At Pernod Ricard USA, we have accelerated and transformed our organization around experiences of conviviality, placing the consumer at the heart of our business model. The Vice President, Commercial Strategy, Planning & Performance (CSPP) plays a critical leadership role in our mission to drive the success of our complete portfolio across our entire customer base. In summary, the Vice President, CSPP will lead corporate Distributor engagement, negotiation and optimization. The role oversees comm... more details
Position Title: Vice President, Commercial Planning & Operations
Location: New York, NY, US
Careers that unlock the magic of human connection
Who we are
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, Beefeater® Gin, and Avión™ Tequila, as well as many more superior wines and exquisite champagnes!
Working at Pernod Ricard is all about igniting conviviality in that 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. Here, we are team players, dream makers, trailblazers, movers and (cocktail) shakers. We have a passion for living life to the fullest, making a new friend every day, and realizing our potential as people and as a business!
The salary range for this role, based in New York is $267,680.00 to $334,600.00, 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.
Position Summary
At Pernod Ricard USA, we have accelerated and transformed our organization around experiences of conviviality, placing the consumer at the heart of our business model. The Vice President, Commercial Strategy, Planning & Performance (CSPP) plays a critical leadership role in our mission to drive the success of our complete portfolio across our entire customer base.
In summary, the Vice President, CSPP will lead corporate Distributor engagement, negotiation and optimization. The role oversees commercial support operations, including demand planning and Distributor / Sales performance management tools and aggregation. This role leads a sizeable team accountable for the translation of business objectives into commercial plans, further developing digital commercial capabilities, driving demand planning, as well as overall performance management setting, tracking, communication, and support for Sales. The VP, CSPP is highly collaborative and coordinated with Commercial Sales, Commercial Finance and Supply Chain teams.
This position reports directly to the Chief Commercial Officer. Reporting to the VP, CSPP are: the Directors of Distributor Partnerships (aligned by Distributor); Sr Director of Commercial Planning & Performance; Sr Director Commercial Strategy & Transformation.
Major Responsibilities / Accountabilities
- Lead nationwide Distributor operations for PR USA, including contract negotiation, compliance and optimization:
- Lead Distributor contract negotiations and coordinate input from various stakeholders, such as Legal, Finance and Sales leadership.
- Oversee overall Distributor / PR USA compliance to contract terms through rigorous tracking and ensure visibility of key metrics for PR USA and Distributors.
- Provide guidance and input for continuous improvement in PR Go To Market (GTM) across dedicated selling divisions, split book and full book sales.
- Analyze performance to determine effectiveness of initiatives and recommend structural, process and investment changes to improve results.
- Act as primary business partner to Chief Commercial Officer regarding all Distributor contract and performance metric needs and calculations.
- Lead demand planning: forecasting and new product introductions:
- Improve demand planning and joint forecasting in support of Supply Chain & Operations (S&OP) process between PR USA and Distributor partners by leveraging all available data and facilitating consistency and open communication among internal (Divisions, Chains) and external (S&OP, Finance) stakeholders.
- Lead Sales input to overall innovation process and coordinate new product introductions with Distributor partners to improve speed to market and maximize distribution.
- Oversee Distributor salesforce performance management:
- Lead in building KPI, performance management dashboards, reporting and communication cadence for entire Commercial organization.
- Collaborate with Distributors to build performance management systems for Distributor salesforce resource management / account targeting and performance measurement / tracking.
- Track performance and responsible for developing comprehensive award plan and action plans for underperforming salesforce or areas.
- Lead the Development, Implementation, and Measurement of National Incentive Programs across PR USA commercial sales.
- Lead commercial digital transformation initiatives to accelerate competitive advantage:
- Develop commercial insights tools and processes in collaboration with the US & Global digital teams to identify and quantify opportunities at the brand, account, channel, and market level.
- Spearhead data exchange efforts with distributor partners to provide insights to salespeople in an intuitive and user-friendly format.
- Establish & gain share of business within the fast-growing distributor eB2B platforms.
- Establish effective approaches and 'ways of working' protocols to allow for multiple cross-functional workstreams to achieve transformation roadmap milestones and embed data-driven principles across the organization.
- Team leadership, coaching, and development:
- Drive corporate culture of inclusivity, high accountability, and high performance across team.
- Set consistent performance standards to drive PR USA beating the market and promote the consistent use of management dashboards to drive business decisions and monitor compliance / progress against goals.
- Increase performance impact through clear, strategically aligned objectives and key results (OKRs). Ensure OKRs are meaningfully and effectively prioritized and cascaded throughout the team.
