Open Positions at Pernod Ricard

• The purpose of the role is to develop and implement a strategic business plan for the allocated Off-trade Key Account customers that will deliver against PRSAs objectives in the South African domestic spirits market.

Key Duties and Responsibilities

Key deliverables of the role:

• Support the Channel Director in delivering Pernod Ricard South Africa’s business goals of turnover, profit and market share
• Implement key account strategy including resource allocation proposition (e.g. Off-trade clients investment management)
• Implement tools to achieve the strategy and business objectives (e.g. trade terms, customer joint business plan, trade marketing plan, segmentation)
• Support the Channel Director in key business periods during the fiscal year (e.g. budget, price increase)
• Live the Pernod Ricard vision and values internally as well as with external stakeholders

Commercial Strategy & Planning

Ability to implement and get alignment behind a commercial plan, considering the short and long-term view:

• Define and monitor short to long term business plan and priorities: growth opportunities, objectives, actions, resources… at channel, customer, and brand levels
• Set KPIs, to monitor commercial activities and manage commercial performance at channel, customer, and brand level.

Business Intelligence

Ability to get a deep understanding of the market – competitors, channels, categories & customers to transform it into business opportunities:

• Get a deep understanding of the market dynamics - direct / indirect competition, channels, customers - by collecting & analysing internal / external information, data, and trends, using digital tools when relevant.
• Monitor competitive intelligence.
• Identify and define business opportunities and key drivers of growth.
• Identify risks and opportunities of market changes (competitor moves, new channel development, changes in legal and regulations).

Negotiation

Ability to manage customer’s needs and requests through appropriate negotiation cycle and techniques, to achieve global business objectives:

• Understand complex customer’s business stakes, environment, needs and challenges in the negotiation process.
• Use negotiation resources and techniques to reduce gap between customer’s demand and business objectives, in line with the commercial strategy.
• Identify win-win states and common interest grounds to establish customer partnerships.
• Anticipate customer’s behaviours, changes, risks / opportunities, or conflicts and adapt the negotiation cycle (process, style) accordingly.

Project Management

Ability to plan and organize diverse tasks in a transversal project, managing and maximizing performance of project teams (internal & external), to achieve objectives in time:

• Define and plan a project: scope, objectives, responsibilities, planning, KPIs, resources.
• Manage a project: resources and planning monitoring, cost, and risks evaluation.
• Foster collaboration, coordinate and motivate project team members, to maximize the team performance.
• Engage stakeholders around the project and get their buy-in, communication and promotion of the project within organizational culture.

Influencing & Partnering

Ability to establish and develop trusting and impactful relationships with internal and external stakeholders:

• Demonstrate influencing skills, internally and externally.
• Develop an efficient network through strong interpersonal skills and a good understanding of organizational and individual issues.
• Create partnerships through the development of successful long-term relationships, that will positively impact the business
• Listen actively.
• Present clear and compelling ideas, and transmit impactful messages, making the most of presentation tools and technologies.

Drive for Business Results

Ability to recommend, implement and evaluate effectiveness of business activities (Commercial and Marketing) to optimize business performance and ensure excellence in execution:

• Demonstrate an overall understanding of business environment and company’s vision.
• Focus on priorities, meet deadlines and objectives to drive business results.
• Define and monitor the most appropriate set of KPIs.
• Propose evolutions in business priorities, resource allocation and organizational structure.

Experience Planning  

Ability to co-develop and monitor the touchpoint plan to bring to life the consumer & brand experience, in line with the brand & portfolio strategy:

• Identify the relevant touchpoints and influencers, ensuring holistic experience across the consumer journey
• Define and monitor short to mid-term plan
• Prioritize and allocate resources and budget for each touchpoint
• Set clear KPIs, to evaluate the performance of brand and portfolio strategies and improve touchpoints plan accordingly

Price Management      

Ability to navigate all aspects of pricing, understand how pricing affects our business performance and develop pricing tactics in day-to-day activities:

• Understand key pricing concepts (positioning, elasticity, value perception),
• Implement and manage effectively the pricing strategy across countries, channels and customers.
• Implement the pricing strategy, with a focus on price to consumer (for marketing) and on price to customer (for commercial) to include Trade Terms optimization.

