Business Development Manager, Pernod Ricard On Premise
Position Overview:
Support and facilitate the development of annual customer implementation plans for Lincoln Accounts.  Plans to include the coordination of all planned activities for the portfolio, “Customized” activities, ARM (Category Management) and on-premise mastery implementation, providing detailed action plans to support Customer Managements’ delivery of customer specific objectives.
 
Key Accountabilities:
Customer
  • Deliver on volume and profitability objective by brand
  • Ensure compliance to Corporate Pernod Brand Strategies
  • 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 number of accounts where we are considered trusted advisor:*Become part of customers planning process
    *Obtain preferred supplier status (right of first refusal)
    *Understand and deliver on account’s goals, strategies and opportunities
  • Develop accounts solutions tailored to consumer insight (by chain and channel)
  • Set and achieve KPI’s (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 expectation 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 Excel 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 resource aligned against customers
  • Set and achieve KPI’s (Depletions, Distribution, Ads, Displays, Features, Menu Placement, Wells, House Pours, POS, Permanent Signage etc...)
  • Engage in relationship building activities with buyer for all key accounts 
    KPI’s
  • 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.  OFF PREMISE:  depletions, displays – primary/secondary, feature ads, cold box placement, POS/permanent
  • People Development – general training, hiring, recruiting 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:
  • 1-2 years major account responsibility
  • Budget, sales and marketing experience with major CPG company
  • 4-year college degree or equivalent