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Region Director - Texas
Pernod Ricard
Irving, TX, United States
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Description
Job Title: Region Director – Texas
Position Location: Irving, TX (Division Sales Office) but may be open to other locations in TX for right candidate
Reports To: General Manager - Texas
Does this sound like you?
• You thrive in high pressure and high-energy environments.
• You take challenges head-on and are adept at solving complex problems in dynamic situations.
• You act as an owner, not a renter, and are the first person to roll up your sleeves and tackle a challenge.
• You thrive on flawless tactical execution. The details matter and anything less than perfection keeps you up at night.
• You are the Sherlock Holmes of identifying opportunities. You can easily identify the needle in a haystack and quickly conceptualize opportunities and their potential impact on key performance metrics.
• Your motto? “Give me some goals and I’ll over deliver.”
• You embrace change. You are quick on your feet. You are cool under pressure. You over-communicate.
• You hate losing more than you enjoy winning. You won’t stop until the job is done at an elite level.
• You have incredibly high expectations for yourself and your team and are the first to acknowledge great performance but also recognize coachable moments.
• You work well in a team environment, and drive best-in-class performance from others - both those that report to you directly, and more importantly, from dotted-line indirect reports (distributor, agency).
• You are a strategic thinker and aim to be a thought partner to senior leadership.
• You believe in and embrace the following values with passion – entrepreneurship, trust, ethics, conviviality.
Position Summary:
• Your primary goal will be to grow our brands and our business ahead of target and ahead of the competition (by 1.5X or more).
• You will establish and foster relationships that will drive this success.
• You will own and drive execution of the state-level plan, including PRUSA strategic imperatives, local KPIs and division P&L.
• You will develop and guide a high-performing PRUSA and distributor state team with a "one system" mindset.
Major Responsibilities / Accountabilities:
Individual (70% of time)
• Ensure execution of effective "market-level" plan, including PRUSA strategic imperatives and local KPIs, in line with AOP
• Own resolution of execution-related issues in state with limited support from GM
• Responsible for achieving set state-level targets
• Measure/reward performance; manage program execution
• Provide accurate and timely communication of changing conditions across state that effect volume, profitability, distributor staffing and competitors to GM
• Oversee implementation of pricing strategy
• Actively work with market leaders to ‘inspect what we expect’ – MM’s, distributor leads
• Drive brand standards compliance excellence
• Primary point of contact for all sales execution questions (when elevated above MM)
• Maintain relationships with key customers – chain, indy, on-premise
• Lead, motivate and develop team of 6 TX internal field sales managers.
Shared (30% of time)
• Work with distributor VP to create effective market-level plans that deliver against KPIs and strategic imperatives
• Help set strategic direction for individual state across all channels / brands
• Drive the state level P&L
• Develop 12-month field forecast for case volume and NSV
• Ensure ROI analysis is completed against market-level activity
• Develop market AOP and LE for channel and geo territory (with Division Finance and Market Manager)
Nature & Scope:
Key Metrics
◦ Achieve volume and distribution growth in strategic priority channels and / or brands
◦ Achieve net sales value deliverable
◦ Grow value ahead of volume (target 1% price mix improvement)
◦ Beat the market by 1.5X
◦ Deliver key brand KPIs
Organizational Context
◦ Reports solid line to General Manager
◦ Collaborates with FD to develop annual operating plan
◦ Works closely with MAD/MAM’s to support and execute trade marketing activities
◦ Manages five (5) Market Managers and one (1) Prestige Sales Manager to execute market level plan
◦ Works collaboratively with GM and distributor leadership to build and execute PRUSA strategic intent
Key requirements:
Education: Bachelor’s degree required. Master’s preferred.
Experience / Background: Qualified candidates will possess the following:
• 7+ years of sales experience, including 5+ years of sales management experience in FMCG industry.
• Beverage alcohol experience preferred, preferably within wine and spirits.
• Prior sales experience in spirits, wine or beer Distributor is a plus.
• Proven success leading and motivating a field sales team.
Working Conditions:
Field 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.
Travel Requirements: Frequent travel is required (Approximately 30%)
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.