Financial Acumen

Ability to integrate revenue and profitability aspects within all activities to generate greatest ROI within budget guidelines:

• Understand the brand / portfolio P&L, customer P&L, COGs and stocks.
• Understand financial ratios (ROI, ROCE, net sales...) and their implication.
• Partner with the brand team in order to optimize the portfolio P&L, to optimize business performance (budget control, resources allocation optimization, cost optimization, pricing strategy, inventory monitoring).

Insights into Action

Ability to get a deep understanding of the consumer, shopper behaviour from observation, to transform insights into actions & business opportunities:

• Know and use the key sources (qualitative and quantitative research, panel, and initiatives, traditional and digital – social networks, blogs, analytics…) of consumer information, and methodologies to get a deep understanding of the behaviours (“walk in shoes” of consumers)
• Leverage trends, category and consumer understanding into insights and opportunities.
• Size and prioritize insights to recommend actions and unlock growth.

Digital Acumen

Ability to navigate into a digital environment, understand how to succeed in a digital world, use technologies and new digital tactics in the day-to-day activities.

• Be familiar with web, mobile and social media.
• Understand digital environment, on-line channels, and their specific business characteristics and levers, in order to help to reach, interact and delight consumers and customers.
• Apply digital knowledge and tactics in the business activities when relevant.

Brand & Portfolio Strategy

Understand and influence the ambition and the strategic objectives & concepts to differentiate the brand & portfolio from the competition and to develop PR business:

• Understand the brand ambition, anticipating mid- to long-term changes within the environment, business opportunities and risks.
• Leverage market, consumer & shopper insights, consumer journey and route-to-market opportunities, to define priority targets, develop effective strategies and activations;
• Set KPIs, to monitor, manage and adjust off-trade strategy

Creativity

Ability to emerge new business opportunities through generation, inspiration and exploration of new and relevant ideas, services, solutions and designs with both internal and external partners.

• Think out of the box, show curiosity, push boundaries, have an explorative mindset to generate ideas, and solve problems.
• Champion creative ideas, and bring them to life (e. g. solutions, services, digital initiatives, alternative channels) to create differentiation and new revenue sources, and to be continuously one step ahead.
• Implement and foster a creative culture through new approaches and mindset.

Key Competencies and Experience

Minimum Educational Requirements and Work Experience: 

• Bachelor of Commerce Degree or similar Tertiary equivalent
• At least 6 years’ experience within a commercial environment 2 of which must have been in a management capacity or at least 8 years relevant sales experience.
• Experience within the Off – Trade environment is essential.
• Driver’s License

Behavioural competencies:

• Strategic Planning, Commercial Awareness, Problem Solving, Influencing Skills, Teamwork, Building and Maintaining Collaborative Working Relationships, Adaptability

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Job Purpose

• The Internal Control Lead is responsible for identifying control gaps across financial and operational processes, recommending improvements, and driving remediation efforts in collaboration with cross-functional teams. The ideal candidate combines analytical rigor with practical insight to enhance governance, reduce risk, and support strategic decision-making.

Key Duties and Responsibilities

Internal Control & Risk Management

Control Assessment & Gap Identification

• Lead proactive evaluations of internal controls to uncover weaknesses, inefficiencies, and compliance risks across financial and operational processes
• Conduct risk-based reviews of financial and operational processes.
• Identify control deficiencies, process inefficiencies, and compliance risks.
• Map existing controls and assess their design and operating effectiveness.
• Performs operational audits, recommends corrective actions, and convinces internal stakeholders of the legitimacy of his/her recommendations.
• Identifies Best Practices during the audit phase.
• Participate in the Group internal audit process and assist with co-ordination activities as required.
• Understands the key concepts of risk management (identification, assessment including frameworks, mitigation).
• Identifies basic business risks.
• Understands the internal systems and processes.

