Head of Distributor Engagement & RTM

Where Conviviality is at work.  

Pernod Ricard is a global premium spirits and wine company. We’re the team behind leading brands such as ABSOLUT® Vodka, Jameson® Irish Whiskey, Malibu®, Kahlúa® Liqueur, The Glenlivet® Gin, and Skrewball™ whiskey, as well as many more superior wines and exquisite champagnes! 

Working at Pernod Ricard is all about igniting conviviality in all that we do. Derived from the French word, convivialité…it means human connection, authenticity, friendly, and jovial. Conviviality is energy and spirit with a splash of je ne sais quoi and is a core philosophy around how we live and work at Pernod Ricard.   

Guided by our 4 core values: (1) grounded in the real; (2) fiercely authentic; (3) passion for challenge; and (4) connected beyond borders; we are team players, dream makers, trailblazers, movers and (cocktail) shakers. We have a passion for living life to the fullest, making new friends every day, and realizing our potential as people and as a business! 

The salary range for this role, based in New York, is $213,840.00 to $267,300.00. The range will vary if outside of this location.  Base salaries are determined during our interview process, by assessing a candidate’s experience, skills against internal peers and against the scope and responsibilities of the position.

Overview:

We are seeking a dynamic and strategic Head of Distributor Engagement and Route to Market (RTM) to join our team. This role is pivotal in managing and executing the optimal RTM strategy with all our distributor partners and consistently engaging with senior distributor leaders across the U.S. The ideal candidate will collaborate cross-functionally with Sales, Finance, People & Experiences/HR (P&E) and Supply Chain leaders, and the Commercial Excellence and M&A Integration groups to drive and operationalize a holistic RTM approach for FY26-27/(28), and synthesize cross-functional priorities for a RTM strategy for both short- and long-term RTM objectives.

Who will love this job

A strategic thinker with a passion for collaboration and performance improvement. Someone who thrives in a matrixed environment and enjoys building relationships with senior stakeholders. A leader who is energized by driving change, aligning cross-functional priorities, and delivering measurable results. If you’re analytical, people-focused, and commercially savvy, this role is for you.

Key Responsibilities:

Distributor Performance Review:

• Lead the discipline of tracking and compiling what is working effectively and where there are opportunities in our contractual relationships with distributor partners, reviewing both quantitative and qualitative measures.

• Spearhead the development of critical metrics and tools for multiple stakeholders across the business to track challenges and opportunities, including:

  • Oversight and review of financial components of the partnership(s) (e.g., Corporate Bonus, LMF, Manpower, Margin) in collaboration with Commercial Leaders

  • Data metric tracking

  • S&OP metrics tracking

• Identify improvements, capabilities, and opportunities to optimize relationships with distributor partners.

• Embed Commercial priorities and initiatives inside the wholesaler network and ensure adherence to and understanding of PRUSA strategic pillars at the central and leadership levels of our wholesaler partners.

• Identify the key metrics for each wholesaler and RTM approach to ensure clear and consistent KPI deliverables and performance assessment.

RTM Strategy:

• Collaborate with Commercial, Finance, P&E, and Supply Chain leaders, and the Strategy, Performance Management, M&A Integration and TECH teams to assess, implement, define and manage a successful RTM strategy with Distributor Partners.

• Operationalize and embed a holistic route to market strategy built for FY26-27/(28).

• Partner with cross-functional teams to conduct ongoing performance diagnostics and analysis of our end-to-end Route to Market organization and design the approach for RTM strategy for FY27/(28) and beyond.

Performance Management:

• Build cadence and key contact with wholesaler leadership team to outline measures of success and consistent management.

• Partner with Sales Division Vice Presidents (DVPs) to ensure we drive monthly and quarterly prioritization of distributor’s metrics for success and meeting cadence.

• Collaborate with the leadership team and internal partners to ensure distributor teams meet strategic deliverables.

• Partner with P&E, Commercial, and Finance to continuously evaluate distributor performance versus expectations for Chains, Category Management, eCommerce, and other identified priorities (e.g., Perfect Store).

