Market Manager, Arkansas
Posted on Indeed on Apr 08, 2021

Job Title: Market Manager, Arkansas

Department: Spirits Sales

Reports To: Region Manager

Position Summary:

The purpose and accountabilities of this position are to drive PR USA Net Sales performance and execute brand priorities in assigned markets in both the on and off premise channels through programming and distributor resource deployment. The incumbent is responsible for ensuring all key / brand KPIs are achieved.

Major Responsibilities / Accountabilities:

Individual: 60%

  • Owns Net Sales performance of assigned territory.

  • Ensures execution of effective "local-level" plan, including PRUSA strategic imperatives and local KPIs, in line with region priorities at the local / channel level

  • Conducts analysis of market level data to assess performance and identify net sales and overall business growth opportunities

  • Owns resolution/decision making of execution-related issues in local / channel with minimal support from Region Manager

  • Manages and drives agenda for distributor team in line with full year and monthly goals

  • Owns relationships in priority key accounts (on/off) to implement PRUSA execution standards, e-commerce objectives (where relevant), and local / national programs

  • Ensures execution of brand standards through rigorous communication and oversight of Independent Full Book Distributor Teams with clear communication and consistency

  • Manages day-to-day channel planning and performance tracking

  • Builds brands by identifying and overseeing targeted sell-through activities (implementing national programs, limited local promotions)

  • Monitors retail pricing to ensure price strategy compliance and recommends further price programming to capitalize local market opportunities

  • Monthly commentary on depletion performance and subject matter expert within Division coverage

  • Owns relationship with District Managers, Key Account Managers and Sales Reps at distributor (on/off)

Shared: 40%

  • Manages and allocates local resources against market priorities and plans (with Region Managers, Field Marketing Managers and Finance Manager)

  • Identifies, plans, and executes account sell-through activities (with distributor partners)

  • Develops local initiatives and drives them by utilizing programs, sales tools, and communication (in conjunction with Region Manager and Field Marketing Managers)

  • Creates specific programs in conjunction with cross functional teams

Nature & Scope:

Key Metrics:

  • Directly communicates and interacts with Full Book District Managers and Sales Reps (on/off), and Full Book Division Director (off)

  • Conducts formal business reviews with distributor management monthly

  • Achieves all key brand KPIs

  • Drives the Beat the Market metric for defined REM Off and On-Premise territory

Financial Targets:

  • Delivers NNS targets for territory and key accounts

  • Depletions (# of cases, total increase, target account improvements)

  • Key brand KPIs and distribution goals

Organizational Context:

  • Reports solid line to Region Manager

  • Works closely with and oversees Full Book SGWS Teams

Decision Rights


  • Defining sales priorities and programs for channel / territory

  • Allocating budgeted local resources

  • Distributor DM / Sales rep activity & communication

  • Distributor incentive execution

  • Activation execution and budget in assigned territory


  • Evaluation and appointment of distributor Full Book On/Off resources

  • State-level budgets and forecasts

  • Local pricing programs

  • Stave level programs

Key requirements:

Education : Bachelor’s degree highly preferred.

Experience / Background: Position requires 5-7 years of previous sales management experience in a wine and spirit or consumer goods sales environment with proven success managing distributor relationships. Experience in the IL market a big plus. Flexibility required to work in the field regularly, including attendance at promotions in the evening.

Who are we?

Pernod Ricard USA is the premium spirits and wine company in the U.S. The company's leading spirits and wines include such prestigious brands as ABSOLUT® Vodka, Chivas Regal® Scotch Whisky, The Glenlivet® Single Malt Scotch Whisky, Jameson® Irish Whiskey, Malibu®, Kahlúa® Liqueur, Beefeater® Gin, and Avión™ Tequila such superior wines as Jacob's Creek® and Brancott Estate®; and such exquisite champagnes and sparkling wines as Perrier-Jouët® Champagne, G.H. Mumm™ Champagne and Mumm Napa® sparkling wines. Learn more about our history, values, strategies and organization by visiting us at

Working at Pernod Ricard

Working for Pernod Ricard USA means working for the co-leader in the global wines and spirits industry – and having the opportunity to work with great people and great brands in diverse and challenging roles. Our success is the result of the passion and creativity of our people, our exceptional portfolio of leading premium brands, and a shared commitment to our values of entrepreneurship, mutual trust, and a strong sense of ethics. Pernod Ricard USA rewards both individual initiative and a spirit of collaboration, and encourages ongoing professional development. Pernod Ricard USA recognizes the importance of continuously building upon our diverse workforce and inclusive culture. We believe in championing an inclusive culture that embraces differences and encourages employees to challenge themselves and their colleagues.


Pernod Ricard USA offers competitive compensation, performance bonuses and domestic & international career development opportunities.

* Pernod Ricard USA is an Equal Opportunity Employer of Minorities, Females, Protected Veterans, and Individuals with Disabilities.

* Offers will be subject to United States local terms.

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