Key Account Manager

This position sits in our Global Travel Retail business (GTR). GTR is one of the Group's largest markets, bringing Pernod Ricard brands to life in the exciting and innovative Travel Retail channel, which includes airports, airlines & border shops around the globe. With a global footprint across more than 20 locations and over 30 nationalities, our working culture celebrates inclusion and diversity. Our team is united by our shared passion for travel and belief in its transformative power. Travel to the heart of our exciting business with our @pernodricardtravel Instagram page, showcasing our latest projects and innovations around the globe.

Position Summary: This position is reporting to the Head of Commercial for Gulf and India Business Unit and helping to manage selected key accounts in the region, with a focus and enhanced responsibilities on airports of Qatar, Abu Dhabi, Bahrain, Oman, Bangalore and Cochin. The incumbent is responsible for achieving sales target, merchandising objectives and promotion objectives through proper key account management. The main missions are:

• Build yearly business sales plan for each customer, based on sales objectives (sell-in / sell-out), key battle grounds, new product launches and activation program.
• Present plan to key customers, followed by regular catch up to ensure business objectives are delivered.
• Actively participate in monthly team meetings and prepare all required data / reporting accordingly.

• Nurture strong relationship with key retailers, at every level of the organization, incl. regular meetings and hospitality agenda to strengthen the position of preferred partner

• Monitor all customer orders, depletions and current stock levels to accurately forecast business and achieve sales targets.
• Regular catch up / update with planning team and customers to ensure alignment between forecast and effective orders.

• Secure activation space in line with yearly business plan and sales ambition.
• Regular market visit to ensure activations are properly executed, planogram guidelines are respected, and merchandizing is up to standard.
• Gather insight from store team to ensure decisions are made quickly and effectively.

• Manage the team of dedicated Brand Consultants, incl. performance assessment, recruitment when necessary
• Design and implementation of a Retail strategy.

• Management of A&P budget / accruals to ensure maximum efficiency / effectiveness in achieving financial / strategic objectives.
• Follow-up on Account Receivables / Payables and ensure Finance team is always updated on payment status.

Other ad-hoc missions, incl. building presentation deck for management review, deep-dive analysis on specific issue, etc...

Qualifications/Requirements:

Education:

• At least 5 years relevant experience in the industry (travel retail /wine & spirits / FMCG and luxury brands) and/or similar function (Key account management)
• Knowledge in supply planning and inventory management an advantage.
• Evidence of success in negotiations or management with key international customers.
• Motivated, proactive and team player with good working attitudes.
• High-energy with exceptional organizational and time management skills
• Strong presentation/communication and negotiation skills are essential
• Strong effectiveness, results orientation and analytical skills
• Strong ability to plan and adapt to changing environment
• Self starter with ambition to bring new ideas and enable new growth opportunities.
• Ambition to learn and grow together with the team, thriving in the job
• Fluent in English is a must

Technical skills:

Proficient in Excel and PowerPoint.

Travel / Market Visits:

• Abu Dhabi & Qatar: 1 to 2 times / month
• Bahrain and Oman: 6 to 8 times / year
• Bangalore and Cochin: 2 to 3 times / year

Job Posting End Date:

Target Hire Date:

This position sits in our Global Travel Retail business (GTR). GTR is one of the Group's largest markets, bringing Pernod Ricard brands to life in the exciting and innovative Travel Retail channel, which includes airports, airlines & border shops around the globe. With a global footprint across more than 20 locations and over 30 nationalities, our working culture celebrates inclusion and diversity. Our team is united by our shared passion for travel and belief in its transformative power. Travel to the heart of our exciting business with our @pernodricardtravel Instagram page, showcasing our latest projects and innovations around the globe.

Position Summary: This position is reporting to the Head of Commercial for Gulf and India Business Unit and helping to manage selected key accounts in the region, with a focus and enhanced responsibilities on airports of Qatar, Abu Dhabi, Bahrain, Oman, Bangalore and Cochin. The incumbent is responsible for achieving sales target, merchandising objectives and promotion objectives through proper key account management. The main missions are:

• Build yearly business sales plan for each customer, based on sales objectives (sell-in / sell-out), key battle grounds, new product launches and activation program.
• Present plan to key customers, followed by regular catch up to ensure business objectives are delivered.
• Actively participate in monthly team meetings and prepare all required data / reporting accordingly.

