International Key Account Manager

Contenu de l'offre International Key Account Manager chez Pernod Ricard

International Key Account Manager

Job purpose:

The International Key Accounts Manager will be individually responsible for driving the growth of specified International On-Trade Partners, both existing and target, with P&L responsibility, driving presence, visibility and activation of the Pernod Ricard portfolio, forging deep long term value adding relationships and securing Pernod Ricard’s position as preferred partner/supplier of choice/go to partner.

A key part of the Role will centre on customer management work across the full Pernod Ricard portfolio of large international groups, helping to achieve overall international key account growth and development. There will be a strong focus on Prestige brands, customers, consumers, venues. The role will involve direct autonomous management of partnerships but will also involve a lot of collaboration, coworking, joint management and mutual support across the full Key Accounts team incorporating International Key Accounts and the Key Accounts Trade Marketing Function.

Through developing, managing and maintaining strong relationships and joint business plans with specified partners the International Key Accounts Manager will ensure our brands are in the first instance available which requires both successful negotiation with our partners but also successful alignment with our Brand Companies (BCO) and Market Companies (MCO), and that our relationships with these partnerships provides the platform for our BCO’s to support and deliver activation strategies and investment towards targeted brand building.

A key aspect of the role will also involve optimising digital solutions and leveraging digital opportunities in every respect that applicable to nurturing partnership relationships, driving market share and profit and delivering brand building and equity tracking solutions. This will often entail bespoke campaign development and individual partner solutions in line with BCO guidelines and overall group strategy. And it will involve deep interaction with Brand Companies to align around partner support.

Ultimately the role will drive incremental business/measurable incremental profit and will help deliver long term value growth. Thus supporting Pernod Ricard’s ambitions to position more as a global Luxury and Prestige reference while also supporting our Premium volume and value objectives.

Main responsibilities:

Support existing & Win New International Business:

Support the key account strategy and roadmap for account acquisition of global partnerships with particular focus on Prestige channel.
Provide clear robust stock and profit forecasts along with transparency and clarity around international group agreements to Brand Companies, Market Companies, HQ.
Develop collaborative relationships with key customers at strategic and tactical levels, based on category approaches and mutually beneficial business initiatives. Establish Pernod Ricard as an essential business partner.
Negotiate portfolio agreements based on Joint Business Plans with carefully selected global on-trade customers, working closely with all applicable markets.
Apply the negotiation process guidelines in terms of trade terms, contract builder and support catalogue.
Manage, monitor and assess performance / compliance of the international deals on a regular basis monitoring Internal spend and collating detail of our market & the markets spend.
Responsible for all specific P&L’s, budgeting, administration and payments in conjunction with the deals.
Perform constant market assessments and participate in the customer’s industry events, forums and network circles in order to identify business opportunities and establish relevant connections.

Deliver Commercial Tools:

Help develop and deliver business driving, account management and portfolio activation tools in support of commercial deals – Activation, bartender advocacy, visibility, performance and management tools.
Professionalise our approach to commercial deals and partnerships in line with ongoing Sales force of the future (SFOF) developments, tools, initiatives.

Global Business Development:

Be a key support for the Head of Global Accounts.
Act as the voice of the customer, representing their interests and needs internally.
Serve as an ambassador and in-house consultant for on premise commercial strategy, supporting the development of a stronger on-trade community.
Share best practices and solutions with wider on-trade community
Be a strong advocate of International Key Accounts, engage people in senior management, BCO’s and MCO’s and mobilise the organisation around the opportunities that exist for Pernod Ricard to grow profits and grow brands.
Support the delivery of Brand Strategy through activation with international accounts.
Play a full team role in the wider Business Development team.

Profile required:

Minimum 5 years of experience leading global or regional commercial role negotiating and managing global accounts.
Proven track record in account negotiation and acquisition that leads to meaningful business impact.
Proven ability to manage financial accounts and analysis of data.
Experience in customer development and client relationship building.
Knowledge and familiarity across spectrum of on premise channels.
Experience in developing customer Joint Business Plans.
Affinity with the wine & spirits and customers’ industries
Existing network in the customers’ industry is preferable.
Experience working in a cross-cultural environment.
Global coordination and collaboration.
Strong understanding of Hotel, restaurant and general On-Trade Operations.
Activation and Trade Marketing knowledge is necessary.
English (Fluent), French (Preferred)

Skills:

Functional

Sophisticated account management with Joint Business Planning.
Negotiation.
Analytical.
Ability to manage P&L’s and Spend effectively.
Market Assessment: define market drivers of growth to spot opportunities.
Consumer Understanding & Insight: distil powerful insights from data and analytics to guide commercial strategy and customer development.
Brand Strategy & Planning: implement brand portfolio strategy at account level; perform mid-long range, outside in business forecasting; manage long range P&L and resource optimization.
Marketing Innovation: supports piloting and implementation of product and non-product innovation, recognizing compelling and effective concepts.
Brand Communications: define executional KPIs and measure, track, course correct in “real-time”; contribute to the development of Integrated Business Plans across marketing and commercial functions
Partnership Marketing: develop with customer specific programs to win in the last 3 feet; provide recommendations for optimal assortment, pricing and promotion strategies, aligned to global strategies; consult on shopper activation ideas, marketing materials and promotions; execute pricing and trade promotions; extend on premise service as a key lever to drive growth

Transversal behaviours

Leadership: external perspective, digital everywhere mind-set, foster collaboration, think globally, best practice.
Sustainability & Responsibility leadership mindset.
Strong presentation/communication skills, written, in person, face to face, to groups of all levels of seniority.
Creativity: creative problem solving, thinks through new approaches, explorative mind-set, has curiosity.
Analytical Thinking: connect information to make strategic recommendations; determine cause and effect relationships on commercial data.
Project Management: results orientation, stakeholder management.
Business Acumen: P&L mastery, goal prioritization, execution focus, strategy formation and delivery, resource optimization, budget management.
Relationship Building: strong influencing capabilities, resolve conflict successfully, active listening skills, influence across broad network, enforce accountability, exhibits conviviality spirit.

Travel : the candidate has to be flexible and willing to travel (could be almost every week).

Full-time position based in Pernod Ricard's Headquarters in Paris (St Lazare).

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:

2022-05-31-07:00

Target End Date:

Summary

Location: Paris

Type: Full time