Remediation & Advisory

• Collaborate with stakeholders to design and implement effective remediation plans, offering practical recommendations that strengthen the control environment
• Collaborate with process owners to develop and implement remediation plans.
• Provide actionable recommendations to strengthen internal controls.
• Monitor and report on remediation progress and effectiveness

Risk Management

• Drive enterprise-wide risk assessments to identify emerging threats, develop mitigation strategies, and embed risk awareness into core business practices.
• Perform risk assessments to identify emerging threats and vulnerabilities.
• Collaborate with stakeholders to develop mitigation strategies and embed risk awareness into business processes.
• Monitor key risk indicators and support enterprise risk reporting.
• Participates to risks analysis and makes recommendations for corrective actions
• Ensures the implementation of corrective action plans related to risk management
• Identifies and qualifies complex or inter-related business risks and recommend corrective action plans

Governance & Reporting

• Ensure transparency and accountability through clear reporting of control and risk findings to senior leadership and audit committees.
• Prepare clear, actionable reports for senior leadership and audit committees.
• Maintain documentation of control and risk assessments, findings, and resolutions.
• Support internal and external audit engagements with relevant insights and evidence.

Continuous Improvement

• Champion a culture of control excellence by staying ahead of regulatory changes and leading initiatives that enhance and automate risk and control processes.
• Champion a culture of control and risk awareness across the organization.
• Stay abreast of regulatory changes, industry trends, and best practices.
• Lead initiatives to automate, streamline, and enhance control and risk processes

Business Acumen

• Ability to view and understand business from a holistic perspective
• Demonstrates general awareness of the Business Environment
• Understands the key drivers and challenges of the company
• Has a basic knowledge of local organizational structures and functions

Project Management

• Ability to plan, monitor and deliver projects in line with objectives
• Project management basics (task list, meetings, write wrap-up report etc).
• Coordinates information flows between project participants in a few departments.
• Reports project progress with accuracy.
• Understands what is at stake in the project (risks and opportunities).

Relationship Building & Communication

• Ability to build, nurture and leverage quality and trusting relationship
• Ability to communicate effectively with internal and external stakeholders at all levels of the organization,
• Initiates and/or improves positive working relationships and interactions within the team
• Communicates clearly both written and verbally, adapting the messages to the audience
• Builds trusting relationships by acting with integrity
• Proactively communicates across departments to improve cooperation
• Builds quality relationships, understanding organisation and individual issues, through strong interpersonal skills
• Identifies potential conflicts and escalates them to the appropriate level
• Is comfortable dealing with people at all levels of the organisation

Key Competencies and Experience

Knowledge, Skills and Attributes: 

Functional and Technical Competencies:

• Proactivity, Planning & Organising, Quality Orientation, Stress Management, Agility
• Strong understanding of financial processes and control frameworks
• Excellent analytical, problem solving, communication, and stakeholder management skills.
• Ability to influence and drive change across diverse teams

Qualifications and Experience:

•  Bachelor’s degree in Accounting, Finance, or related field (CPA, CIA, or CISA etc)
• +5 years’ experience in Internal Control or Risk Management

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Overview

• We are seeking a dynamic and experienced Private Client Manager to join our team, responsible for selling a portfolio of Luxury Spirits and Champagne, with a focus on Cognac and high-end whiskies. The role entails developing both B2B and B2C business, managing high-net-worth individuals (HNWI) and corporate clients and overseeing the allocation of rare, unique and collectible spirits from our global brand companies.

