Brown-Forman Distributor Sales Manager Moscow in Moscow, Russia
Who is Brown-Forman?
Brown-Forman Russia is part of the international company Brown – Forman Corporation.
We are the leader in the imported premium vodka and a significant player in Standard+ whiskey segment in Russia. We offer such brands as: JACK DANIEL’S, FINLANDIA VODKA, WOODFORD RESERVE as well as a portfolio of Single Malts and premium tequilas.
We are committed to and expand our footprint in premium Whisky and Vodka categories in Russia, through a solid commercial strategy, portfolio development and building a diverse and inclusive culture that inspires and develops people, celebrating teamwork and rewarding agility.
B-F Russia's vision is to outpace competition and bring emerging markets development to new heights by boosting Premium+ whiskey & vodka growth, powering-up our commercial capabilities and developing our crew.
Meaningful Work From Day One
This role is a sales management role whose core responsibility is to ensure that a sustainable, effective and efficient distributor pool is in place in the area of responsibility that will ensure delivering on the annual and short-term (quarterly, monthly) sales and execution targets in all assigned sub-channels and trade formats. You will be responsible for a regular tracking of distributors performance and propose both long- and short-term actions to address any issues and opportunities that may emerge, including doing a regular risk assessment and making recommendations on potential changes in the distributor pool.
Critical to this role will be the ability to build and manage relationships across the whole sales function and cross-functionally being the driving force behind achieving sales and brands’ objectives in indirect LKA’s and the on-trade channels. Besides the channel management, a close cooperation with the Sales Operations and Development team is required to effectively contribute to the planning/forecasting process and with Regional Trade Marketing to execute national and regional promo activities addressing growth opportunities at the local level and ensuring an efficient promo budget spend.
What You Can Expect
Sustainable. effective and efficient distributor pool:
In accordance with the RTM strategy and commercial policies defines the optimal distributor set-up in the region and leads its implementation.
Ensures that the relevant commercial policies are observed, performs regular reviews and recommends corrective actions when applicable.
Identifies risks related to distributors’ financial performance/health, strategic alignment, i.e. focus on our portfolio and operational excellence and proposes mitigation plan to their manager.
Provides required input into regular distributors assessment to identify capability gaps and business risks, ensures action plan is realized and progress is achieved effectively addressing the identified risks/issues incl financial and legal risks, proposes for a distributor change in case of persisting critical risks.
Ensures seamless transition in case of a distributor change-over, plans in advance and leads the execution with participation of cross-functional team to avoid/minimize sales losses;
Owns the customer engagement plan using a variety of tools including on-site events and on-line interactions, such as joint market visits. Keeps personal contacts with the owners and top management of the largest distributors to ensure adequate share of mind and speed of reaction to market opportunities and issues resolution.
Operational excellence and delivering on sales targets:
Delivers on sales targets according to the agreed list of volume/value and execution KPI’s, analyses deviations from targets and proposes corrective actions.
In accordance with commercial policies effectively manages Indirect LKA’s to capture business opportunities at the local level, prioritizes LKA’s with the highest growth potential and allocates resources accordingly, ensures that consistent approach is used in KA management, incl. pay-for-performance in line with the guidelines developed by the Modern Trade team.
Performs regular business reviews with distributors as per agreed frequency, scope and format, reviews the effectiveness and efficiency of budget spend and makes sure actions are aligned on to address any performance issues, holds distributors accountable for the action plan implementation.
Contributes to the development and leads the execution of Sales incentive programmes aimed at achieving specific sales/brands-in-channel objectives beyond the regular incentive scheme.
Sales forecasting, planning and budgeting:
Contributes to sales forecasting, planning, and budgeting processes as part of the larger cross-functional planning processes - S&BP and Integrated Commercial Planning, using the designated tools and systems.
Owns the regional budget that enables achieving business targets in all assigned sales channels in the region, makes sure that various budget sources including those managed by the on-trade team support the targets achievement.
Owns distributors’ and team’s targets as per agreed KPI model, drives for continuous performance improvement and constantly raises the bar;
Is responsible for an optimal planning and an efficient use of trade support budgets for the region, constantly monitors the actual spend vs target and proposes for optimisation in case of overspend, controls the trade spend efficiency and seeks ways for improvement in close cooperation with Trade Marketing and Commercial Finance teams;
Monitors sales forecast accuracy in the assigned channel, in cooperation with SOD and demand planning teams analyses the driving factors behind forecast errors and takes measures to improve this KPI.
Developing the team:
Provides strong leadership and direction to 1 direct and 1 indirect reports - Regional KAM and Regional TM specialist.
Acts as a role model of B-F values and culture;
Keeps consistent focus on improving effectiveness and efficiency of the team;
Leads a diverse and inclusive culture where different perspectives are encouraged and individuals feel connected and valued;
In collaboration with the HR department, identifies the organizational capability gaps in the team and addresses them through appropriate learning and development programs;
Supports team development by providing opportunities and coaching to the team with on-going appreciative & constructive feedback;
Engages the team in the company's visions and directions and motivates the team to make an active contribution.
What You Bring to the Table
Education: College/University (Bachelors or Equivalent); Bachelor’s Degree in Business or related area
Experiencе in FMCG branded products experience in Sales management positions
Experience in people management and strong leadership skills
Strong Business Acumen
English - intermediate as minimum, Fluent in Russian
Strong business acumen and judgment along with strategic capabilities
Ability to build strong stakeholders relationships at all levels, both internally and externally, and build sustainable partnerships
Ability to present sales information in a clear, concise and structured wayPersonal honesty and integrity. Strong work ethic with the ability to invest the hours needed to accomplish the objectives, including regular travels (approx. 40% of the time)
Nothing Better in the Market
Total Rewards at Brown-Forman is designed to engage our people to ensure our sustainable and profitable growth for generations to come. As a premium spirits company, we offer premium and equitable pay & bonus for individual and company performance. We offer a range of premium benefits that reflect our company values and meet the needs of our diverse workforce.
In Brown-Forman Russia we offer the competitive benefits package including, but not limited to flexible-working options, life insurance, medical insurance for you and your direct family, along with vibrant career opportunities and set of perks.
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: Emerging International Division
Req ID: JR-00003234