The leader in the imported premium vodka and a significant player in Standard+ whiskey segment in Russia Brown-Forman is looking for a National Distributors Manager Russia.
What You Can Expect
Sustainable, Effective, and efficient Route-to-market
Defines and implements an RTM strategy for the assigned channel based on the holistic analysis of external and internal factors to bring BFR products to the consumer in the most optimal, effective and cost-efficient way;
Owns, develops, and implements the channel’s commercial policy that would support the RTM strategy, delivering on operational objectives as well as driving a constant distributors capabilities development;
Ensures seamless transition in case of a distributor change-over, plans in advance, and controls the execution to avoid/minimize sales losses;
Owns the customer engagement plan using a variety of tools including on-site events and online interactions. Keeps personal contacts with the top management of the largest distributors to ensure the speed of reaction to market opportunities.
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;
Effectively manages Indirect LKAs, prioritizes LKAs with the highest growth potential and allocates resources accordingly, aligns customer plans with respective distributors and tracks progress, ensures that consistent approach is used in KA management, incl. pay-for-performance approach;
Ensures regular business reviews are done with distributors as per agreed frequency and scope, holds distributors accountable for the action plan implementation;
Performs regular distributor assessment to identify capability gaps and risks and proposes for a distributor change in case of persisting critical risks;
In coordination with SOD and Trade Marketing develops and executes Sales incentive programs aimed at achieving specific sales and brands-in-channel objectives;
Sales forecasting, planning, and budgeting
Contributes to sales forecasting, planning, and budgeting processes as part of the larger cross-functional planning processes - S&BP, using the designated tools and systems;
Owns distributors’ and sales teams targets, drives for continuous performance improvement, and constantly raises the bar;
Plans and efficiently uses service cost and trade support budgets for the channel, constantly monitors the actual spend vs target and proposes optimization 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, analyzes the driving factors behind forecast errors and takes measures to improve KPI in cooperation with SOD and demand planning teams.
Developing the team
Provides strong leadership and direction to 6 direct reports - Regional Sales Managers;
Keeps consistent focus on improving effectiveness and efficiency of Distribution team;
Leads a diverse and inclusive culture and identifies the organizational capability gaps in the NDM team and addresses them through appropriate learning and development;
Supports team development by providing opportunities and coaching.
Engages and motivates the team.
What You Bring To The Table
Bachelor’s Degree in Business or related area
Excellent leadership skills and demonstrated people management experience
Prior Experience in wine, spirits, or other FMCG industries
Advanced English and Russian, both spoken and written
Ability to build strong stakeholders relationships at all levels
Strong work ethic with the ability to invest the hours to accomplish the objectives and regular travels (min. 40%)
Self-starter with a constant search for improvement and drive of business results.
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