Key Responsibilities

• Business Development: Expand and manage relationships with HNWI and corporate clients, driving sales of Ultra-Premium, Luxury Spirits and Champagnes
• Product Management: Handle and manage the allocations of rare, unique and collectible spirits, ensuring strategic distribution and client exclusivity.
• Network Management: Develop and maintain a robust network of clients, including HNWI, corporate entities, redistributors with a strong and planned route to market (RTM).
• Database Management: Build and manage client databases to track interactions, preferences, and sales activities.
• VIP Experiences: Organize and execute exclusive VIP experiences and events to engage and delight clients.
• Direct-to-Consumer Sales: Drive direct-to-consumer sales strategies and initiatives to maximize reach and revenue.
• Collaboration: Work closely with redistributors, other luxury brands and internal teams to ensure seamless product distribution and customer service.
• Market Analysis: Conduct regular market analysis to identify trends, opportunities, and areas for growth within the luxury spirit’s segment.
• Manage Strategic CRM Programs with Customers, Corporates and Brands

Qualifications

• Experience: Minimum of 5 years in sales or business development within the luxury spirits or related high-end market.
• Network: Proven track record of working with HNWI, corporate clients, and redistributors. The successful candidate should also be highly influential and have existing HNWI networks in South Africa.
• Skills: Strong negotiation, communication, and relationship-building skills.
• Knowledge: Deep understanding of the luxury spirits market, particularly Cognac and high-end whiskies.
• Education: Bachelor’s degree in Business, Marketing, or a related field preferred.
• Location: Based in Johannesburg, with a willingness to travel as required.
• Driver’s License / Valid Passport

Key Attributes

• Customer-Centric: Focused on delivering exceptional customer experiences and satisfaction.
• Strategic Thinker: Ability to develop and implement strategic plans to achieve sales targets.
• Detail-Oriented: Meticulous in managing product allocations, client databases, and sales processes.
• Innovative: Creative in developing unique sales approaches and VIP experiences.
• Influential: Capable of leveraging existing HNWI networks and influence within the market.
• Budget Management
• Entrepreneurial

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Job Purpose

• The primary purpose of this role is to drive sales and marketing initiatives aimed at increasing brand awareness, generating demand, and expanding distribution within the assigned territory.

Key Responsibilities

• Sales and growth in market share are increased through targeted sales and marketing activities 

Generate sales from existing customers

• Call plan implemented
• Deals and discounts negotiated within agreed parameters
• Customer queries and problems resolved
• Increased sales volumes negotiated within allocated sales area
• New listings and sales targets achieved as per sales plan
• Calls and sales volumes recorded on standard daily working sheets and PDA
• Weekly and monthly sales and ad hoc promotions reports submitted on time according to agreed format on PDA

Implement sales and marketing strategy effectively

• Visibility agreement executed
• Additional visibility opportunities identified and implemented
• Product availability/ distribution targets implemented
• Merchandising standards are maintained
• Segmentation tool implemented (PDA)

Implement promotions

• Promotions arranged according to the promotions plan
• Promotional stock, staff and point of sale for promotions arranged
• Promotions set up and implemented according to set criteria and on time
• Feedback form on the outcomes of the promotion provided to sales management according to agreed deadline

Develop brand equity

• Promotions reflect brand appropriate look and feel
• Consumers engaged through events and promotions
• Bar staff engaged and trained to promote the brand
• Relationships with equity accounts developed

Generate new business

• New business initiated as per targets
• Relationships with re-distributors developed
• Leads followed up and feedback provided to sales managers
• Business opportunities to sell product range identified
• Documentation required for the opening of new accounts collated and followed up
• New equity accounts identified

Stakeholder Relations

Productive relationships with internal and external stakeholders maintained:

Build relationships with customers and re-distributors

• Increased sales volumes negotiated
• Customer queries and problems resolved effectively
• Pernod Ricard is a preferred supplier
• Business opportunities to sell product range identified

Liaise with Merchandisers

• Merchandising standards are maintained
• Ad hoc merchandising opportunities exploited

Develop collaborative relationship with the PRSA and Re-distributor Call Centres

• Orders are captured correctly and on time
• Out of stock information available to reps
• On hold accounts information available to reps

Liaise with Regional Promotions Manager

• Promotions set up and implemented according to set criteria and on time
• Feedback form on the outcomes of the promotion provided to sales management according to agreed deadline

Build collaborative relationships with bar staff and venue owners

• New trends identified
• Pernod Ricard is the preferred supplier

Minimum Educational Requirements and Work Experience:

