Multicultural Business Development Manager
Position Overview:
Support and facilitate the development of annual customer implementation plans for both On and Off Premise priority accounts.  Plans to include the coordination of all planned activities for the portfolio, “Customized” activities, ARM (Category Management) and channel specific 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 multicultural 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 multicultural accounts solutions tailored to consumer insight (by chain and channel)
  • Set and achieve channel specific KPI’s (Distribution, Ads, Display, Features, menus, activations, trainings etc.)
  • Set goals, measure, evaluate and adapt to changes
  • Meet and exceed customer expectation on fundamental business needs
  • Execute Pernod Ricard’s multi-cultural specific market activation plans
 
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 United and Excel teams to develop account specific programs specific to local consumer insight
  • Recommend suitable account specific brand and volume mix targets
  • 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
  • bilingual Spanish
  • Budget, sales and marketing experience with major CPG company
  • 4-year college degree preferred
 
 
Martignetti provides equal employment opportunities to all employees and applicants without regard to race, color, religion, gender, age, 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 complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company