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