• National Diploma or Degree qualification with commerce, sales and marketing preferable
• At least 3-5 years’ experience in the liquor industry or within an FMCG environment
• Must have a valid Driver’s License
• Rep area coverage: Umhlanga, Ballito, Umhloti, Salt Rock and Sibaya

Functional and Technical Competencies: 

• Market & Environment, Commercial Strategy, Results Orientation, Negotiation Techniques, Promotion, Merchandising, Evaluation of Commercial Activities, Customer relationship Management, Sales Team Management

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Job Purpose

• The Head of Proximity Procurement has direct responsibilities on all Indirects and COGS categories for the AME region and is acting as a local leader and senior interface between Procurement and the Business. He/She drives the development, implementation and continuous improvement of all Procurement Policies, Processes and Strategies. The role ensures alignment of global and local strategies with local needs, drives value creation and sustainability, delivers local efficiency plans and ensures timely, high-quality execution of procurement initiatives, and identifies and consolidates affiliate needs to inform and enrich global procurement strategies.
• Management, development and coaching of the Procurement team as well as individuals within group procurement and the local management entities where required. Maintains strong working relationships with Suppliers and all Stakeholders to ensure all procurement activities are in line with time, cost and quality requirements. Alings with Global Procurement Director Indirects and the Global Category Directors to ensure development of fit for purpose procurement strategies. Aligns with Stakeholders and the Operations Director to ensure delivery of functional business needs strategy and targets – use Procurement as a tool to close any gaps. Provide commercial advice and work jointly with Stakeholders, ensuring introduction of best practice and management of procurement principles across all functions by promoting adoption of procurement processes, tools, and governance to ensure compliance, transparency, and value delivery. Review all category analytics to develop supplier performance management and risk mitigation in close collaboration with the Business the Global category managers and ensure continuous value creation through procurement levers.
• Ensure effective monitoring of procurement performance, driving efficiencies, sustainable sourcing, and synergies across affiliates. Actively participate in Global procurement governance forums and key local business meetings to anticipate needs and share procurement plans.
• Categories managed by Head of Proximity Procurement include; Operations, Business Services, Facilities, Tech, Capex, Media, Creative Content, and Sales Activation (POS, VAP, events), manufacturing, Direct Materials.  The role will support all affiliates across Africa Middle East.

Key Duties and Responsibilities

Management of the Procurement Function and Leading the Procurement Team

Management of the Procurement Function

• Establish meeting and communication routines within Procurement Team (Bi-Weekly One on Ones, Bi-Weekly Team Meetings etc.)
• Establish meeting and communication routines with Internal Customers and Stakeholders
• Establish Functional Objectives and Strategies
• Responsible for all Procurement Policies and End to End Process source to pay

Leading the Procurement Team

• Establish Development Plans for self and team to increase knowledge, expertise and performance within the Procurement Function
• Establish Goals / Performance Scorecards for self and team which ensure alignment to Functional Objectives of cost & operational efficiency
• Leadership of Procurement Team to ensure individual, team and business objectives are achieved
• Back-up for Purchasing Category Leads when on leave or demand exceeds capacity

Reporting

• Development and implementation of Monthly Reports for the various Purchasing Categories and the Procurement Function as a whole
• Development and implementation of a Procurement Dashboard
• Understand budget variances and develop LE to reflect potential long term financial impact across categories.

Strategy 

• Deploy and monitor execution of global procurement strategies and tenders across affiliates, ensuring alignment with business needs.
• Represent affiliate priorities and market specificities to global category teams, supporting the co-development of sourcing strategies.
• Facilitate cross-functional alignment and prioritize procurement initiatives that deliver growth, efficiency, and sustainability.
• Provide strategic insights and recommendations to stakeholders based on market intelligence and supplier performance.

