Business Development Manager, Pernod Ricard On Premise (United)

Support and facilitate the development of annual customer implementation plans for priority accounts. Create brand awareness within the sales team, customers, and consumers by coordinating brand training, customized consumer activities, territory, and key account management.

Territory: South Shore, Quincy - Provincetown

Key Accountabilities:

Customer

• Deliver on volume and profitability objectives by brand
• Ensure compliance with Corporate Pernod Brand Strategies
• Create and execute programs that align with brand KPIs
• Increase the quality/quantity of accepted innovative business building proposals
• Understand best practices
• Apply comprehensive market, product, and consumer information to generate brand and volume-building activities
• Increase the number of accounts where we are considered a trusted advisor
• Become part of the customer planning process
• Obtain preferred supplier status (right of first refusal)
• Understand and deliver on account goals, strategies, and opportunities
• Develop accounts solutions tailored to consumer insight (by chain and channel)
• Set and achieve KPIs (Distribution, Ads, Display, Features, etc.)
• Set goals, measure, evaluate, and adapt to changes
• Align trade spending with the right opportunities per chain priority, per channel/sub-channel priority
• Meet and exceed customer expectations on fundamental business needs

Organizational

• Identify and adopt key account management best practices beyond customer and industry
• Lead development of annual plans for key accounts that reflect agreed brand and customer strategies and support the delivery of business goals
• Develop preferred supplier status with accounts by participating in the accounts planning process
• Communicate market, brand, and consumer developments/trends/best practices inside and outside the category and/or industry
• Influence sales teams to develop account-specific programs specific to local consumer insight
• Recommend suitable account-specific brand and volume mix targets
• Establish and allocate all spending on account, including joint spending by account priority
• Oversee account performance and implement corrective business building actions
• Proactively participate in strategy briefing sessions and provide continuous feedback on execution and program effectiveness
• Ensure delivery of specific Category Management guidelines and principles to strategic account category manager are aligned against customers
• Set and achieve KPIs (Depletions, Distribution, Ads, Displays, Features, Menu Placement, Wells, House Pours, POS, Permanent Signage etc.)
• Engage in relationship building activities with buyers for all key accounts

Brand Goals

• Sales Performance – achieve volume growth targets for Global, National, and Local Brands
• In Market Execution – ON PREMISE: depletions, accounts sold, menu placement, feature drinks/BTG, well/house pours, POS & permanent signage. ON PREMISE: depletions, displays – primary/secondary, feature ads, cold box placement, POS/permanent
• People Development – general training and brand ownership

Knowledge/Skills/Abilities:

• Managing complex customer relationships
• Strong sales skills, superior negotiation, and influencing skills
• Leadership capabilities with strong presentation and interpersonal skills
• Proficient in fact-based selling and analysis of syndicated consumer data (IRI, Nielsen)
• Basic brand marketing and finance skills
• Basic computer skills (excel, access, word, PowerPoint etc.)

Education/Experience/Training:

• 1-3 years of sales experience
• Proven track record of delivering on defined sales goals
• 1-2 years of major account responsibility
• Budget, sales, and marketing experience within Consumer Package Industry
• Willingness to work nights and weekends
• Bachelor's degree or equivalent

Martignetti Companies prides itself on being a company where you can bring your best self to work every day. We strive to be an employer of choice where everyone feels that they belong. We do so by acting on our commitment to Diversity, Equity & Inclusion and offering a substantial benefits package that includes generous paid time off, medical, dental, vision insurance, a comprehensive 401K plan, and employee discounts. All are welcome to apply to work for a company that truly believes its employees are its greatest asset!

Martignetti Companies provides equal employment opportunities to all employees and applicants without regard to race, color, religion, age, sex, gender, sexual orientation, national origin, ancestry, disability, genetics, veteran status, or any other characteristic protected by state, federal and local laws. In addition to federal law requirements, Martignetti Companies complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities.

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