Purpose of the Position
Pernod Ricard, the global co-leader in wines and spirits and leader in the premium segment, is looking for a Head of RTD Sales for the EMEA & LATAM region. This role is based in Paris.
The Ready To Drink (RTD) category is growing exponentially with an expected +11% CAGR over the next five years. RTDs provide a significant opportunity to recruit new consumers, build brand loyalty, and drive incremental business. The purpose of this role is to drive the growth of the RTD portfolio across the EMEA & LATAM regions through strong collaboration with local Market Companies (MarketCos).
Main Tasks and Responsibilities
Grow RTD Sales in Mature Countries:
- Ensure proper commercial strategy execution in mature markets with established Route-to-Market (e.g., Germany, South Africa).
- Adjust plans based on results and market evolution to maximize growth of the RTD business in a sustainable way.
- Maintain momentum on existing SKUs.
- Develop Business Case for New Product Development with RTD BU Finance team and MarketCo local teams.
- Recommend and monitor portfolio allocation in Tier-2 markets (e.g., BeNeLux, Spain).
- Recommend and monitor SKUs allocation by Route-to-Market channel in all EMEA&LATAM markets.
Ensure Strong Engagement of Local MarketCo Teams:
- Engage with MarketCo Sales organizations to ensure high-level sponsorship and execution pace.
- Facilitate decision-making and problem-solving for MarketCos through collaboration with RTD BU teams.
- Act as the first point of contact for MarketCos for commercial-related matters.
- Support the implementation of new capabilities needed to deliver the ambition.
Be the Voice of the Trade:
- Provide continuous feedback to RTD BU on local needs and opportunities (e.g., successful new launches from competition).
- Engage continuously with retailers and consumers to ensure a continuous feedback loop.
Monitor Global Performance of EMEA & LATAM Markets:
- Closely monitor global commercial performance (Volume Rate of Sales, Value Market Share, Distribution, etc.).
- Lead Monthly Commercial Performance Reviews with MarketCos.
Management
Hierarchical Management: Management of x1 intern & x1 VIE. Strong transversal management is required.
Geographical Scope: EMEA & LATAM
Business Travels: 50% of the time should be spent in market.
Main Internal/External Interactions
Internal Stakeholders: Global RTD BU, Market Companies Commercial teams (Sales Executives to Sales Directors).
Indicators of Success
- Net Sales
- Gross Margin
- Volume Rate of Sales
- Value Market Share
- Distribution
Required Experiences and Skills
Education: Bachelor’s, Master’s, MBA, PhD
Professional Experience: 10 years in commercial leadership roles (channel management, account management, field execution) in the Beer, Soft Drinks, or Energy Drinks industry. Multi-market experience is a plus.
Languages: Fluent in English
Pernod Ricard values diversity and solidarity within its organization and in its relations with its stakeholders. Our recruitment methods focus on skills and we welcome all types of talent.
Job Posting End Date:
Target Hire Date:
2024-12-01
Target End Date:
What We Do
Pernod Ricard is a convivial, responsible and successful global wine and spirits group and the #1 premium spirits organisation in the world. The Group represents 240 premium brands available in more than 160 countries. We are 18,500 exceptionally talented people worldwide with our own salesforce in 73 countries.
Our portfolio is one of the most comprehensive in the market with every major category of wine and spirits, providing Pernod Ricard with a unique competitive advantage. To keep growing our business, transforming our industry and making a positive impact on the world, we believe in the power of human connection. Creating ‘convivialité’ is our business and our raison d’être.
As ‘créateurs de convivialité’, our purpose is to turn every social interaction into a genuine, friendly and responsible experience of sharing. We believe there can be no convivialité with excess and strive to be sustainable and responsible at every step, from grain to glass.