Drive innovation and continuous improvement

Propose new standards with regard to processes, business efficiencies or spend to market

• Propose new standards with regard to processes
• Improved business efficiencies and speed to market
• Knowledge sharing with team

Propose new tool and ideas

• Develop and implement new tools and ideas to increase productivity
• Automation of the Procurement Function to minimise the administrative burden and increase visibility
• Ensure ERP is setup to support the Procurement Processes

Expand the scope of the Procurement Function and Capabilities within PRSSA

Develop, document and implement Procurement Policies, Processes and Tools aligned to Group Procurement Policies and business requirements

(This includes the expansion of Scope into T&E, Manufacturing, Direct Materials and various General Expenses)

• Establish and execute 3 Year Plan for Procurement Capability Building and Rollout to all Markets
• Procurement Policies , Processes and Strategies published
• Procurement Tools established and rolled out to the team
• Procurement Policies and Processes implemented and adopted by the business

Management of RFQs and Tender Processes

• Develop and implement the RFQ and Tender Processes & Templates
• Assistance to the Markets with guidance, templates, processes, negotiations etc. as required
• This includes Bi-Annual Co-Packing, VAP Export and 3PL Tenders etc.

Evaluate, categorise and select preferred suppliers

• Conduct Supplier Vetting annually and as new Suppliers are added
• Compile a Preferred Supplier List per Category per Region which is updated annually and published on My Portal
• Ensure NDAs in place for all Suppliers
• Ensure SLAs in place for all Suppliers
• Supplier Relationship Management

Procurement

• Entrench Procurement ways of working across all categories within Procurement

Sourcing, Development & Purchasing

Ensure Policy and Process Compliance

• Procurement Team are trained in the Processes, Tools and Templates and adhere to these
• All Internal Customers are trained in the Processes, Tools and Templates and adhere to these

Auditing and Evaluation

• Ensure that Procurement Team brief and purchase in line with the Procurement Policy and Processes
• Ensure that all Databases, Documentation and Accounts Payable are accurate and up to date

Negotiation with Suppliers

• Suppliers briefed in accordance with RFQ and Tender requirements
• Negotiations with suppliers that lead to operational and cost efficiencies
• Negotiations with suppliers lead to on time and in full product and service delivery

Cost Efficiency and Accounts Payable Managed

Complete Procurement Process Cycle followed

• Cost tracking per category – detailed spend report is reviewed monthly with OP’s Director.
• Costings compiled and approved by Internal Customers
• Required paperwork sourced from Suppliers, Service Providers and POS Warehouse
• Documentation matched and submitted to Finance for Payment
• Committed spend report analysed monthly and issues resolved

Manage costs against Budget

• Cost Comparison compiled and analysed and work assigned based on time, cost quality and operational efficiency
• Savings and missed savings tracked and documented
• Ensure that expenditure aligns with budget
• Development of additional initiatives to close gaps on missed savings.

Build and maintain effective relationships with all stakeholders

Liaise with external Suppliers

• Effective relationships with various suppliers
• Suppliers understand minimum quality standards and standardised specifications required
• Suppliers understand policies, processes and requirements
• Development of supplier relationship strategy – Classification of suppliers

Liaise with internal Customers

• Effective relationships with various internal customers
• Internal customers are aware of policies, processes and requirements

Communication and interaction with all stakeholders

• Professional communication, behaviour and actions result in credibility, trust and respect with all work partners

Key Competencies and Experience

Functional and Technical Competencies:

• Deep understanding of categories and local supply markets
• Strategy deployment and localization
• Procurement performance tracking and savings delivery
• Supplier relationship management
• Value engineering, challenge requirements and status quo

Behavioural Competencies:

• Strong stakeholder engagement and influencing skills. Creativity & Innovation, Business & Financial Acumen, Customer Service & Quality Orientation, Project & Change Management, Relationship Building & Communication

Leadership Competencies:

• Strategic Vision, Entrepreneurship, Results Orientation, Live the Values, People Development, Team Management, Change Management and Capability Development

Qualifications and Experience:

• Tertiary qualification. 
• 10 or more years’ experience in procurement as a minimum including project management / tender execution / supply chain experience. 
• Experience in the liquor or FMCG industry will be an advantage

KPI

• Performance: Cost efficiencies (savings & avoidances)
• Spend coverage by procurement teams
• Supplier portfolio optimization
• % of S&R objectives reached