Senior Key Account Manager – Wholesale & Redistribution (Head of Wholesale & RD Channel)
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:
2026-07-01Target End Date: