Head of Distributor Engagement & RTM

Where Conviviality is at work.

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, The Glenlivet Gin, and Skrewball whiskey, as well as many more superior wines and exquisite champagnes!

Working at Pernod Ricard is all about igniting conviviality in all that we do. Derived from the French word, convivialité…it means human connection, authenticity, friendly, and jovial. Conviviality is energy and spirit with a splash of je ne sais quoi and is a core philosophy around how we live and work at Pernod Ricard.

Guided by our 4 core values: (1) grounded in the real; (2) fiercely authentic; (3) passion for challenge; and (4) connected beyond borders; we are team players, dream makers, trailblazers, movers and (cocktail) shakers. We have a passion for living life to the fullest, making new friends every day, and realizing our potential as people and as a business!

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

Overview:

We are seeking a dynamic and strategic Head of Distributor Engagement and Route to Market (RTM) to join our team. This role is pivotal in managing and executing the optimal RTM strategy with all our distributor partners and consistently engaging with senior distributor leaders across the U.S. The ideal candidate will collaborate cross-functionally with Sales, Finance, People & Experiences/HR (P&E) and Supply Chain leaders, and the Commercial Excellence and M&A Integration groups to drive and operationalize a holistic RTM approach for FY26-27/(28), and synthesize cross-functional priorities for a RTM strategy for both short- and long-term RTM objectives.

Who will love this job

A strategic thinker with a passion for collaboration and performance improvement. Someone who thrives in a matrixed environment and enjoys building relationships with senior stakeholders. A leader who is energized by driving change, aligning cross-functional priorities, and delivering measurable results. If you're analytical, people-focused, and commercially savvy, this role is for you.

Key Responsibilities:

Distributor Performance Review:

* Lead the discipline of tracking and compiling what is working effectively and where there are opportunities in our contractual relationships with distributor partners, reviewing both quantitative and qualitative measures.

* Spearhead the development of critical metrics and tools for multiple stakeholders across the business to track challenges and opportunities, including:

* Oversight and review of financial components of the partnership(s) (e.g., Corporate Bonus, LMF, Manpower, Margin) in collaboration with Commercial Leaders

* Data metric tracking

* S&OP metrics tracking

* Identify improvements, capabilities, and opportunities to optimize relationships with distributor partners.

* Embed Commercial priorities and initiatives inside the wholesaler network and ensure adherence to and understanding of PRUSA strategic pillars at the central and leadership levels of our wholesaler partners.

* Identify the key metrics for each wholesaler and RTM approach to ensure clear and consistent KPI deliverables and performance assessment.

RTM Strategy:

* Collaborate with Commercial, Finance, P&E, and Supply Chain leaders, and the Strategy, Performance Management, M&A Integration and TECH teams to assess, implement, define and manage a successful RTM strategy with Distributor Partners.

* Operationalize and embed a holistic route to market strategy built for FY26-27/(28).

* Partner with cross-functional teams to conduct ongoing performance diagnostics and analysis of our end-to-end Route to Market organization and design the approach for RTM strategy for FY27/(28) and beyond.

Performance Management:

* Build cadence and key contact with wholesaler leadership team to outline measures of success and consistent management.

* Partner with Sales Division Vice Presidents (DVPs) to ensure we drive monthly and quarterly prioritization of distributor's metrics for success and meeting cadence.

* Collaborate with the leadership team and internal partners to ensure distributor teams meet strategic deliverables.

* Partner with P&E, Commercial, and Finance to continuously evaluate distributor performance versus expectations for Chains, Category Management, eCommerce, and other identified priorities (e.g., Perfect Store).

Cross-Functional Communication and Relationship Management:

* Operationalize an ongoing feedback loop for timely communication and collaboration between DVPs and distributor partner leaders, and Legal, where needed, including Top-to-Top agenda management.

* Build and maintain strong relationships with cross-functional teams including Commercial, Supply Chain/Operations,…