State Manager, GEM

Location: US, Remote

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 Illinois, is $128,160.00 to $160,200.00. The range will vary if 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.

Job Summary: 

At Pernod Ricard USA, we’ve reshaped our organization to focus on consumer-centric experiences of conviviality. The State Manager GEM will help develop, implement, and manage performance for an alternative Route to Market (RTM) strategy targeting under-prioritized spirits brands.

Reporting to the Area Vice President GEM, this role supports the growth of The Gem Portfolio—currently generating $120M in NNS, with a goal of reaching $250M by FY27. Once fully operational, the portfolio will work with about 10 distribution partners across open, control, and franchise states, navigating significant complexity.

Success requires cross-functional collaboration, distributor engagement at senior levels, and strong relationship-building. The ideal candidate will demonstrate strategic influence, negotiation skills, and the presence to lead effectively across diverse stakeholders.

Who will love this job 

This role is ideal for a strategic thinker with a passion for brand building and market expansion. You thrive in complex environments, enjoy forging strong relationships, and have a knack for navigating distributor networks. If you're entrepreneurial, results-driven, and excited by the challenge of revitalizing under-prioritized brands, you’ll find this role both rewarding and inspiring.

What you’ll do 

Distributor Leadership & Execution

• Act as the primary contact for distributor partners at the state/region level.

• Lead monthly and quarterly business reviews to drive accountability and performance.

• Monitor execution of programs, promotional activities, pricing compliance, and distribution targets.

• Champion GEM brands with distributor frontline teams to ensure visibility and engagement.

Sales Strategy & Performance

• Own depletion, distribution, and shelf execution goals across the assigned territory.

• Analyze performance metrics and market conditions to identify opportunities and adjust strategies.

• Ensure brand prioritization and program compliance in both on- and off-premise channels.

Retail Engagement & Market Development

• Build strong relationships with key accounts and influential retailers.

• Partner with distributor account managers to drive programming and promotional execution.

• Conduct regular market rides and account visits to assess retail execution and uncover growth opportunities.

Cross-Functional Collaboration & Reporting

• Provide timely updates and insights to the Commercial AVP and internal stakeholders.

• Collaborate with Commercial, Marketing, and Finance teams to align strategies and share learnings.

• Use CRM tools and dashboards to track execution, log market visits, and manage priorities.

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 

• Minimum 5 years of experience in the spirits or alcohol industry, with a deep understanding of distribution networks and RTM strategies.

• Proven success in market expansion and revenue growth.

• Strong commercial acumen and ability to translate data into actionable strategies.

• Exceptional communication and negotiation skills with experience managing distributor and retailer relationships.

• Proficiency in using dashboards and CRM tools to monitor performance and drive operational excellence.

• Willingness to travel up to 50%-60%.

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. 

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 [email protected].

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