Brown-Forman Customer Account Manager - On Premise in Irvine, California
Position Title: Customer Account Manager, On Premise
Business Area: USA & Canada Sales
Reports To: Division Retail Manager, On Premise
Partners with: National Account Managers, Customer Marketing, Category Management, Brand, Local Field Sales teams
Grade: Field Sales 04
Location: California (Irvine, CA Preferred) or Phoenix, AZ
Customer Management & Key Account Development, Distributor National Accounts Management
Responsible for developing and maintaining a true strategic partnership with assigned BF key customers
Assumes leadership role in understanding, developing and implementing key customer initiatives
Creates customer focused win-win initiatives that enhance BF and customer profitability
Leads/facilitates distributor and customer meetings at all levels within distributor and customer organization to brainstorm and gain agreement on joint initiatives
Lead/facilitate/manage distributor performance reviews
Develops customer plans and presentations; assumes ownership of attaining all relevant goals
Leads or leverages Brand Ambassadors within accounts for brand education, training and mixology
Building Productive Relationships & Partnerships
Collaborates with Distributor National Accounts/On Premise Leadership, Division, Channel and State stakeholders to leverage growth opportunities and brand platforms to drive business with customers
Communicates fiscal year plans with customer to Division, Channel and State stakeholders and works to align BF priorities with customers
Build relationship/partnership with local Franchise/Operations team to help drive BF localized programming
Manages the execution of National/Regional programs through distributor national accounts/on premise management and account teams.
Manages communication link with key distributor On-Premise personnel regarding account programming, account compliance gaps, marketing strategy, and pertinent pricing issues.
Provide monthly account update and depletion recap report – provide commentary for plus/minus depletion variance (versus prior year) including buying patterns, and competitive intelligence.
Planning & Analysis
Reviews data relevant to account/market/channel with trade marketing manager and channel analyst to convert insights into actions for key customer presentations
Manages and leverages account budgets
Directs analyst regarding establishing programming metrics, completing post-program analysis, and providing support documents for customer meetings
Conducts distributor and customer performance reviews in accordance with distributor and customer planning
Provides annual customer overview for DRM, TM and FMM’s
Communicates pricing expectations to customer and brands utilizing BF National Pricing and state distributor pricing models
Manages execution of compliance, mandatory/optionals, for B-F national/regional customer programs
Bachelor’s degree plus 5-7 years of sales/industry experience; or 11+ years relevant experience.
Demonstrated ability to build relationships and maintain effective working relationships with top level account decision makers, distributors and all internal stakeholders.
Ability to analyze and translate insights data.
Demonstrated coaching and teambuilding skills.
Demonstrated ability to think strategically.
Demonstrated knowledge of Word, Power Point, Excel
Ability to work independently and collaboratively with little supervision – self-motivated.
Excellent oral, analytical and written communication skills.
Strong organizational and planning skills.
Ability and willingness to maintain flexible work schedules, as weekend and extended workdays are necessary.
Valid driver’s license.
Spirits/ Bev Alc industry experience.
Demonstrated knowledge of on-premise environment and three-tier distribution system.
High level of spirit/wine industry and product knowledge.
Brown-Forman Corporation is committed to equality of opportunity in all aspects of employment. It is the policy of Brown-Forman Corporation to provide full and equal employment opportunities to all employees and potential employees without regard to race, color, religion, national or ethnic origin, veteran status, age, gender, gender identity or expression, sexual orientation, genetic information, physical or mental disability or any other legally protected status.
Business Area: USA & Canada
Req ID: JR-00000064