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Senior Key Account Manager – Wholesale & Redistribution (Head of Wholesale & RD Channel)

PERNOD RICARD SOUTH AFRICA PTY LTD -
Johannesburg, Gauteng 2191

Job Details

Full Job Description

Job Purpose

The purpose of the role is to develop and implement a strategic business plan for the allocated Wholesale & Redistribution customers, ensuring effective route-to-market coverage and execution, while delivering

against Pernod Ricard South Africa’s objectives in the South African domestic spirit’s market.

Key Duties and Responsibilities

Lead and deliver Pernod Ricard South Africa’s business goals of turnover, profit and market share within the Wholesale & Redistribution channel
Develop and implement the wholesale & redistribution channel strategy, including customer prioritization, route-to- market effectiveness and investment management
Define and implement tools to achieve strategy and business objectives (e.g. trade terms, customer joint business plans, trade marketing plans, segmentation and execution standards)
Lead and manage Key Account Managers within the Wholesale & Redistribution channel
Lead key business cycles during the fiscal year (e.g. budgeting, customer negotiations, price increases, annual agreements)
Live the Pernod Ricard vision and values internally as well as with external stakeholders

Commercial Strategy & Planning

Ability to define, implement and align stakeholders behind a commercial plan, considering both short- and long-term perspectives:

Define and monitor short- to long-term business plans and priorities: growth opportunities, objectives, actions, resources at channel, customer and brand level
Set, track and manage KPIs to monitor commercial activities and performance at channel, customer and brand level

Business Intelligence

Ability to develop a deep understanding of the Wholesale & Redistribution landscape to translate insights into business opportunities:

Develop strong understanding of market dynamics – wholesalers, redistributors, independent retail customers, competitors and routes-to-market – through analysis of internal and external data
Monitor competitive intelligence within wholesale and redistribution environments
Identify and define key growth drivers and execution opportunities
Identify risks and opportunities from market changes (competitor activity, regulatory shifts, customer consolidation, new routes-to-market)

Negotiation

Ability to manage complex customer negotiations to achieve business objectives:

Understand wholesale and redistribution customer business models, margin structures, operational constraints and strategic priorities
Apply negotiation techniques to balance customer demands with Pernod Ricard South Africa’s strategic and financial objectives
Build win-win partnerships focused on sustainable growth and execution excellence
Anticipate changes in customer behavior, risks and opportunities, and adapt negotiation approach accordingly

Project Management

Ability to plan and manage cross-functional initiatives across internal and external stakeholders:

Define and plan projects including scope, objectives, responsibilities, timelines, KPIs and resources
Monitor progress, costs, risks and delivery against objectives
Drive collaboration and performance across project teams
Engage and influence stakeholders to ensure alignment and buy-in

Influencing & Partnering

Ability to develop strong, trusted relationships across the organization and with customers:

Demonstrate strong influencing skills internally and externally
Build effective networks through strong interpersonal skills and an understanding of organizational dynamics
Develop long-term customer partnerships that positively impact business performance
Communicate clearly and persuasively using appropriate tools and forums

Drive for Business Results

Ability to recommend, implement and assess commercial and trade marketing activities to deliver results:

Demonstrate a strong understanding of the broader business environment and company vision
Prioritize effectively to meet deadlines and objectives
Define and monitor relevant KPIs to track performance
Recommend changes to priorities, resource allocation and ways of working to drive results

Experience Planning

Ability to co-develop and execute customer and channel touchpoint plans aligned to brand and portfolio strategy:

Identify relevant touchpoints across wholesale-serviced customers and execution drivers in-store
Define and monitor short- to mid-term execution plans
Prioritize and allocate resources and budget effectively
Measure performance and optimize execution plans accordingly

Price Management

Ability to manage and optimize pricing within wholesale and redistribution models:

Understand pricing fundamentals including positioning, elasticity and value perception
Implement pricing strategies across customers and sub-channels
Manage trade terms and price-to-customer conditions to ensure sustainable profitability

Financial Acumen

Ability to integrate revenue, margin and cash considerations in decision-making:

Understand brand, portfolio and customer P&Ls, cost structures and stock management
Apply financial ratios (ROI, ROCE, net sales) to commercial decisions
Partner with brand and finance teams to optimize portfolio performance, budgets and resource allocation

Insights into Action

Ability to convert market and shopper insights into actionable growth initiatives:

Leverage qualitative and quantitative data to understand shopper and consumer behavior within wholesale-served environments
Translate insights into clear growth opportunities
Prioritize initiatives based on impact and feasibility

Digital Acumen

Ability to navigate and utilize digital tools and data within commercial activities:

Understand digital platforms and tools relevant to customers and execution tracking
Apply digital knowledge to enhance decision-making and commercial effectiveness

Brand & Portfolio Strategy

Ability to contribute to and execute brand and portfolio strategy within the Wholesale & Redistribution channel:

Understand brand ambition and portfolio priorities
Leverage market and customer insights to define priority execution opportunities
Set KPIs to monitor, manage and adapt channel strategy

Creativity

Ability to generate and implement innovative solutions to unlock growth:

Demonstrate curiosity and an exploratory mindset
Develop and implement new commercial, execution or route-to-market ideas
Foster a culture of creativity and continuous improvement

Key Competencies and Experience

Minimum Educational Requirements and Work Experience

Bachelor of Commerce degree or similar tertiary qualification
At least 6 years’ experience within a commercial environment, with a minimum of 2 years in management capacity, or at least 8 years’ relevant sales experience
Experience within the Off-Trade and Wholesale / Redistribution environment is essential
Valid Driver’s Licence

Behavioral Competencies

Strategic Planning, Commercial Awareness, Problem Solving, Influencing Skills, Teamwork, Building and Maintaining Collaborative Relationships, Adaptability

Job Posting End Date:

Target Hire Date:

2026-07-01

Target End Date:

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