Director, Commercial Strategy

Pernod Ricard • New York, NY

1d • Hybrid

About The Position

The Director of Commercial Strategy will lead the development and execution of integrated commercial strategies that accelerate growth, optimize route-to-market (RTM), and strengthen distributor performance. This highly collaborative role partners with senior leaders across divisions, brands, finance, and insights to bridge commercial execution with long-term portfolio ambitions. You’ll identify growth opportunities, shape account segmentation, and align distributor capabilities to deliver measurable outcomes. You thrive in dynamic environments where strategic thinking meets operational excellence. You’re a natural collaborator who can influence senior stakeholders and inspire cross-functional teams. Analytical and data-driven, you enjoy turning insights into actionable plans that create competitive advantage. If you’re passionate about driving transformation and building scalable commercial strategies, this role is for you.

Requirements

• Bachelor’s degree required; MBA or relevant graduate degree strongly preferred.
• 10+ years in Commercial Strategy, Sales, or Management Consulting within CPG or beverage alcohol industry.
• Expertise in RTM strategies, account segmentation, and distributor management.
• Strong analytical and financial acumen with proficiency in Excel, PowerPoint, and BI tools.
• Proven ability to influence senior stakeholders and lead cross-functional alignment.

Responsibilities

• Define the Integrated Commercial Strategy
• Co-create and operationalize PRUSA’s commercial strategy in partnership with Division VPs, Brand, Finance, and Insights teams.
• Align strategic plans with portfolio priorities and annual planning cycles.
• Translate strategic priorities into executional frameworks and field-ready action plans.
• Cross-Functional Work with Markets, Divisions, Finance, Brand, and Commercial
• Serve as the commercial liaison to Brand teams, ensuring trade plans reflect brand strategies.
• Integrate commercial thinking into brand innovation and activation planning.
• Facilitate cross-functional collaboration between Marketing, Sales, and Finance for seamless execution.
• Gain a deep understanding of market-specific nuances to translate national strategy into local tactics.
• Engineer Route-to-Market Advantage
• Define and continually optimize RTM strategy to support growth across channels and segments.
• Lead account segmentation and prioritization using data and predictive analytics.
• Partner with divisional leaders and field teams to ensure optimal resource deployment and coverage models.
• Define Distributor Success Metrics
• Develop clear, consistent KPIs that measure distributor performance across markets, channels, and customer segments.
• Establish and lead routines that review performance against goals and identify drivers of success.
• Collaborate with the Distributor Partnership and Field Sales teams to embed metrics into commercial conversations.
• Continuously Mine Growth Whitespaces
• Monitor and analyze market trends, competitor moves, and innovation across categories.
• Quantify commercial opportunities and build business cases for growth initiatives.
• Drive a systematic pipeline of strategic projects, supported by insights and scenario planning.
• Leadership & Collaboration
• Lead and mentor a high-performing team of three direct reports.
• Serve as a key voice in executive forums and commercial leadership meetings.
• Act as a transformation catalyst to elevate how PRUSA engages with distributors and customers.

Benefits

• Being part of an inclusive and diverse company where professional development and internal career mobility is front-and-center to our talent strategy.
• You'll be part of a culture that celebrates the rich diversity of our people across the globe and be part of our long-standing commitment to making exceptional products, giving back to our communities, and honoring our responsibility to preserve the environment.
• Our work philosophy celebrates the magic of human connection with the flexibility needed to provide one's most meaningful contribution.
• We offer a flexible work policy, with most of our positions offering a hybrid option with flexibility to work remotely 2 days a week.
• We offer employees great benefits and perks to toast to a life filled with support.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 5,001-10,000 employees