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Brown-Forman Regional Key Account On-Trade - Paris in Paris, France

Meaningful Work From Day One

Reporting to the Regional Sales Manager, you will be responsible for implementing our sales policy with customers in your region, developing the distribution and visibility of our Brown-Forman brands, and achieving the sales plan objectives within the allocated budgets. As the primary support to the Regional Sales Manager, you will actively participate in the development of team skills and the training of new employees in the region. You will be responsible for regional key accounts under the functional direction of your Regional Sales Manager and the operational management of the Key Account On-Trade.

What You Will Do in This Role

As an Area Manager: 55%

  • Achieve sales, distribution, promotion, distribution and visibility objectives in the assigned On-Trade universe (cash & carry, wholesalers, clubs and night bars) according to the set KPIs

  • Be responsible for local negotiations with buyers

  • Implement and evaluate promotional activities (regional or national)

  • Implement merchandising strategy with establishments and cash & carry

  • Visit customers on a regular and systematic basis according to an established schedule and customer coverage system

  • Build excellent day-to-day relationships with customers at all levels of the business environment as well as with wholesale customers, in close collaboration with the Regional Manager

  • Ensure optimal stock levels at all supported customers

  • Collect and update information on competitors' activities

  • Organize brand and drink strategy training for business partners

  • Carry out the daily reports on the CRM software (customer relationship management)

  • Organize work time according to business needs, including evening work, respecting rest periods.

  • Responsible for volume and margin targets on certain regional key accounts under the functional direction of the Regional Director and operational direction of the national key account teams. This responsibility involves all of the missions devolved to the clients and implies a permanent exchange with the Regional Director and the National Key Accounts.

As a regional key account: 45%


  • Recruitment & Training of New Entrants

  • Participation in the recruitment process of regional employees

  • Integration process in partnership with the Regional Director

  • Field coaching

  • Training on BFF tools (Salesforce, Workday, KPI's, Google Drive, Concur, etc.)

Continuous training of the Sales Rep. Team

  • Setting up a thematic tour calendar with the Director of Sales (Focus on major topics such as Visit Preparation, Argumentation, Salesforce queries, etc.)

  • Objective 1 tour = 1 focus

  • Regular accompaniment of the CDS in addition to the DR tours

  • Systematic tour report with improvement points and action plans

  • Ensure the proper implementation of BFF sales techniques and sales policy

Regional KPI's analysis

  • Use of business data (Volume KPI's, Salesforce, Nielsen) to analyze the regional market and recommend action plans in collaboration with the RD

  • Optimize regional data to adapt requests vs. marketing during weekly meetings: optimize Trade means to reach objectives

  • Steering of the objectives linked to the regional bonus with the RD

  • Steering via SF & Google Drive of the objectives of the region

  • Implementation of action plans to support the CoS in achieving the objectives

  • Assistant to the RD in the implementation of the commercial strategy

  • Daily support of the RD in the development of the region

  • Participation in work groups


  • Implementation of the national commercial policy on the defined sector

  • Development of the DN & the presence of the brands on the sector

  • Regular coverage of the customer portfolio (DCHD wholesalers, Cash & Carry, Tripartite customers)

  • Ensure a daily reporting of the activity

  • Local negotiations with buyers

Manage regional accounts:

  • Set up additional regional agreements to develop regional business

  • Management of Regional Accounts (BU France Boissons, Multi-warehouse wholesaler)

  • Support to other CoS on similar regional issues (multi-brand, Strategic DCHD, ...)

  • Elaboration of Regional Action Plans (Regional promotions, Incentives, DN Development Plan)

  • Regional synthesis of actions by plant

  • Exchange of best practices

Regional Sales Development

  • Identification of regional potential (regional brands, sources of additional volume)

  • Negotiation of regional 3rd market agreements (in agreement with DR & DE)

  • Monitoring and synthesis of the actions implemented

  • Respect of budgetary and marketing means in the implementation of these actions

We Are Looking For People Who

Education: College/University (Bachelors or Equivalent); Bachelor

Certifications: Sales & Marketing

Experience: At least 3 years’ experience in On-Trade Channel

What Makes You Unique

Accompaniment / coaching

Fluent English would be a plus (essential in Paris)

Knowledge of the Spirits or Soft market

Sense of contact and results are essential skills


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: Europe Division

City: Paris


Country: FRA

Req ID: JR-00005423