Commercial Development & Execution Excellence Manager

Commercial Maturity Assessment (CMA) delivery to markets 

• Lead and deliver commercial maturity assessments for markets (Sales teams, Transformation teams, Tech teams, …) focusing on 4 key pillars: 

• Channel / Occasion based growth with category management and price/mix 

• Route-to-market starting with universe understanding and building right value chain and trade terms structure 

• Execution excellence: sharp focus on distribution, visibility, promotion, consumer pricing implementation and customer management 

• Enablers – identify key process improvements and link with Tech for best tools to improve commercial maturity 

• Lead the delivery of all Commercial Excellence project streams and initiatives defined in line with CMA outputs 

• Ensure overall coordination between all Commercial Excellence work streams & drumbeat the program pace by working with all HQ and market teams to create comprehensive project plans/roadmaps, prepare for target milestones, ensure deliverables meet deadlines and quality requirements through identification & mitigation of risks and issues 

• Assist market teams with scoping and implementation of key Commercial Excellence programs 

• Track performance of ACE initiatives post-roll-out 

ACE (Achieving Commercial Excellence) initiative ownership 

• On specific initiatives within ACE framework, act as global business process owner in charge of maintaining the global standards and defining route to excellence criteria 

• Ensure best practices are shared when relevant with market teams 

• Feed the Commercial Maturity Assessment inputs with latest standard definitions 

• Liaise with C3 Tech teams and AI teams teams to provide inputs and suggestions, and seek their continuous support on ACE initiatives 

• Ensure all relevant stakeholders within HQ are familiar with the process/standard evolutions 

• Define and manage the ACE communications plan as relevant for the specific scope being covered 

• Take a leading project manager role on some ACE ‘task force’ work streams as required by roadmap priorities and needs for swift progress on key topics 

D-STAR KDP Business Ownership 

• D-STAR is a Pernod Ricard digital product, enriched with data and machine learning, used to empower sales teams with the right actionable insights and recommendations, allowing us to deploy the right resources, at the right time, and in the right accounts.  

• The Commercial Development & Execution Excellence Manager acts as the D-STAR Business Owner, usually on a specific geographical scope, and will lead the engagement and drive the delivery priorities roadmap of the global D-STAR KDP  

• Drive the strategic direction and vision, prioritization of enhancements and new features in line with business needs 

• Key point of contact for business teams in markets on all D-STAR-related developments 

• In charge of D-STAR business value tracking, including KPI tracking, impact and ROI measurement 

• Ensure operational governance of the KDP: tracking and reporting project progress and defining any new required processes or ways-of-working 

• Responsible of roadmaps, and coordinating with Tech teams (AI Team, C3 Capability Team, D&A team, Tech Proximity teams, …) on pre-assessments planning, remediation plans, and staffing/budget needs 

• Organize key D-STAR meetings (COPIs, Huddles, KDP Owner meetings, Prioritization Committees, …), coordinate/prepare content 

• Own D-STAR key communications and meetings with business stakeholders in HQ and market companies 

ACE (Achieving Commercial Excellence) program definition 

• Support the development of key ACE initiatives and global frameworks and contribute to the definition and building of the ACE vision for the Group 

• Work with the Commercial Development & Execution Excellence Director and Commercial Excellence team in Global Markets on establishing and keeping a clear & coordinated vision and roadmap 

Experience & background: 

Requirements 

• 10+ yrs. work experience with demonstrated success in large-scale & international project management 

• Experience in Sales and/or Strong knowledge of commercial processes & solutions in wine & spirits/CPG environments 

• Business acumen & strong analytical skills to build business cases, track key metrics and conduct analyses on process & solutions performance  

• Results-driven with attention to detail 

• Efficient communication skills & strong presentation skills across different settings (from operational sales interactions to Top Management updates) 

• Excellent people/leadership skills with experience collaborating with cross-functional and multicultural teams 

• Ability to drive change and onboard business teams 

• Pragmatic and capable to resolve complex issues with a business value-driven mindset 

• Consulting background is a plus 

• Experience working with agile ways-of-working, data-driven initiatives, and system integration projects a plus 

• A background in sales transformation programs a plus. 

Education 

• Master’s degree in business, Management 

Languages 

• Fluent in English. French and other languages a plus