Brown-Forman National Account Executive - On-Trade Wholesale in Glasgow, United Kingdom
This exciting role is first and foremost a sales role, integral to the on-trade sales function of Brown Forman (B-F), driving performance in one of B-F UK’s major on-trade wholesale partners. The key responsibility is to deliver SNS and profitability for Brown Forman as well as to establish and maintain a strong relationship with the customer and to achieve the objectives assigned to the channel and specifically your assigned account(s). Working with the NAM, you will help define sales, distribution, inventory/ stock, promotional goals and commercial strategies for your account; including analysis of sales, distribution and promotion performance, implementation and evaluation of trade activities. You will have a proven track record in working with RTM in the UK. You will also work to establish effective and trusted business partnerships across all relevant business functions including category, supply chain, marketing and finance and provide clarity to the Sales and UK leadership team on business performance and future outlook of B-F’s relationship with major RTM partners.
This role can be based in Northern UK or Scotland.
What You Can Expect
Build Strong Relationships
Build strategic partnerships with customer(s) - (establish a top to bottom network)
Develop a strong relationship with customers and understand what drives their decision making process. Motivate them to purchase, promote and ensure visibility for our brands.
Take time to learn about the business and spend time in trade, providing insight that the customer will value
Build strong internal relationships across Brown-Forman. Working with the brand teams, category insights, finance, customer marketing, commercial operations and supply chain teams among others to effectively deliver growth and business development on your account(s)
Continuously detect & develop customer's & B-F's business opportunities - identify risks, problems, root causes and ideate solutions
Meet/exceed annual volume, value & profit objectives of all brands across your account(s)
Work closely with the NAM, the National RTM Manager, the Head of Channel, peers and other internal stakeholders on the development of business and portfolio strategies, yearly budgets and quarterly projections, trade terms, price structures, profit margins, etc;
Maximize new business development opportunities;
Recommend actions to adapt to changes on a proactive basis.
Commercial & Strategic Planning
Work with the NAM to develop annual plans including volume, promotional activity, visibility, logistics and financial information along with KPIs for measuring results;
Negotiate and close annual and seasonal commercial agreements with account;
Manage budgets & profitability and deliver growth performance with rigorous commercial management.
Business Analytics and Insights
Provide in-depth ongoing analysis of market trends, competitor activity and identification of company/brand’s strengths and weaknesses;
Manages the company’s sales planning, controlling of discounts spending and sales results, reporting and budgeting requirements and processes;
Evaluate results and improve ROI.
Understand customers’ commercial trading terms & agreements;
Customer Admin set up & ongoing management (all admin relating to NPD, Legal, pricing & promotions, finance, customer service, etc.);
Manage billing, A/P and invoicing issues and use internal resources to solve and communicate them;
Communicate logistical terms & conditions (including min. order) from 3PL;
Accurate planning & forecasting, effective stock management
Inventory analysis - act in a timely manner to avoid shortages/ stock outs and excess inventory;
Check, download and manage information from your customers and generate reports that will allow timely decision-making;
Clear communication of progress of business performance initiatives;
Use and adhere to sales processes and tools.
Culture and Values
As a trusted and experienced member of the RTM team you will help with developing the talent and culture within the entire team;
Embrace B-F values through a diverse and inclusive culture where different perspectives are encouraged, and individuals feel connected and valued.
What You Bring to The Table
Proven ability to build and establish an effective network and relationships in the on-trade wholesale sector;
Significant, progressive Sales experience, ability to quickly identify customer and channel needs as well as the ability to unlock insights from data and use them to drive growth with our trade partners;
Depth of experience in customer negotiations at a national and regional level;
Strong Business Acumen, P&L experience;
Bachelor’s Degree or equivalent experience;
Fluent English, both spoken and written;
Great analytical skills, commercially savvy and solution focused to solving problems;
Excellent presentation skills and translating sales information in a clear, concise and visually appealing way;
Self-starter with proven ability to identify issues and projects, plan and prioritize with demonstrated ability to organize and manage multiple projects to completion by specific deadlines;
Strong business acumen and judgment along with strategic capabilities;
Superior communication skills (influencing, listening, presentations, written);
Ability to build strong relationships at all levels with strong stakeholder awareness;
Collaborative team player, with conflict management skills;
Adaptable, flexible and resilient;
IT literate - MS Office applications & Google applications;
Full UK Driving License.
What Makes You Unique
Prior Experience in wine and spirits or luxury FMCG industries
Familiar working in a multinational matrix organized company
Who We Are
Imagine working for a company that welcomes you in, inspires you to bring your best self to every opportunity, and encourages you to grow and develop your career in a resilient and fun industry. Brown-Forman offers our employees this kind of career and environment and has for more than 150 years. Together, we proudly live and work by our values, striving each day to be better and do better as people, as a company, and as members of the communities we call home. Come have a seat at our table!
Many Spirits, One Brown‑Forman - We believe that an inclusive culture, one that values the diversity and unique perspective of each individual, allows us each to bring our best self to work and leads to greater teamwork, creativity, and trust.
Cultivating a Caring Culture - We know that our strong culture is one of the many reasons people love working at Brown‑Forman.
Enriching Life. Enriching Careers - At Brown‑Forman, we craft products known for bringing people together. Our employees have made us what we are today and are the reason for our success. Do not just take our word for it. Brown‑Forman is consistently recognized as a Great Place to Work® in countries around the world.
What We Offer:
Total Rewards at Brown-Forman is designed to engage our people to ensure sustainable and profitable growth for generations to come. As a premium spirits company, we offer equitable pay structures for individual and company performance alongside a premium employee experience. We offer a range of premium benefits that reflect our company values and meet the needs of our diverse workforce.
Business Area: Europe Division
City: Greater Manchester
Req ID: JR-00005558