Pernod Ricard · 1 day ago
Head of Distributor Engagement & RTM
New York, NY
Full-time
Hybrid
Director/Executive
$214K/yr - $267K/yr
15+ years expPernod Ricard is a global premium spirits and wine company seeking a dynamic and strategic Head of Distributor Engagement and Route to Market (RTM). This role is pivotal in managing and executing the optimal RTM strategy with distributor partners and engaging with senior distributor leaders across the U.S.
Food and BeverageManufacturingWine And Spirits
Responsibilities
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
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
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)
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
Act as a process leader and thought partner and key participant in activities related to distributor negotiations, RFPs, audits, and ongoing performance discussions
Provide the VP Commercial Excellence, CCO, CFO, and General Counsel with updates on the ongoing review of distributor contracts, providing insights, and solutions as needed
Conduct ongoing analysis of our portfolio and business priorities to optimize our position in distributor discussions, decisions, and contract negotiations
Evaluate the effectiveness of new structures, processes, responsibilities, and synergies
Consistently review the distributor partner's structure and ways of working to ensure they are optimized to deliver to contract
Spearhead the review and selection of PRUSA transformational initiatives we want our wholesaler(s) partners to engage in (e.g., D-STAR, P-Store) and lead the integration of those initiatives
Collaborate with Commercial leaders, P&E, and Marketing on the re-definition and rebuilding of a distributor education program to ensure consistency in commercial capabilities and brand knowledge
Work with distributors to ensure their onboarding and training programs align with company needs
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
Qualification
Required
Bachelor'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
Benefits
Flexible work policy
Hybrid option with flexibility to work remotely 2 days a week
Great benefits and perks
Company
Pernod Ricard
Pernod Ricard produces distilled beverages including a range of wines and spirits.
10001+ employees
H1B Sponsorship
Pernod Ricard has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (4)
2024 (2)
2023 (1)
2022 (2)
2021 (1)
2020 (3)
Funding
Current Stage
Public CompanyTotal Funding
$5.3B2025-10-29Post Ipo Debt· $1.4B
2025-02-24Post Ipo Debt· $841.55M
2024-04-29Post Ipo Debt· $1.61B
Leadership Team
Florence Tresarrieu
Global Senior Vice President, Investor Relations, Treasury and Group Cash Performance
Pierre-Yves Calloc'h
Global Chief Digital Officer
Recent News
2026-01-16
2026-01-16
2025-12-29
Company data provided by crunchbase