Moët Hennessy, is the Wines and Spirits Division of LVMH, regroups twenty-five Maisons, many of which have been around for centuries, while others are just starting their journey.

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Distributor Partnerships Market Leads are responsible for managing MHUSA’s relationship with its distributor partners. The Director, Distributor Partnership – SGWS, SC, IN, KY, AR, oversees this relationship in SC, IN, KY, AR, where they serve as the interface for senior distributor relationships and manages distributor performance. The Lead ensures execution in market remains aligned with MHUSA’s strategy and within established guidelines, contract terms and budgets. The Lead directs and develops the channel managers in SC, IN, KY, AR.

In Independents (“Distributor managed accounts”), the Lead has direct responsibility for targets, plans and enhanced brand experiences in order to achieve business performance and sales/profit goals. In Prestige subchannels (High Energy, Experiential Retail, Resorts, Leisure & Bar, Dining & Specialty Wine and Multi-Outlet Accounts On-& Off-Premise), the Lead oversees operational execution of the distributor in support of the Account Management team through pricing, inventory, supply, product ordering and delivery. The Lead is the primary distributor interface for these subchannels.

Distributor-Managed Accounts:

• Define, oversee, and monitor sales & depletion goals for SC, IN, KY, AR
• Plan and manage budgets and brand allocations for Distributor-managed accounts; allocate resources across states/cities/subchannels in SC, IN, KY, AR to a priority subset of Independent accounts
• Ensure quality of brand mix, inventory, size mix and market pricing are set to drive short- and long-term growth and profitability of Independent accounts in SC, IN, KY, AR
• Monitor sales & depletion metrics and performance manage the distributor to ensure targets are met for Distributor-managed accounts
• Monitor flow of activities and program/activity calendar required to achieve brand priorities and overall performance for Distributor-managed accounts within Independent Accounts
• Monitor promotional activity and reallocate dollars across accounts/cities/markets based on ROI for distributor-managed accounts within Independent Accounts

In-Market Execution For Priority Subchannels:

• Oversee Distributor partner(s) to ensure delivery of priority subchannels plans and targets (defined and developed by the Demand Creation team with Enablement support)
• In standard budgeting cycle: provide input to priority Subchannel leads within your market(s) to inform tradeoffs across accounts/cities/markets within your territory for the subchannel (e.g., feedback on resource allocation, budgets, activity calendars)
• Ensure distributor management resources within your market(s) are communicating standards, allocating volume, overseeing execution, and supporting activation for accounts in priority subchannels in their states

Strategy and Planning:

• With Commercial Finance support: aggregate total budget, targets, and volume allocations for all accounts in your SGWS sub-territory
• For in-year plan/budget adjustments:
  • Provide feedback to priority Subchannel resources for your market(s) on the feasibility and implications of reallocating volumes and budgets across states
• Reallocate volumes and budgets for Distributor-managed accounts across accounts/cities/states in the territory
• Aggregate revised plans for all accounts in the market(s) and communicate changes to the distributor(s)
• Provide input to Brand and Trade Marketing/Channel Programming on 360 activation calendars in relevant states:
  
  • Provide feedback on cadence and saturation of brands & programs/events in specific markets
  • Propose non-premise programs/events in local market to be included in the program calendar
  • Direct internal and Distributor analytics/Insights teams to measure and optimize ROI for programs/events
  • Review past programs with market leads on a quarterly basis to ensure a proper ROI on marketing spend on distributor managed accounts

Forecast Management:

• Consolidate segment and sub-segment supply, depletion and allocation forecasts for respective states/geographies
• Communication and secure distributor alignment with ordering, allocation and shipment in support of all segment/sub-segment forecasts and needs

Distributor Management:

• Facilitate communications of guidelines and expectations to distributors to ensure flawless execution across all segments and subchannels for the state(s) in the territory and to deliver targets
• Set, track, and evaluate distributor KPIs, based on brand/market priorities; take corrective action as necessary
• Ensure preferred supplier status with distributors, agencies, retailers, business partners within assigned market
• Participate in distributor organizational design, regular work-withs
• Conduct regular business reviews with distributor GMs
• Oversee training of Distributor Salesforce and develop training calendar to ensure distributor sales and management understand all in store brand objectives and strategies
• With Commercial Insights and Distributor Insights support, monitor distributor KPIs (e.g., distributor inventory days, depletion and distribution analysis)
• Facilitate connections between MHUSA Demand Creators and Distributor Account and Subchannel Division Managers to control flow of goods
• Facilitate connections between MHUSA HQ Account Managers and Distributor HQ Account Managers / Sales Reps to ensure HQ calls and activations for BVM chains are executed seamlessly

Leadership:

• Manage, train, and develop distributor management resources in the territory
• Attend distributor sales meetings and provide feedback to distributor management resources on presentation skills
• Conduct annual MPP with direct reports
• Manage overhead and T&E budgets

Share best practices across Subchannel sales teams (e.g., process and operational improvements) and disseminate any best practices offered by Subchannel sales teams to distributor management resources within market(s)

• Oversee business in the SGWS sub-territory
  • Direct accountability for overseeing and delivering of Distributor-managed accounts (Independents)
  • Indirect accountability with Subchannel Leads to deliver revenue from accounts in priority subchannels
• Responsible for effective management of operating budget, allocated across staffing, training, program execution/activation, consumer engagement, sales, and merchandising
• Oversee Distributor performance in Califorina and serve as the MHUSA interface for senior Distributor leaders in the territory
• Influence commercial execution of distributor sales reps
• Influence resource allocation for in-market dollars spent in distributor-managed accounts
• Manage highly complex, collaborative external relationships spanning a large market/set of geographies and internal relationships with functional leaders in Demand Creation, Finance, Brand Marketing, Trade Marketing and Channel Programming, Commercial Finance, Commercial Ops, Commercial Insights, Subchannel Leads, IT, etc.

Education

Bachelor’s degree or equivalent work experience

Professional Experience

• 15 years of sales and/or marketing experience, preferably in a luxury environment
• Extensive wines and spirits experience within the 3-tier system
• Significant experience in agency management and relations

• Proficiency in effective management of large-scale investment budgets

Practical/Technical Knowledge

• Strong interpersonal and people management skills to navigate complex relationships spanning broad geographies
• Well-developed finance and budget management skills
• Highly effective influencing and partnering skills
• Refined communication and presentation skills

External applicants must be currently authorized to work in the United States on a full-time basis.

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