Business Development Manager, Pernod Ricard On-Premise (United)

Business Development Manager, Pernod Ricard On-Premise (United)

Martignetti Companies
Danvers, Massachusetts

Annually · Full time



Support and facilitate the development of annual customer implementation plans for Lincoln Accounts. Plans to include the coordination of all planned activities for the portfolio, “Customized” activities, ARM (Category Management), and on-premise mastery implementation, providing detailed action plans to support Customer Managements’ delivery of customer-specific objectives.

The territory covers the South Shore area of Massachusetts including but is not limited to Bourne, Brant Rock, Brewster, Bryantville, Cataumet, Chatham, Cohasset, Dennis, Dennisport, Duxbury, Edgartown, Fall River, Falmouth, Harwich, Hingham, Hull, Humarock, Hyannis, Marion, Marshfield, Middleboro, New Bedford, North Weymouth, Norwell, Oak Bluffs, Orleans, Plymouth, Provincetown, Sandwich, Scituate, Seekonk, South Yarmouth, Taunton, West Dennis, West Yarmouth, Yarmouth Port, and Martha's Vineyard.

Key Accountabilities:

· Deliver on volume and profitability objective by brand
· Ensure compliance with Corporate Pernod Brand Strategies
· Increase the quality/quantity of accepted innovative business-building proposals
- Understand best practices
- Apply comprehensive market, product, and consumer information to generate brand and volume building activities
· Increase the number of accounts where we are considered trusted advisors
- Become part of customers' planning process
- Obtain preferred supplier status (right of first refusal)
- Understand and deliver on account’s goals, strategies, and opportunities
· Develop accounts solutions tailored to consumer insight (by chain and channel)
· Set and achieve KPIs (Distribution, Ads, Display, Features, etc.)
· Set goals, measure, evaluate, and adapt to changes
· Align trade spending with the right opportunities
- Per chain priority
- Per-channel / sub-channel priority
· Meet and exceed customer expectations on fundamental business needs

· Identify and adopt key account management best practices beyond customer and industry
· Lead development of annual plans for key accounts that reflect agreed brand and customer strategies and support the delivery of business goals
· Develop preferred supplier status with accounts by participating in the accounts planning process
· Communicate market, brand, and consumer developments/trends/best practices inside and outside the category and/or industry
· Influence Excel teams to develop account-specific programs specific to local consumer insight
· Recommend suitable account-specific brand and volume mix targets
· Establish and allocate all spending on account, including joint spending by account priority
· Oversee account performance and implement corrective business-building actions
· Proactively participate in strategy briefing sessions and provide continuous feedback on execution and program effectiveness
· Ensure delivery of specific Category Management guidelines and principles to strategic account category manager resources aligned against customers
· Set and achieve KPIs (Depletions, Distribution, Ads, Displays, Features, Menu Placement, Wells, House Pours, POS, Permanent Signage, etc.)
· Engage in relationship building activities with buyers for all key accounts

· Sales Performance – achieve volume growth targets for Global, National, and Local Brands
· In-Market Execution – ON-PREMISE: depletions, accounts sold, menu placement, feature drinks/BTG, well/house pours, POS & permanent signage. ON-PREMISE: depletions, displays – primary/secondary, feature ads, cold box placement, POS/permanent
· People Development – general training, hiring, recruiting, and brand ownership

· Managing complex customer relationships
· Strong sales skills, superior negotiation, and influencing skills
· Leadership capabilities with strong presentation and interpersonal skills
· Proficient in fact-based selling and analysis of syndicated consumer data (IRI, Nielsen)
· Basic brand marketing and finance skills
· Basic computer skills (Excel, Access, Word, PowerPoint, etc.)

· 1-2 years of major account responsibility
· Budget, sales, and marketing experience with major CPG company
· Bachelor’s degree or equivalent

Martignetti Companies prides itself on being a company where you can bring your best self to work every day. We strive to be an employer of choice where everyone feels that they belong. We do so by acting on our commitment to Diversity, Equity & Inclusion and offering a substantial benefits package that includes generous paid time off, medical, dental, vision insurance, a comprehensive 401K plan, and employee discounts. All are welcome to apply to work for a company that truly believes its employees are its greatest asset!

Martignetti Companies provides equal employment opportunities to all employees and applicants without regard to race, color, religion, age, sex, gender, sexual orientation, national origin, ancestry, disability, genetics, veteran status, or any other characteristic protected by state, federal and local laws. In addition to federal law requirements, Martignetti Companies complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities.


NOTE: This job description is not intended to be all-inclusive. Employees may perform other related duties as assigned to meet the ongoing needs of the organization.

Sick leave
Professional development
Parental leave

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