Cluster Head - Rest of Karnataka

Pernod Ricard SA; Bengaluru; On-site; INR 1,800,000 - 2,900,000; Full time

Job summary

Pernod Ricard in Bengaluru seeks a seasoned sales leader to drive cluster growth, hitting volume and revenue targets while optimizing brand mix and profitability. You will craft market-beating strategies, manage channel partners and trade schemes, and coordinate with planning and supply teams to address constraints.

Responsibilities include distributor KPIs, receivables collection, and a robust retail engagement plan.

Responsibilities

• Achieve sales volume and revenue targets for the cluster while maintaining a healthy brand mix and effective use of A&D.
• Develop strategies to beat the market by identifying opportunities and leveraging A&D and credit policies to increase market share.
• Review trade schemes, monitor effectiveness and adjust based on performance.
• Liaise with syndicates, retail and wholesale groups; serve as the first escalation point.
• Implement and manage sales planning and stock forecasting at cluster level with high accuracy.
• Coordinate with demand planning and supply chain to address any supply constraints.
• Establish distributor/wholesaler KPIs to drive effective distribution of PRI portfolio.
• Ensure timely receivables collection and inventory management with channel partners.
• Create and execute the retail engagement plan and monitor Channel Play/Hawk Eye scores monthly.
• Lead market intelligence efforts through retail outlet audits, competitive mapping and trend analysis.
• Drive business analysis and MIS reporting to improve market share and strategic decisions.
• Maintain regulatory compliance and ensure adherence to credit policy while sustaining healthy cash flow.
• Lead and motivate the sales team to achieve targets and develop higher responsibility among team members.

Job description

KEY RESPONSIBILITIESBusiness GrowthAchieve sales volume and revenue targets as decided for the cluster while managing a healthy brand mix, and effective usage of A&DDevelop a strategy to Beat the market. Identify opportunities and use levers like A&D and credit policy to increase Market Share, and deliver on targetReview the trade schemes, and monitor effectiveness and modify basis performanceLiaise with and manage Syndicates, retail and wholesale groups and be the first point of escalationsSales Planning & Inventory ManagementImplement and manage sales planning and stock forecasting strategies with high levels of accuracy and consistency at a cluster levelLiaise with demand planning and supply chain to understand and address any supply constraints/ issuesChannel and Distributor ManagementEstablish distributor/ wholesaler KPIs for driving effective distribution of PRI portfolioEnsuring ROI calculation and reporting for distributorEnsure timely collection of receivables from distributor, and inventory managementEnsuring productivity of the manpower on distributor payrollMonitor and track Secondary scheme processingStrengthen relationships with channel partners (retail and wholesale), especially syndicates, and responsible for channel escalation handlingRetail EngagementEnsure periodic coverage of key customer groups and syndicatesCreate the CSM engagement initiative for the clusterCreate and own the retail engagement planEnsure Channel Play/Hawk eye scores and execution is delivered as per the norm on monthly basisMarket Intelligence & Performance MonitoringRegularly conduct retail outlet audits to study market share movements and track market shareLead general administration and MIS tracking, tier wise and account wise consolidation for weekly and monthly sales reports; lead business analysis and integrate that analysis into business strategies to get business and better market shareGain market intelligence and visibility through competitive mapping and analyzing market trends across the state; regularly induce customer feedback to recreate and re-strategize the promotional and selling strategiesBrand Building & Demand GenerationReview efficiency and efficacy of expenditure undertaken for promotion and capturing market shareFinancial DisciplineEnsure healthy cash flow for the organization, and adherence to the credit policy as decided. DSO to be within limitsLiaise with Finance team on formulation of credit policy for the respective marketRegulatory & ComplianceCoordinate with Excise authorities to ensure timely permit approvals, EVC generation, and statutory complianceSupport in brand registrations, excise liasioningTeam LeadershipSet the direction and an innovative consumer facing culture in the team by managing individual and team performance expectations and goalsLead the sales team keeping high levels of motivation & feedback with a view to build a motivated teamMobilising resources for availability for the teamWork with individuals in order to develop them for increased responsibilityINTERACTIONSINTERNALLY:Sales Team of the RegionCommercial FinanceCommercial Marketing and Activation TeamsRegion HeadZonal Demand PlannerZonal Sales and Development ManagerSupply Planning TeamWith Manufacturing for holograms and label registrationEXTERNALLY:CustomersDistributor/ Channel PartnersExcise OfficialsConsumersJob Posting End Date:2026-11-27Target Hire Date:2026-05-15Target End Date: