LVMH - Market Manager - Maryland

Job description

Company : Moët Hennessy USA
Business group : Wines & Spirits
MISSION STATEMENT
Establish and deliver in-market executions of luxury brand, portfolio and company strategies in order to grow volume and profit across assigned market and throughout distributor network.
In
- Market Execution: 40%
>  Develop and maintain the highest quality standards of retail executions in order to deliver annual volume and KPI targets
>  Manage distributor team(s) to ensure flawless execution and maximum effectiveness of market activities (POS, feature & display activities...)
>  Maximize brand growth opportunities within across all market segments
>  Ensure fact/need based selling tools/techniques are developed and used
>  Ensure effective pricing strategies are set and aligned across value chain
>  Oversee POS, feature and display activities to ensure flawless execution and maximum effectiveness Develop, oversee and monitor sales & depletion goals within assigned market to ensure targets are met
>  Ensure quality of brand mix, inventory, size mix and market pricing are set to drive short and long term growth and profitability within assigned market
>  Ensure market goals are linked to brand and Company priorities
>  Use sales systems to develop metrics, gauge progress and measure successes and to identify opportunities for growth
>  Develop relationships with key/high image accounts (visit regularly; monitor and give feedback on competitive activity)
>  Survey the market regularly (4x/year)
>  Maximize brand growth opportunities within all channels and key sub-channels (On-premise, off-premise, multicultural, casino, LGBT etc...)
>  Allocate time, financial and human resources against opportunities within the market place
>  Direct menu, back bar, POS, display, shelving, cold box and other merchandising standards to ensure best in class execution while maximizing effectiveness during key selling periods
>  Know the competitive landscape and their core activities
>  Monitor in-market activity to develop proactive market plans that maximize visibility, brand value and minimizes competitive growth
>  Perform program analysis to determine market effectiveness and return on investment
>  Leverage all media and brand sponsored PR and events for maximum value
Distributor Management: 35%
>  Ensure preferred supplier status with distributors, agencies, retailers, business partners within assigned market
>  Provide clear direction to distributors in order to achieve brand and Company priorities
>  Participate regularly in Distributor work-withs
>  Sets, tracks and evaluates goals for Distributor, based on brand/market priorities
>  Train and assess Distributor Sales force, ensure sales force understands all in store objectives by brand
>  Plan and manage budgets (DPP, Sales Promo...)
>  Conduct quarterly business reviews with distributor GMs and Senior Management
>  Conduct monthly planning sessions with distributor Senior Management
>  Use internal and external resources to identify and capitalize on market opportunity
>  Conduct mid month and quarterly business reviews to benchmark progress against qualitative and quantitative goals
>  Regularly participate in distributor market visits to ensure market execution is at or above standard
>  Plan and review DPP to ensure proper channel allocation and maximum program effectiveness. DPP must be reviewed and reconciled monthly and quarterly.

Desired profile

Experience required : Minimum 5 years
Strategic Platform: 15%
>  Participate in the brand planning process; oversee development and execution of regional and market-based brand objectives
>  Monitor flow of activities required to achieve brand priorities for assigned market
>  Planning:
>  Work closely with BDM's to ensure annual market plan is established, executed and reconciled quarterly
>  Ensure resource allocation supports brand and market/channel opportunity
>  Review monthly forecast and update VP of sales with negative and positive variances
>  Pricing:
>  Develop and execute MH price structures to ensure profit maximization while maintaining proper brand and competitor index relationship
>  FTT/DPP Management:
>  Work closely with RMM's and Finance Director to ensure DPP/FTT is allocated and managed in accordance to brand strategy and contracted rates
>  Formal reconciliation should be performed quarterly in conjunction with director of Finance and appropriate distributor personnel
Leadership: 10%
>  Manage overhead and T&E budgets
>  Share best practices across Region/Sales team
>  Develop, control & evaluate A&P budget spend for assigned market