В одну из крупнейших компаний-производителей спиртных напитков Brown-Forman требуется Business Development Manager On-Trade.
Brown-Forman Russia is part of the international company Brown – Forman Corporation.
Company is the leader in the imported premium vodka and a significant player in Standard+ whiskey segment in Russia. Offers such brands as: JACK DANIEL’S, FINLANDIA VODKA, WOODFORD RESERVE as well as a portfolio of Single Malts and premium tequilas.
The main purpose of the role within Commercial department BF Russia is championing BF portfolio sales in on-trade channel and leading on-trade team, as well as executing channel strategy, meeting sales targets and driving brand penetration through trial and immersion in brand experience. The holder of the role will ensure the integration of BF portfolio and channel priorities into customer annual plans and deliver on business KPIs, such as sales volume, profitability, and physical availability KPI’s, using all available data on customer’s strategy and priorities as well as market insights.
What You Can Expect:
Customer Management & Negotiations:
- Manages and develops customer pool, including segmentation and regional prioritization
- Leads and coordinates the preparation to, including organizing necessary X-functional internal collaboration, the annual negotiation cycle with Key-customers; achieves ´win-win´ agreements that would include the annual and quarterly integrated commercial activity plan
- Assumes leadership role in understanding, developing, and implementing key on-trade customer initiatives and new partnerships
- Secures brand focus by customer type/segment as per brand/format prioritisation matrix acting within the approved commercial terms and available budget
- Makes contacting choices and sets negotiation KPIs to ensure best possible deals with maximum benefit to BF portfolio and within budget limits
Execution:
- Achieves sales volume/value targets, profitability, and distribution objectives in the channel and by brand within the area of responsibility
- Participates in creating execution (PiCoS) and reporting standards in collaboration with the Сhannel Manager and channel Trade Marketing, both for BF and distributor, controls compliance to brand guidelines across territories and outlets within the area of responsibility
- Co-owns with TM the development of trade programs including National/Regional promo programs through BF teams and distributors, manages the execution by ensuring numeric and qualitative KPIs
- Coordinates brand lighthouse projects together with Marketing team, controls quality of brand presence and efficiency of tailored programs, leads interaction with the customers, proactively resolves any arising issues and proposes solutions to achieve win-win cooperation being a guardian of company’s interests
- Manages planning, approval by stakeholders and proper execution of funded brand activities i.e. events, pop-up projects, seasonal terraces etc
- Shares best practices from local activation and communicates competitive intelligence
- Ensures that any agreement negotiated and reached would not put the organization at risk legally and/or financially
Budgeting & Planning:
- Is responsible for creating and managing the annual budget, ensures investment thresholds by customers are met as per annual plan
- Reviews plans and budgets monthly, anticipates budgetary needs, and proactively reports to line manager (NOTM) to align on adjustment of budgets/programs to business priorities
- Provides inputs for ROI analysis related to all Customer`s initiatives and communicates efficiencies, results, and impact to the Company's business (cash flow, share vs. profit etc), participates in decisions and implementation
- Analyzes promotional activities against both financial and strategic criteria and explores opportunities to optimize the overall investment
People Management & Team Development:
- Acts as a strong leader for on-trade team: 5-6 direct and indirect reports
- Acts as a role model of B-F values and culture, creates diverse and inclusive environment
- Sets KPIs and outlines responsibility scopes for team members, evaluates performance by quantitative and qualitative results
- Handles team professional growth, sets up tools and processes that will invite continuous performance improvement
- In collaboration with the HR department, identifies organizational capability gaps in and addresses them through appropriate learning and development programs
- Provides for constructive cross-functional collaboration, ensures smooth interaction with other departments, partners, distributors
- Recruits, on-boards and coaches new team members if needed
- Makes steps to highlight team success and needs to RLT and BF international community, ensures proper communication of team performance
What You Bring to the Table:
- College/University (Bachelors or Equivalent); Bachelor’s Degree (Management/Economics/Marketing)
- Several years of experience in sales, including at least few years in a leadership role
- Expertise in Russian on-trade environment, experience in FMCG industry is a must. Customer direct cooperation and management in spirits / beverages industry background would be an advantage
- Upper intermediate English, persuasive Russian speaking, and writing
- IT literate (good knowledge in MS Office, Google workplace)
Nothing Better in the Market:
Total Rewards at Brown-Forman is designed to engage people to ensure sustainable and profitable growth for generations. As a premium spirits company, it offers premium and equitable pay, bonus scheme, and other benefits that reflect company values and meet the needs of diverse workforce.
Brown-Forman Russia offers 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.