• Nurture strong relationship with key retailers, at every level of the organization, incl. regular meetings and hospitality agenda to strengthen the position of preferred partner

• Monitor all customer orders, depletions and current stock levels to accurately forecast business and achieve sales targets.
• Regular catch up / update with planning team and customers to ensure alignment between forecast and effective orders.

• Secure activation space in line with yearly business plan and sales ambition.
• Regular market visit to ensure activations are properly executed, planogram guidelines are respected, and merchandizing is up to standard.
• Gather insight from store team to ensure decisions are made quickly and effectively.

• Manage the team of dedicated Brand Consultants, incl. performance assessment, recruitment when necessary
• Design and implementation of a Retail strategy.

• Management of A&P budget / accruals to ensure maximum efficiency / effectiveness in achieving financial / strategic objectives.
• Follow-up on Account Receivables / Payables and ensure Finance team is always updated on payment status.

Other ad-hoc missions, incl. building presentation deck for management review, deep-dive analysis on specific issue, etc...

Qualifications/Requirements:

Education:

• BA degree in Business
• At least 5 years relevant experience in the industry (travel retail /wine & spirits / FMCG and luxury brands) and/or similar function (Key account management)
• Formal sales qualifications/experience an advantage.
• Knowledge in supply planning and inventory management an advantage.
• Evidence of success in negotiations or management with key international customers.
• Motivated, proactive and team player with good working attitudes.
• High-energy with exceptional organizational and time management skills
• Strong presentation/communication and negotiation skills are essential
• Strong effectiveness, results orientation and analytical skills
• Strong ability to plan and adapt to changing environment
• Self starter with ambition to bring new ideas and enable new growth opportunities.
• Ambition to learn and grow together with the team, thriving in the job
• Fluent in English is a must

Technical skills:

Proficient in Excel and PowerPoint.

Travel / Market Visits:

• Abu Dhabi & Qatar: 1 to 2 times / month
• Bahrain and Oman: 6 to 8 times / year
• Bangalore and Cochin: 2 to 3 times / year

Job Posting End Date:

Target Hire Date:

Target End Date:

Pernod Ricard is the No.2 worldwide producer of wines and spirits with consolidated sales of €8,448 million in FY20.

Created in 1975 by the merger of Ricard and Pernod, the Group has developed through organic growth and acquisitions: Seagram (2001), Allied Domecq and Vin&Sprit Pernod Ricard, which owns 16 of the Top 100 Spirits Brands, holds one of the most prestigious and comprehensive brand portfolios in the industry, including: Absolut Vodka, Ricard pastis, Ballantine's, Chivas Regal, Royal Salute, and The Glenlivet Scotch whiskies, Jameson Irish whiskey, Martell cognac, Havana Club rum, Beefeater gin, Malibu liqueur, Mumm and Perrier-Jouët champagnes, as well Jacob's Creek, Brancott Estate, Campo Viejo, and Kenwood wines.

Pernod Ricard's brands are distributed across 160+ markets and by its own salesforce in 73 markets. The Group's decentralised organisation empowers its 19,000 employees to be true on-the-ground ambassadors of its vision of "Créateurs de Convivialité." As reaffirmed by the Group's strategic plan, "Transform and Accelerate," deployed in 2018, Pernod Ricard's strategy focuses on investing in long-term, profitable growth for all stakeholders.

The Group remains true to its three founding values: entrepreneurial spirit, mutual trust, and a strong sense of ethics, as illustrated by the 2030 Sustainability and Responsibility roadmap supporting the United Nations Sustainable Development Goals (SDGs), "Good times from a good place." In recognition of Pernod Ricard's strong commitment to sustainable development and responsible consumption, it has received a Gold rating from Ecovadis.

Pernod Ricard is also a United Nation's Global Compact LEAD company.