Director, National Chain Customers – Total Wine & More

Pernod Ricard

19h•Remote

About The Position

The Director, National Chain Customers – Total Wine & More leads Pernod Ricard USA’s (PRUSA) end-to-end strategy, performance, and headquarters relationship with one of our most critical national customers. This role shapes and delivers the annual operating plan (AOP) by creating a unified, insight-driven strategy across in-store, digital, and e-commerce channels. The impact: accelerate PRUSA brand performance, outperform category growth, and build sustainable share gains through world‑class execution and partnership. This role is ideal for a customer-obsessed sales leader who thrives in complex, matrixed environments and enjoys building joint strategies that win in market. You are equally comfortable shaping long-term strategy and driving near-term execution, leading teams, influencing stakeholders, and partnering externally at the most senior levels. If you enjoy translating insights into growth and owning results against ambitious targets, this role offers meaningful scope and visibility.

Requirements

7–10+ years of proven success in sales serving large, complex customers; experience calling on Total Wine & More strongly preferred.
Direct key account or channel leadership experience with demonstrated ownership of customer strategy and results.
Proven ability to lead and develop teams to achieve performance goals.
Demonstrated experience building and executing customer business plans with accountability for results.
Strong business, analytical, and communication skills, including the ability to present to and influence senior audiences.
Experience managing P&L responsibility within a national or regional account.
Deep understanding of category management and shopper insight application.
Frequent travel to customer sites is required (40% of the time)

Responsibilities

Lead and own the national customer strategy for Total Wine & More by developing and executing a joint business plan that leverages PRUSA brands, shopper, category, consumer, and digital insights to deliver AOP objectives and outperform the market.
Own the headquarters relationship, ensuring alignment on priorities, initiatives, and performance expectations across buying, category management, merchandising, and e-commerce teams.
Manage and develop a team of Senior Key Account Managers to deliver best‑in‑class execution of programming, retail strategies, and local market initiatives.
Design and implement the annual customer calendar, aligning key holidays and events to impactful programming that drives mutual growth and joint business planning targets.
Lead brand, package, and multicultural segmentation strategies, and partner with Customer Marketing, Merchandining, E‑Commerce/Digital, and Insights teams to deliver differentiated customer marketing and innovation.
Drive execution of customer strategy using category management, shopper insights, and revenue growth management principles to expand the size and value of PRUSA’s portfolio.
Partner closely with Senior Customer Solutions Managers, Marketing, State Teams, and Commercial Planning & Analysis to build, monitor, and course-correct customer plans by market, brand, and package.
Collaborate with distributor partners to ensure alignment and execution, monitoring performance by market and addressing gaps or accelerators to deliver plan targets.
Communicate the Look of Success, programming priorities, and execution targets to field teams; lead post‑program analysis and share results through scorecards, summits, and leadership forums.
Establish and manage execution scorecards, identify risks and opportunities, and continuously adjust strategy to beat competition and deliver results.