Director, Regional Selling, East

Pernod Ricard - Miami, FL

Full-time - Senior

Remote - Miami, FL

About the position

Position Title: Director, Regional Selling, East Location: Miami, FL, US, Remote Pernod Ricard is a global premium spirits and wine company, known for leading brands such as ABSOLUT Vodka, Jameson Irish Whiskey, Malibu, and many more. The primary purpose of the Director, Regional Selling, East position is to lead, plan, develop, and execute the Off-Premise Chain strategy across all channels in the designated state or territory. This role involves managing internal PRUSA field teams and distributor partners to ensure effective execution of the Chain plan. The incumbent will be responsible for market-level chain plans, promotional funding, and pricing strategies. The Director will lead all strategy related to national and regional chain customers, developing and managing relationships within the context of chain selling strategies. This includes working closely with state teams to align on business forecasting and promotional programming, leveraging insights to drive a customer-first approach. The role requires collaboration with various stakeholders, including finance, marketing, and operations, to outperform the market and grow share. In addition to strategic leadership, the Director will oversee the execution of national and regional sales, marketing, and brand priorities, ensuring alignment on distribution, pricing, and promotional activities. The position also involves leading annual Chain planning, performance tracking, and identifying gaps in the plan to develop measures for market growth. The Director will manage a team of seven direct reports, including Senior Account Managers and Key Account Managers, and will report to the VP of Regional Selling Chains.

Responsibilities

• Lead all strategy as it pertains to national and regional chain customers within the designated state/territory.
• Develop, lead & manage regional chain customer relationships working within the context of the chain selling strategies & tactics.
• Work in conjunction with the state team to align on forecasting of business and promotional programming.
• Manage the communication, sell-in, execution of all national and regional sales, marketing and brand priorities.
• Leverage national opportunities into regional strategies and tactics.
• Lead annual Chain planning and performance tracking for respective customers.
• Identify gaps in the plan and work with National Chain Customer selling teams along with state and distributor partners to develop measures to outperform the market & grow share.
• Align distribution, pricing, shelf, promotions, advertising & programs at the account level.
• Collaborate with National Chain Customer selling teams in establishing execution, market and value growth targets.
• Drive look of success, execution and tracking for national and regional chain initiatives.
• Work with state leaders on pricing & promotional budgets to support programming and Revenue Growth Management initiatives.
• Lead state and distributor communication on programming, performance, post-event analysis, & KPI execution.
• Manage, implement, and track innovation and VAP execution for respective markets.
• Lead and develop digital programming initiatives for the regional customer base.

Requirements

• Bachelor's Degree required.
• A minimum of 7 years of proven success in sales serving a large number of diverse retailers.
• Experience with distributors and direct key account or channel responsibility is required.
• Excellent relationship-building skills.
• Demonstrated success in distributor management, customer management and field operations.
• Strong written and verbal communication skills.
• Ability to command an audience while delivering presentations.
• Business and Analytical Acumen.
• Experience building a customer's business plan.
• Success in managing financial P&L budgets.
• Understanding of category management.
• Ability to apply revenue growth management initiatives to customer business plan(s).
• Proficiency in applying analytics to provide business building solutions for the customer.

Benefits

• Health insurance
• Dental insurance
• Tuition reimbursement
• Paid time off
• Employee assistance program
• Vision insurance
• Gym membership