State Director, Ny Jobs

Position Title: State Director, NY

Location: New York, NY

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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!

The salary range for this role, based in New York is $170,100 to $255,100, 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.

Ready to work with spirit? Read on…

Position Summary

In summary, the State Director plays a leadership role in developing local market business plans to grow the full PR USA portfolio – inclusive of Spirits, Wines & Champagnes – and beat the market in its assigned geography. This role is accountable for a large volume of business and leads a team across one state or significantly large state part of a state. Responsible for driving the area strategy against all brands and channels, this seasoned leader will effectively manage its assigned markets’ P&L and will deliver its profit target. The State Director is highly coordinated and influential with its distributor counterparts, as well as its internal stakeholders across Customer Development Team, Chains, Field Marketing, Finance, and Commercial Planning and Operations.

This position reports directly to the Area Vice President. Reporting to the State Director are Market Managers. This role has a strong working relationship with its counterparts in Customer Development Team, Chains, Finance, and Commercial Planning and Operations – which are centrally located, but locally embedded.

Major Responsibilities / Accountabilities

Core responsibilities for the following:

Lead and distributor partners to sell and execute against the holistic PRUSA brand and portfolio plans and programs in designated state:

• Collaborate with Distributors, Field Marketing, and Customer Success Team to ensure timely and accurate POS ordering, logistics, and distribution from HQ to our Distributors and to key accounts.
• Enforce and measure Distributor’s utilization of service standards.
• Conduct “work withs” with distributor and PR USA field and customer success team to ensure compliance and keep abreast of distributor practices and customer trends.
• Serve as the local Distributor’s main point of contact for communication – establish and foster Distributor relationships at the State and Local levels and attend local Distributor calls / meetings in coordination with Customer Success Heads, as needed
• Manage dedicated Distributor resources (when applicable) within State and partner closely with split-book and full-book Distributor teams to ensure prioritization of PR USA portfolio of brands.
• Drive State strategy against all brands and channels for PR USA’s complete portfolio; align Distributor to these strategies and goals, and effectively apply performance management guardrails. Utilizing our business tools suite.
• Ensure data-driven decision making in assigned State through the utilization of data dashboards. Effectively utilize the data meet market goals, as well as to regularly track and inform Distributors of progress against goals.
• Utilize educational materials to educate Distributors on PR USA portfolio.
• Drive Distributor execution of programming while working within the context of Market’s AOP.
• Coordinate with eCommerce to provide digital marketing assets and eCommerce support to Distributors.

Lead and drive the State P&L, pricing execution and demand forecasting, achieving all relevant financial targets and KPIs:

• Own state-level demand planning forecast by closely working with Distributors, Chains, and Field Finance; follow process driven by Commercial Planning & Operations team
• Sets strategic direction for State across all channels for Spirits, Wines & Champagnes − Key contributor to the development of the market AOP and joint executional planning (via the M2S process), specifically setting State priorities, channel plans KPI / ROI expectations − Key contributor to State-level transformation initiatives (e.g., DSTR roll-out) − Ensures execution and compliance of pricing, within guardrails defined by RGM − Manage / oversee State A&P, LMF, and S&OP Demand Forecasting w/in guardrails defined Finance / S&OP − Collect State / Channel insights, Disseminate via Field Marketing to support M2S Planning Process, Channel Plans, and Field Marketing − (When applicable) Collaborate with Chains on Chain State-level planning, execution, and performance management ‒ Support national chains team to maintain positive relationships with chain accounts in assigned region ‒ Ensure balance between Chains and non-Chains resourcing, allocations, and growth plans

Lead distributor management and drive accountability for high performance of PR USA’s portfolio of brands within assigned Area:

• Ensure effective outlet coverage by PR USA dedicated overlays (as applicable).
• Ensure high customer satisfaction, especially in outlets with high potential and top volume / NNS. Monitor ROI of programs and promotions.
• Work closely with the Distributors to execute programs and plans, developing strong relationships with Distributor Regional and Local leadership.
• Ensure data-driven decision making in Area through the utilization of data dashboards and consistent communication to inform Distributor teams of status of efforts against goals.
• Align Distributors to PR USA strategies and goals. Ensure clear performance management quotas and incentives are in place to motivate and drive Distributor partners to deliver high performance.
• Attend Regional and Local Distributor meetings / calls, as needed.
• Establish a consistent approach in Area’s brand priority calendar and goals development (quotas / incentives) for Distributor teams.

Manage overall budget / forecasting / pricing for Area:

• Ensure compliance with brand pricing strategies through consistent interaction with RGM and Finance.
• Drive Area forecasting accuracy and in close coordination with Commercial Planning and Operations, S&OP, Finance, and State Directors/Managers.
• Manage Area structure costs.
• Manage Area spending budgets and forecasts to ensure timely and accurate information is available for key decision making.

Team leadership, coaching, and development:

• Reinforce ethical operations across team to ensure operation within full legal compliance with state and local regulations.
• 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.
• Conduct quality performance huddles, occurring monthly, with direct reports that focus on goal planning and tracking, employee development, and two-way feedback.
• Increase performance impact through clear, strategically aligned objectives and key results (OKRs). Ensure OKRs are meaningfully and effectively prioritized and cascaded throughout the team.

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)

Experience / Background

• Minimum 10 years of work experience in relevant sales leadership role, preferably within the wine and spirit or consumer goods industry. Travel: This position may travel up to 40% of the time. Remote role: candidate must be based in South Fl Area

Functional Competencies

• Experience coaching and leading teams, fostering an inclusive culture and environment.
• Proven experience with long/short-term business planning, team building, and sales management.
• Strong proficiency in problem solving, prioritization, and the ability to multitask in a rapid-changing environment.
• Proven experience developing strategies from insight to execution.
• Entrepreneurial and able to thrive in ambiguity.
• Exceptional cross-organization consensus-building skills with the ability to gain buy-in and universal alignment.
• Strong financial and business acumen; understanding of market dynamics, customers, and distributor requirements.
• 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.
• Ability to manage a high degree of complexity and to distil information.

Leadership Competencies

• 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.
• Drive Results: Consistently achieving results, even under tough circumstances.
• Deliver through collaboration: Building partnerships and working collaboratively with others to meet shared objectives.
• Growth Mindset: Strategic mindset - Seeing ahead to future possibilities and translating them into breakthrough strategies.
• 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.
• Consumer Centricity: Building strong customer relationships and delivering customer-centric solutions.

Check out PRUSABenefits.com to view our extensive people programs and support.