Cross-Functional Communication and Relationship Management:

• Operationalize an ongoing feedback loop for timely communication and collaboration between DVPs and distributor partner leaders, and Legal, where needed, including Top-to-Top agenda management.

• Build and maintain strong relationships with cross-functional teams including Commercial, Supply Chain/Operations, Finance, Legal, and P&E.

• Collaborate closely with Communications to ensure accurate messaging.

Contract Review Preparation:

• Act as a process leader and thought partner and key participant in activities related to distributor negotiations, RFPs, audits, and ongoing performance discussions.

• Provide the VP Commercial Excellence, CCO, CFO, and General Counsel with updates on the ongoing review of distributor contracts, providing insights, and solutions as needed.

Contract/Business Analysis:

• Conduct ongoing analysis of our portfolio and business priorities to optimize our position in distributor discussions, decisions, and contract negotiations.

Integration of New Distributor Partners:

• Evaluate the effectiveness of new structures, processes, responsibilities, and synergies.

• Consistently review the distributor partner's structure and ways of working to ensure they are optimized to deliver to contract.

• Spearhead the review and selection of PRUSA transformational initiatives we want our wholesaler(s) partners to engage in (e.g., D-STAR, P-Store) and lead the integration of those initiatives.

Distributor Education and Capability Development:

• Collaborate with Commercial leaders, P&E, and Marketing on the re-definition and rebuilding of a distributor education program to ensure consistency in commercial capabilities and brand knowledge.

• Work with distributors to ensure their onboarding and training programs align with company needs.

Team Management:

• Set objectives, goals, and responsibilities for a team of 4.

• Manage the Distributor Engagement team to ensure alignment with strategic goals and initiatives.

• Manage critical work streams and corporate initiatives for PRUSA with wholesaler partners.

Being part of an inclusive and diverse company where professional development and internal career mobility is front-and-center to our talent strategy. This means your career at Pernod Ricard has many possibilities. You'll be part of a culture that celebrates the rich diversity of our people across the globe and be part of our long-standing commitment to making exceptional products, giving back to our communities, and honoring our responsibility to preserve the environment.

Qualifications:

• Bachelor’s degree in business, Finance, or a related field.

• 15+ years of experience in a senior commercial or strategic role within the wine and spirits industry.

• Demonstrated success managing senior level distributor/wholesaler partners and/or commercial deliverables within large and complex markets with wholesalers.

• Strong financial acumen and analytical skills with the ability to conduct detailed business and contract analysis.

• Excellent communication and relationship-building skills.

• Proven track record in strong relationship management and negotiation skills.

• Experience in managing cross-functional teams and driving strategic initiatives in a matrixed environment.

• Ability to work collaboratively with senior leadership and external partners.

When you join Pernod Ricard, you’ll experience a workplace that is rich in heritage, driven by our iconic brands and a long-standing commitment to sustainability, safety, and giving back to the people and communities where we work. We know that happiness at work starts with that feeling of belonging you get from an inclusive culture where being uniquely you is celebrated. Our values are lived, they drive our behaviors, and it’s what brings our culture to life. 

Our work philosophy celebrates the magic of human connection with the flexibility needed to provide one's most meaningful contribution. We offer a flexible work policy, with most of our positions offering a a hybrid option with flexibility to work remotely 2 days a week. As a global employer, we understand that not everyone’s working hours are the same, and we empower our employees to work the hours that make the most sense for them and their team’s schedules.  

We offer employees great benefits and perks to toast to a life filled with support. Check out PRUSABenefits.com for details. 

Pernod Ricard USA is an Equal Opportunity Employer. It employs qualified individuals based solely on ability, training, and experience, and does not and will not, discriminate for or against any employee or applicant for employment or promotion based upon actual or perceived race, color, religion, sex, age, disability, national origin, citizenship, marital status, sexual orientation, gender identity, genetic information, military service or any other classification protected by law. Offers will be subject to United States local terms.

Pernod Ricard USA is committed to the full inclusion of all qualified individuals. As part of this commitment, Pernod Ricard USA will ensure that persons with disabilities are provided reasonable accommodations for the hiring process.  To request reasonable accommodation during the application process, contact us at [email protected].

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