Where Conviviality is at work.
Pernod Ricard is a global premium spirits and wine company. We’re the team behind leading brands such as ABSOLUT® Vodka, Jameson® Irish Whiskey, Malibu®, Kahlúa® Liqueur, The Glenlivet® Gin, and Skrewball™ whiskey, as well as many more superior wines and exquisite champagnes!
Working at Pernod Ricard is all about igniting conviviality in all that we do. Derived from the French word, convivialité…it means human connection, authenticity, friendly, and jovial. Conviviality is energy and spirit with a splash of je ne sais quoi and is a core philosophy around how we live and work at Pernod Ricard.
Guided by our 4 core values: (1) grounded in the real; (2) fiercely authentic; (3) passion for challenge; and (4) connected beyond borders; we are team players, dream makers, trailblazers, movers and (cocktail) shakers. We have a passion for living life to the fullest, making new friends every day, and realizing our potential as people and as a business!
The salary range for this role, based in Dallas, is $168,200.00 to $210,300.00. The range may vary if the role outside of this location. Base salaries are determined during our interview process, by assessing a candidate’s experience, skills against internal peers and against the scope and responsibilities of the position.
Location: CA, FL, TX (Remote)
The Director, National Chain Customers – Total Wine & More leads Pernod Ricard USA’s (PRUSA) end-to-end strategy, performance, and headquarters relationship with one of our most critical national customers. This role shapes and delivers the annual operating plan (AOP) by creating a unified, insight-driven strategy across in-store, digital, and e-commerce channels. The impact: accelerate PRUSA brand performance, outperform category growth, and build sustainable share gains through world‑class execution and partnership.
Who will love this job
This role is ideal for a customer-obsessed sales leader who thrives in complex, matrixed environments and enjoys building joint strategies that win in market. You are equally comfortable shaping long-term strategy and driving near-term execution, leading teams, influencing stakeholders, and partnering externally at the most senior levels. If you enjoy translating insights into growth and owning results against ambitious targets, this role offers meaningful scope and visibility.
What you’ll do
Lead and own the national customer strategy for Total Wine & More by developing and executing a joint business plan that leverages PRUSA brands, shopper, category, consumer, and digital insights to deliver AOP objectives and outperform the market.
Own the headquarters relationship, ensuring alignment on priorities, initiatives, and performance expectations across buying, category management, merchandising, and e-commerce teams.
Manage and develop a team of Senior Key Account Managers to deliver best‑in‑class execution of programming, retail strategies, and local market initiatives.
Design and implement the annual customer calendar, aligning key holidays and events to impactful programming that drives mutual growth and joint business planning targets.
Lead brand, package, and multicultural segmentation strategies, and partner with Customer Marketing, Merchandising, E‑Commerce/Digital, and Insights teams to deliver differentiated customer marketing and innovation.
Drive execution of customer strategy using category management, shopper insights, and revenue growth management principles to expand the size and value of PRUSA’s portfolio.
Partner closely with Senior Customer Solutions Managers, Marketing, State Teams, and Commercial Planning & Analysis to build, monitor, and course-correct customer plans by market, brand, and package.
Collaborate with distributor partners to ensure alignment and execution, monitoring performance by market and addressing gaps or accelerators to deliver plan targets.
Communicate the Look of Success, programming priorities, and execution targets to field teams; lead post‑program analysis and share results through scorecards, summits, and leadership forums.
Establish and manage execution scorecards, identify risks and opportunities, and continuously adjust strategy to beat competition and deliver results.
What’s in it for me?
Being part of an inclusive and diverse company where professional development and internal career mobility is front-and-center to our talent strategy. This means your career at Pernod Ricard has many possibilities. You'll be part of a culture that celebrates the rich diversity of our people across the globe and be part of our long-standing commitment to making exceptional products, giving back to our communities, and honoring our responsibility to preserve the environment.
Required qualifications
7–10+ years of proven success in sales serving large, complex customers; experience calling on Total Wine & More strongly preferred.
Direct key account or channel leadership experience with demonstrated ownership of customer strategy and results.
Proven ability to lead and develop teams to achieve performance goals.
Demonstrated experience building and executing customer business plans with accountability for results.
Strong business, analytical, and communication skills, including the ability to present to and influence senior audiences.
Experience managing P&L responsibility within a national or regional account.
Deep understanding of category management and shopper insight application.
Frequent travel to customer sites is required (40% of the time)
When you join Pernod Ricard, you’ll experience a workplace that is rich in heritage, driven by our iconic brands and a long-standing commitment to sustainability, safety, and giving back to the people and communities where we work. We know that happiness at work starts with that feeling of belonging you get from an inclusive culture where being uniquely you is celebrated. Our values are lived, they drive our behaviors, and it’s what brings our culture to life.
Our work philosophy celebrates the magic of human connection with the flexibility needed to provide one's most meaningful contribution. We offer a flexible work policy, with most of our positions offering a a hybrid option with flexibility to work remotely 2 days a week. As a global employer, we understand that not everyone’s working hours are the same, and we empower our employees to work the hours that make the most sense for them and their team’s schedules.
We offer employees great benefits and perks to toast to a life filled with support. Check out PRUSABenefits.com for details.
This recruitment process uses artificial intelligence (AI) tools to match applicant skills with role requirements and qualifications.
Pernod Ricard USA is an Equal Opportunity Employer. It employs qualified individuals based solely on ability, training, and experience, and does not and will not, discriminate for or against any employee or applicant for employment or promotion based upon actual or perceived race, color, religion, sex, age, disability, national origin, citizenship, marital status, sexual orientation, gender identity, genetic information, military service or any other classification protected by law. Offers will be subject to United States local terms.
Pernod Ricard USA is committed to the full inclusion of all qualified individuals. As part of this commitment, Pernod Ricard USA will ensure that persons with disabilities are provided reasonable accommodations for the hiring process. To request reasonable accommodation during the application process, contact us at PR_NA_TalentAcquisition@pernod-ricard.com
Job Posting End Date:
Target Hire Date:
2026-06-01Target End Date:
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