• Provide analytics guidelines when needed to investigate RGM opportunities for the Division
• Coordinate and consolidate insights and decisions - Division RGM Summits
Shared (70% of the time)
• Review performance against key RGM indicators to identify ongoing opportunities (Field Finance)
• Support RGM Execution Managers with the review and enhancement of Annual Price plan, by state (developed by Division Finance teams)
• Provide directions on the development of pricing and promotion actions and selling stories to distributors and retailers (Field Finance and Sales)
Nature & Scope:
Key Metrics
• Net-Net-Sales (NNS) improvement realized due to RGM actions (footprint state)
Financial Targets
• NNS for footprint and main states
• Value (pricing and mix) growing faster than volume
Organizational Context
• Reports to VP, RGM
• Strong relationship with field teams, distributor and field touch-points for RGM discussions
• Transparency from field and distributors / brokers
Key requirements/qualifications:
Education: Bachelor’s Degree required. MBA preferred.
Experience / Background:
• Qualified candidates must have a minimum of 8-10 years of business experience in pricing and promotions management, execution, and commercial strategy, preferably in an FMCG environment.
• Must have proven success using various data sources to develop pricing and promotion strategy and tactics for the field.
• Prior revenue management experience required with expertise in analytics.
• Highly proficient using financial analysis tools such as Excel, Oracle, Vistaar, PSM, and OBI. Knowledge of IRI, Nielsen systems a plus.
• People management experience required.
• Must have strong commercial acumen. Previous role in sales / commercial finance highly preferred.
• Strong communication skills required with ability to liaise between corporate HQ and the field.
Working Conditions:
Physical Environment:
General Office: Work is performed in a typical office environment. Limited demands for movement and lifting. Normal visual, hearing and language acuity required for correspondence and computer usage.
Travel Requirements:
Frequent (approximately 25%)
Who are we?
Pernod Ricard USA is the premium spirits and wine company in the U.S. The 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 (through a joint venture with Tequila Avión); such superior wines as Jacob's Creek® and Brancott Estate®; and such exquisite champagnes and sparkling wines as Perrier-Jouët® Champagne, G.H. Mumm™ Champagne and Mumm Napa® sparkling wines.
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 roles. Our 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 ethics. Pernod Ricard USA rewards both individual initiative and a spirit of collaboration, and encourages ongoing professional development. Pernod Ricard USA recognizes the importance of continuously building upon our diverse workforce and inclusive culture. We believe in championing an inclusive culture that embraces differences and encourages employees to challenge themselves and their colleagues.
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.