What You Will Do in This Role

The Head of Sales - Greater China has the overall responsibility of managing our Sales team, our Distributors and our Commercial Partners across the country as well as developing strategies and specific commercial plans to drive profitable growth in line with our 2025 vision. The role is an integral part of the China leadership team and requires a visionary approach to ensure we achieve our collective goals across all components of the Greater China business.

What You Will Do for Us?

1. Strategic Guidance

● Provide guidance to the sales department by devising and implementing short, medium and long term strategies across all channels

● Give value adding insights and be a key member in defining our RTM strategies

● Develop and implement sales operation programs and analytical tools to effectively deliver growth and analysis for the cause and effect of results

● Meeting strategic and financial goals by effectively managing resources

● Communicates company’s vision and strategies and manage the performance and development of the Sales department staff

● Effective forecasting and projection of sales while understanding key businesses risks and opportunities to add value to business planning cycles

1. Business Development and Management:

● Meet and exceed annual volume, value, distribution and market share objectives of all brands across all channels

● Work closely with the General Manager, Marketing department, eCommerce department and Finance department heads on the development of business and portfolio strategies, yearly budgets and quarterly projections

● Manage pricing, trade terms, product mix and price structures to ensure we meet and exceed profitability targets

● Leads regular sales meetings and manage the entire sales organisation

● Represents the company to make B-F top share of mind for key trade, wholesale and retail customers

● Develop new business partnerships, channels, and distribution opportunities

● Assumes responsibility of daily sales issues, selling process and credit collection.

● Recommends actions to adapt to changes on a proactive basis

1. Organisational Development

● Developing the capabilities of the sales team

● Developing a sales organisational strategy that enables the company to deliver short, medium and long term results

● Leads the talent management and succession planning process for the sales organisation

● Introduce and implement tools and processes to ensure continuous performance management

1. Business Analytics and Insights

● Implement quality strategic planning via in-depth and ongoing analysis of external and internal threats and opportunities

● Assumes responsibility of drawing conclusive data from sales analysis and formulate corrective actions and recommendations if required

● Keeps the company informed of changing business, political and market conditions and be alert to key competitor activities, via effective market intelligence gathering and networking

● Provides General Manager with regular business status reports encompassing sales, channel and brand development

We are looking for someone who has

● 10 or more years in progressive sales management experience with proven track record

● Proven track record of P&L management

● Proven people’s leader at senior management level

● Proven Strategic visioning and planning experience for medium and long term plans

● Deep understanding of the spirits industry and the China market is a must

● Multi-channel experience in FMCG - Key Accounts Management a must

● Sales Operations, including planning and analytics experience a definite added advantage

What You Can Add to the Team

● Strong strategic and analytical skills a must

● Honesty and Personal Integrity a must

● Intelligent and Result-Oriented

● Work with a high level of professionalism and courtesy

● Brings an open and innovative mindset

● Highly effective communications and negotiations skills

● Native Mandarin a must, with an excellent command of the English language

● Ability to demonstrate excellence at both hands-on execution and high-level strategic altitudes

● Team player and proactive

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

City: Shanghai

State: Shanghai

Country: CHN

Req ID: JR-00005687