- Conduct quality performance huddles, occurring monthly, with direct reports that focus on goal planning and tracking, employee development, and two-way feedback.
- Reinforce ethical operations across team to ensure operation within full legal compliance with state and local regulations.
Job Requirements
The ideal candidate will be a highly motivated self-starter with strong leadership, analytical, organizational, and interpersonal skills as well as the ability to collaborate effectively across functions with passion and enthusiasm. Strong entrepreneurial ability to work around obstacles, results driven, and a bias for action with a pilot/learn/scale approach.
- Education: Minimum Bachelor’s degree (or equivalent); MBA or advanced degree preferable.
- Experience / Background: 20+ years of business experience, with experience in a senior level role in a Wine & Spirits or FMCG commercial role. The ideal candidate will have significant experience managing iconic brands with rapid product life cycle management. Must have solid experience developing strategies from insight to execution. Must have experience in managing and partnering with a broad set of stakeholders in matrix organization as well as external partners. Must have experience managing financials and business performance including budget management. Ideal candidate will have previous commercial, brand and/or activation experience, along with innovation and/or co-packing management.
- Travel: This position may travel up to 50% of the time.
Required Competencies
- Functional Competencies:
- The ability to foster trust and to influence diverse team members at all levels and across various functions; ability to leverage relationships to accelerate delivery; ability to use these skills to facilitate connection with internal and external stakeholders.
- Extensive financial and business acumen; understanding of market dynamics, sub-channels, customers, distributors, and market-specific legal requirements.
- Executive-level negotiation; the ability to manage customer needs and requests through appropriate negotiation cycle and techniques, in order to achieve broader strategic objectives.
- Exceptional cross-organization consensus-building skills with the ability to gain buy-in and universal alignment.
- Executive-level communication and reporting skills; can communicate effectively and influentially in customer/distributor meetings.
- Ability to manage a high degree of complexity and to distil information.
- Proven experience in leading, coaching, and developing a large, diverse team.
- Leadership Competencies:
- Growth Mindset: Strategic mindset - Seeing ahead to future possibilities and translating them into breakthrough strategies.
- Consumer Centricity: Building strong customer relationships and delivering customer-centric solutions.
- Drive Results: Consistently achieving results, even under tough circumstances.
- Deliver through collaboration: Building partnerships and working collaboratively with others to meet shared objectives.
- Bold and Agile: Actively learning through experimentation when tackling new problems, using both successes and failures as learning fodder; courageous; strong decision-making ability that keeps the organization moving forward.
- Grow Diverse Teams: Leverages and values diversity of profiles to build empowered teams and develops talents creating a sense of belonging to help them meet both their career goals and the organization’s goals.
Ready to work with spirit? Read on…
Life and perks at Pernod Ricard
Proud to belong - Just as we help to create moments that matter for our customers, we lead by example every day...bringing our whole self to work and building bonds that celebrate the human spirit, diversity, and foster deep connections.
Empowered to soar - We set high expectations and seek to get the most out of life. Through flexibility and a hybrid workstyle, as well as unique learning opportunities, generous tuition reimbursement, and one-of-a-kind learning programs, we passionately grow our skillset.
Committed to care - We are deeply committed to the long-term sustainability of our people, our industry, and our planet. We call this return on responsibility. From environmental sustainability to supporting local communities, our commitment is steadfast.
Inspired to dream - We treasure new experiences and are proud to develop as people, not job titles. From rich immersive learning programs in Paris to exciting high-profile events, we blend a love of exploration into all that we do.
Our hybrid work style
At Pernod Ricard North America, our work philosophy celebrates the magic of human connection with the flexibility needed to provide one's most meaningful contribution. Our hybrid teams will work remotely the majority of the time and unite on-site two days per week or 40% of the time. Our team is empowered to start and finish their day at a time that works best for their lifestyle with the whole team available during the core hours of 10am-3pm.
Plus, great benefits and perks to toast to a life filled with support including:
- Competitive compensation including performance bonuses
- Domestic & international career development opportunities
- Competitive paid time off plan + wellbeing days?
- Medical, dental, vision and life insurance
- Product allowance to enjoy on Pernod Ricard products
- Gym reimbursement
- Employee Assistance Program
- BetterUp Care wellness benefits including nutrition, sleep, executive coaching, etc.
And much, much more! Check out PRUSABenefits.com to view our extensive people programs and support.
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
Job Posting End Date:
2024-06-21
Target Hire Date:
2024-07-01
Target End Date: