Brown-Forman is seeking a Head of Sales.
What You Will Do in This Role:
1. Sales Leadership
Provide input and leadership to influence the company’s strategic direction, business and portfolio strategies, and special projects as necessary.
Lead the commercial strategy & agenda for the company to deliver B-F Russia’s short & long-term revenue growth targets.
Build our commercial capabilities and processes to become ever more competitive in the market.
Provide transparency on commercial plans, investments, and results.
Share commercial insights with cross-functional stakeholders to improve our understanding.
2. Team Management & Development
Provide strong leadership and direction to 4 direct reports and a team of approximately 50 internal and external people in various sales functions.
Act as a role model of B-F values and culture.
Strengthen a fact-based, data-driven culture to sales planning and decision making.
Design the Sales team structure, with a consistent focus on improving effectiveness and efficiency of sales staff.
Establish & communicate a clear sense of direction and priorities for the sales team.
Promote a diverse and inclusive culture where different perspectives are encouraged and individuals feel connected and valued.
Develop and coach people, with ongoing constructive feedback, to raise the level of our talent.
Ensure effective & efficient processes within the sales team and for collaborating with cross-functional partners.
3. Business Development
Meet/exceed annual volume, revenue & market share objectives overall and by brand & channel.
Work closely with the General Manager and heads of Marketing and Sales on the development of business & portfolio strategies, yearly budgets and quarterly projections, trade terms, price structures, and profit margins.
Maintain a close and productive relationship with key distribution and customer partners.
Oversee planning, allocation and management of commercial investments.
Ensure the quality and clarity of annual channel & customer plans and preparations for key customer negotiations. Provide oversight for annual customer negotiations to ensure positive outcomes.
Assume overall responsibility for selling process, distribution level, pricing, and execution at the point of sale.
Identify and maximize new business development opportunities.
Identify commercial issues and opportunities; proactively recommend actions to achieve growth and gain share.
4. Business Analytics and Insights
Ensure effective and efficient processes for sales forecasting, planning, analysis and reporting.
Keep the company informed of competitive activities and changing business or market conditions.
Develop robust, reliable metrics for evaluating execution at the point of sale and promotional effectiveness.
Improve the quality of commercial strategies and operational plans via in-depth, ongoing analysis of channel, customer and competitive trends and the effectiveness of sales initiatives.
Manage the company’s sales forecasting & planning, discount budgeting and spending, and sales reporting.
Provides GM and Leadership Team peers with regular business status reports on a monthly basis, with detailed brand/channel reports on quarterly basis and with other reports as necessary.
What You Bring To The Table:
Bachelor’s Degree or equivalent experience with 10+ years sales experience with FMCG branded products.
Significant, progressive Sales experience covering a range of sales channels & functions.
Ability to unlock insights from data and use them to drive growth with our partners.
Depth of experience in key customer negotiations.
Extensive understanding of top class sales operations and analytics.
Excellent leadership skills and demonstrated people management and talent development experience.
Sound knowledge of Russian retail environment.
Fluent English, both spoken and written.
IT literate — MS Office & Google applications.
What the company offers:
Premium and equitable pay & bonus for individual and company performance.
A range of premium benefits that reflect the company values and meet the needs of the diverse workforce.
