Northeast Senior Director - Business Development

  • Company: Moët Hennessy USA
  • Location: United States
  • Business group: Wines & Spirits
  • Contract type: Permanent Job
  • Function: Marketing
  • Experience required: Minimum 10 years
  • Reference No.: MHUS00267
  • Date of publication: 2018.03.28

Position

MISSION STATEMENT

Coordinate, at the Regional level, the development, implementation and evaluation, across the portfolio, of brand programs directed at the trade and at the consumer, to drive business and maximize brand image and profitability.
Be the key point person between National Trade Marketing and the Business Development Managers. Create and animate the regional activity calendar, and share brands vision internally as well as externally. Animate and develop a team (6 to 8) of Business Development Managers / Directors

MAIN RESPONSIBILITIES (PART 1/2)

Program planning and activation

>  Lead, and manage the development and implementation of Regional plans for the entire portfolio
>  Set up and manage regional meetings (from vision / ideation / organization / follow ups) such as Quarterly reconciliation meetings / Distributor Roadshows / Region meetings
>  Develop new ways of working for Business Development Managers and entire Region personnel, in conjunction with VP of Sales; work closely with Finance and Sales Analysts to streamline templates and create & develop new ways of working, maximizing efficiency and allowing for brand and profit building synergies
>  Ensure timely input of information from all stakeholders, at the Center, in the Region and at Distributors
>  Ensure stakeholders are committed to, and that plans are aligned with, stated goals
>  Oversee the execution of all Region marketing activities, in liaison with all stakeholders, allowing sufficient lead times for efficient execution
>  Work with Brand Groups / Regional SVP and VP / Market Managers / Business Development Managers to secure incremental funds to exploit incremental opportunities
>  Coordinate Maison visits and ‘Day of' sales blitzes
>  Work closely with brand and region stakeholders to ensure resources are allocated against brand and market priorities
>  Develop a fundamental understanding of brand, competitor and territory understanding that supports a pro active instead of reactive management approach

Program tracking and evaluation
>  Ensure timely delivery of marketing programs by Regional Marketing
>  Work with Market Managers to ensure sign-off of and buy-in to marketing-led programs
>  Ensure evaluation measures are in place for all programs; create, train personnel and distribute tracking forms where applicable
>  Ensure KPI tracking and reporting from Sales and Distributors to Brands and National Trade Marketing
>  Ensure initiatives at the regional and local level are properly aligned with consumer and channel priorities
>  Compile post-activity analysis to determine effectiveness of spend, and whether the program should be repeated, modified, or cancelled
>  Provide post-program feedback to Brands, National Trade Marketing, Business Development and Sales
>  Compile quarterly update of MH brand performance and activities for QBR reviews. Develop new and more efficient ways to evaluate business performance (Champagne Strategy / Battlegrounds)
>  Management of Champagne Strategy initiatives for respective region including synthesizing reporting, analyzing monthly results, recommending specific action steps to further grow / develop / change the strategy in the local region and coordinate communication with Brands and Sales organization.

 


Profile

MAIN RESPONSIBILITIES (PART 2/2)


Opportunity identification and development
>  Identify white space and develop portfolio opportunities and lead portfolio participation in select regional events and initiatives
>  Identify opportunities for multi-brand programs and other cross-branding activities, potentially including Diageo brands in NGG markets

Communication

>  Communicate marketing programs and events to Market Managers and DTDs in a monthly and quarterly consolidated grid
>  Lead the preparation and execution of Business Reviews with Maisons, Brand Team and Distributors, as appropriate
>  Coordinate local media plans in the Region across the portfolio


POS Management
>  Lead region POS planning, ensuring all stakeholders are involved prior to ordering
>  Ensure fit with programming and market needs
>  Deliver feedback on POS to Brands and National Trade Marketing, to enhance future development
>  Implement trackers to ensure that POS and VAP investment can be compared to prior years investment, to maximize scale and efficiencies
>  Lead Region VAP strategy and communicate timelines to National Trade Marketing

Training and Best Practice
>  Develop portfolio selling tools as needed (e.g. selling standards, Champagne category selling materials)
>  Manage portfolio training opportunities in coordination with Market Managers and distributors
>  Attend selected regional or local trade conferences and events to gain insight to best practice within the industry
>  Foster an environment that promotes rigorous analysis through, in market visits, technology, external and internal data sources
>  Establish a strong working relationship with each brand group

Agency Management
>  Manage relationships at the Regional level with SEG and other authorized agencies, including staff selection, budgets, troubleshooting, and issues

People Management and Development
>  Lead, Manage, coach and develop the Region's team of Business Development Managers / Directors, prioritizing activity and guidance on career development opportunities
>  Provide vision / communicate planning calendar / get buy-in from Business Development Managers/Directors and entire Region personnel regularly (monthly / quarterly meetings)
>  Ensure appropriate training is provided to facilitate advancement
>  Train, coach and mentor direct reports instilling accountability toward brand, region and competitor knowledge and management
>  Ensure all team members have a working relationship with each distributor throughout the region
>  Ensure all team members receive sufficient brand training to act as the lead brand person in their respective region, for consumer and trade facings events


PROFILE

Education : Undergraduate Degree preferred

Languages : English, working knowledge of French a plus

Professional experience & know how:
- 8+ years trade marketing and/or brand management experience in leading and managing a team.
- Experience working with luxury brands is preferred.
- Strong creativity and communication skills as well as event coordination.
- Experience managing agencies and working with media vehicles is required.
- Wine and spirits knowledge and industry experience is preferred.
- Must be able to work with all levels of the organization and must be able to adapt to various work styles.


Additional information

Based in NYC
Start: ASAP


Moet Hennessy USA, Inc. is an equal opportunity/affirmative action employer. Moet Hennessy USA, Inc. considers candidates without regard to race, color, religion, gender, national origin, age, disability, veteran status, or any other characteristic protected by applicable law.

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