Customer Development Partner (Wholesale)

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Customer Development Partner (Wholesale)

mid · Sales & Business Development

JOB SUMMARY

Reporting to the Sales Manager, Wholesalers & MOFT, the Customer Development Partner is responsible for managing selected wholesale customers to drive distribution, sell-out execution, revenue growth and market share gains across the Pernod Ricard portfolio.

In addition to channel development responsibilities, the incumbent will serve as the primary commercial and operational contact for assigned wholesalers, ensuring seamless execution of business activities across sales planning, order management, rebate administration, claims reconciliation, credit note tracking and customer service support.

The incumbent is responsible for enhancing PRS brands presence on the ground, growing PRS revenues and market shares and capture new business opportunities across the whole PR portfolio and in all categories relevant for PR.

He / or she will also be responsible to further embed the digitalization of PRS route-to-market model through Easy24 (a B2B ordering platform) and drive the distribution development of PRS brands and the activation of PRS Prestige brands through Wholesalers.

The role requires a highly organized and adaptable individual who can effectively balance commercial growth initiatives with operational execution, working cross-functionally with Supply Chain, Finance, Customer Service, Marketing and external wholesale partners to ensure business continuity and customer satisfaction.

KEY ACCOUNTABILITIES

Support the Sales Manager in driving the strategic management and execution of wholesale channel plans to accelerate distribution, drive portfolio rotations, and deliver sustainable growth across the Pernod Ricard portfolio in line with company and brand objectives.

• Directly manage a portfolio of assigned wholesalers, building strong partnerships to drive commercial performance, execution excellence, and long-term business growth.
• Execute channel-specific commercial and trade marketing initiatives, ensuring alignment with brand priorities, portfolio strategy, and annual business objectives.
• Drive portfolio distribution, visibility, and premiumisation by implementing Portfolio strategies and maximizing opportunities across strategic and prestige brands.
• Identify and unlock new business opportunities through wholesalers, including corporate accounts, private clients, gifting programs, and emerging consumption channels to expand market penetration and recruit new consumers.
• Lead and coordinate wholesaler activations during key nationwide campaigns and major consumption occasions, including CNY, F1, Mid-Autumn Festival, Year-End Festive Season, and other strategic brand moments.
• Conduct regular business reviews with wholesalers to monitor sales performance, inventory health, distribution gaps, and execution effectiveness, translating insights into actionable growth plans.
• Collaborate cross-functionally with Marketing, Trade Marketing, Supply Chain, Customer Service, and Finance teams to ensure seamless execution of commercial initiatives and customer requirements.
• Drive sales excellence by ensuring timely communication, effective execution, and disciplined tracking of agreed business plans, promotions, and investment activities.

Drive Digital Route-to-Market Excellence through Easy24

Ensure wholesalers consistently adopt and comply with Pernod Ricard's digital route-to-market processes through Easy24, maximizing platform utilization, improving execution visibility, and supporting effective customer management.

• Drive wholesaler compliance with Easy24 as the primary B2B ordering platform, ensuring adherence to established route-to-market processes and operating standards.
• Partner with wholesalers to maximize platform utilization, improve ordering efficiency, and increase engagement amongst their sales teams.
• Act as the key point of contact for all Easy24-related operational matters, providing timely support, resolving queries, and facilitating issue escalation where required.
• Monitor Easy24 adoption, usage, and performance metrics across assigned wholesalers, identifying gaps and implementing corrective actions to improve compliance and effectiveness.
• Collaborate closely with wholesalers to onboard new outlets onto Easy24, supporting distribution expansion and improving customer ordering visibility.
• Ensure accurate execution and tracking of Easy24-related rebate programs, incentive schemes, and customer engagement initiatives.
• Serve as the liaison between the PRS Sales Team and SG Easy24 Team, communicating business requirements, sharing market feedback, and supporting continuous improvements to user experience and operational effectiveness.
• Maintain accurate wholesaler and outlet data within Easy24 to support reporting, performance tracking, and data-driven decision-making.

Rebates, Claims & Credit Note Management

• Manage and track wholesaler rebates, trade incentives and commercial support programs to ensure timely and accurate payout.
• Manage additional payout to Wholesalers from Easy24 such as Easy24 coupons
• Validate sales performance against agreed rebate schemes and monitor achievement of incentive conditions.
• Coordinate with Finance and relevant stakeholders on rebate accruals, claims submissions and reconciliation processes.
• Monitor issuance and closure of credit notes arising from trade activities, pricing adjustments, product returns and customer claims.
• Investigate discrepancies and resolve disputes relating to rebates, claims and credit notes in a timely manner.
• Maintain accurate records and documentation of commercial investments to ensure compliance and audit readiness.

Order Management & Operational Excellence

• Support end-to-end order management processes from order placement through fulfilment and delivery.
• Coordinate closely with Customer Service and Supply Chain teams to resolve order-related issues including stock shortages, allocation challenges, delivery delays and order amendments.
• Monitor inventory levels and stock availability to minimize supply disruptions across wholesale customers.
• Act as escalation point for urgent customer operational matters and ensure timely resolution.
• Identify process improvement opportunities to enhance order fulfilment efficiency and customer satisfaction.

Sales Administration & Business Support

• Manage and respond to day-to-day customer enquiries, requests and business issues in a timely and professional manner.
• Consolidate sales reports, customer data, promotional tracking and performance dashboards for management review.
• Support budget tracking, purchase requisitions, trade investment monitoring and administrative documentation.
• Coordinate cross-functional activities required for campaigns, product launches, events and customer activations.
• Provide ad-hoc commercial and operational support to the Sales Manager

JOB REQUIREMENTS

Education & Experience

• Minimum 3-5 years of experience in FMCG sales, key account management, customer operations or wholesale/distributor management.
• Experience managing trade investments, rebates, claims processes and commercial administration will be highly advantageous.
• Familiarity with order-to-cash processes, supply chain coordination and customer service operations is preferred.
• Experience working across multiple stakeholders and handling operational issue resolution in a fast-paced commercial environment.

Functional & Leadership Competencies

• Strong multitasking and prioritization skills with the ability to manage multiple customer requests and projects concurrently.
• High attention to detail and strong numerical accuracy in managing rebates, claims and commercial investments.
• Strong stakeholder management capabilities with the ability to influence both internal and external partners.
• Ability to balance commercial growth priorities with operational execution requirements.
• Strong problem-solving skills and ability to navigate ambiguity independently.
• Resilient, adaptable and comfortable operating in a dynamic environment with evolving business priorities.
• Energetic and outgoing personality who enjoys socializing
• A team player with excellent interpersonal and communication skills
• Driven self-starter with a positive attitude and eager to learn

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