Head Of Distribution Engagement & RTM

OverviewWe 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 distributor partners and 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.Key ResponsibilitiesDistributor 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.Develop 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 (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 PRUSA strategic pillars at the central and leadership levels of our wholesaler partners.Identify key metrics for each wholesaler and RTM approach to ensure clear 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, Finance, Legal, and P&E.Collaborate closely with Communications to ensure accurate messaging.Contract Review Preparation: Act as a process leader and thought partner and key participant in activities related to distributor negotiations, RFPs, audits, and ongoing performance discussions.Provide updates to the VP Commercial Excellence, CCO, CFO, and General Counsel with insights and solutions as needed.Contract/Business Analysis: Conduct ongoing analysis of our portfolio and business priorities to optimize our position in distributor discussions, decisions, and contract tegration Of New Distributor Partners: Evaluate the effectiveness of new structures, processes, responsibilities, and synergies; review distributor partner structure to ensure optimized delivery to contract; spearhead the review and selection of PRUSA transformational initiatives with wholesaler partners.Distributor Education And Capability Development: Collaborate with Commercial leaders, P&E, and Marketing on redefining and rebuilding a distributor education program to ensure consistency in commercial capabilities and brand knowledge; work with distributors to align onboarding and training with company needs.Team Management: Set objectives, goals, and responsibilities for a team of 4; manage the Distributor Engagement team to ensure alignment with strategic goals and initiatives; manage critical work streams and corporate initiatives for PRUSA with wholesaler partners.QualificationsBachelor's degree in business, Finance, or a related field.15+ years of experience in a senior commercial or strategic role within the wine and spirits industry.Demonstrated success managing senior level distributor/wholesaler partners and/or commercial deliverables within large and complex markets with wholesalers.Strong financial acumen and analytical skills with the ability to conduct detailed business and contract analysis.Excellent communication and relationship-building skills.Proven track record in strong relationship management and negotiation skills.Experience in managing cross-functional teams and driving strategic initiatives in a matrixed environment.Ability to work collaboratively with senior leadership and external partners.OtherPernod Ricard USA is an Equal Opportunity Employer. It employs qualified individuals based solely on ability, training, and experience, and does not and will not, discriminate for or against any employee or applicant for employment or promotion based upon actual or perceived race, color, religion, sex, age, disability, national origin, citizenship, marital status, sexual orientation, gender identity, genetic information, military service or any other classification protected by law. Offers will be subject to United States local terms. Pernod Ricard USA is committed to the full inclusion of all qualified individuals. As part of this commitment, Pernod Ricard USA will ensure that persons with disabilities are provided reasonable accommodations for the hiring process. To request reasonable accommodation during the application process, contact pay range: $213,840.00/yr - $267,300.00/yr. Location: New York, NY. #J-18808-Ljbffr

Created: 2025-09-27