Senior Key Account Manager - Wholesale & Redistribution (Head of Wholesale & RD Channel)

Benefits

Additional Information

Job Purpose The purpose of the role is to develop and implement a strategic business plan for the allocated Wholesale & Redistribution customers, ensuring effective route-to-market coverage and execution, while delivering against Pernod Ricard South Africa's objectives in the South African domestic spirit's market. Key Duties and Responsibilities Lead and deliver Pernod Ricard South Africa's business goals of turnover, profit and market share within the Wholesale & Redistribution channel Develop and implement the wholesale & redistribution channel strategy, including customer prioritization, route-to- market effectiveness and investment management Define and implement tools to achieve strategy and business objectives (e.g. trade terms, customer joint business plans, trade marketing plans, segmentation and execution standards) Lead and manage Key Account Managers within the Wholesale & Redistribution channel Lead key business cycles during the fiscal year (e.g. budgeting, customer negotiations, price increases, annual agreements) Live the Pernod Ricard vision and values internally as well as with external stakeholders Commercial Strategy & Planning Ability to define, implement and align stakeholders behind a commercial plan, considering both short- and long-term perspectives: Define and monitor short- to long-term business plans and priorities: growth opportunities, objectives, actions, resources at channel, customer and brand level Set, track and manage KPIs to monitor commercial activities and performance at channel, customer and brand level Business Intelligence Ability to develop a deep understanding of the Wholesale & Redistribution landscape to translate insights into business opportunities: Develop strong understanding of market dynamics - wholesalers, redistributors, independent retail customers, competitors and routes-to-market - through analysis of internal and external data Monitor competitive intelligence within wholesale and redistribution environments Identify and define key growth drivers and execution opportunities Identify risks and opportunities from market changes (competitor activity, regulatory shifts, customer consolidation, new routes-to-market) Negotiation Ability to manage complex customer negotiations to achieve business objectives: Understand wholesale and redistribution customer business models, margin structures, operational constraints and strategic priorities Apply negotiation techniques to balance customer demands with Pernod Ricard South Africa's strategic and financial objectives Build win-win partnerships focused on sustainable growth and execution excellence Anticipate changes in customer behavior, risks and opportunities, and adapt negotiation approach accordingly Project Management Ability to plan and manage cross-functional initiatives across internal and external stakeholders: Define and plan projects including scope, objectives, responsibilities, timelines, KPIs and resources Monitor progress, costs, risks and delivery against objectives Drive collaboration and performance across project teams Engage and influence stakeholders to ensure alignment and buy-in Influencing & Partnering Ability to develop strong, trusted relationships across the organization and with customers: Demonstrate strong influencing skills internally and externally Build effective networks through strong interpersonal skills and an understanding of organizational dynamics Develop long-term customer partnerships that positively impact business performance Communicate clearly and persuasively using appropriate tools and forums Drive for Business Results Ability to recommend, implement and assess commercial and trade marketing activities to deliver results: Demonstrate a strong understanding of the broader business environment and company vision Prioritize effectively to meet deadlines and objectives Define and monitor relevant KPIs to track performance Recommend changes to priorities, resource allocation and ways of working to drive results Experience Planning Ability to co-develop and execute customer and channel touchpoint plans aligned to brand and portfolio strategy: Identify relevant touchpoints across wholesale-serviced customers and execution drivers in-store Define and monitor short- to mid-term execution plans Prioritize and allocate resources and budget effectively Measure performance and optimize execution plans accordingly Price Management Ability to manage and optimize pricing within wholesale and redistribution models: Understand pricing fundamentals including positioning, elasticity and value perception Implement pricing strategies across customers and sub-channels Manage trade terms and price-to-customer conditions to ensure sustainable profitability Financial Acumen Ability to integrate revenue, margin and cash considerations in decision-making: Understand brand, portfolio and customer P&Ls, cost structures and stock management Apply financial ratios (ROI, ROCE, net sales)