Assumes leadership role in understanding, developing and implementing key customer initiatives
Creates customer focused win-win initiatives that enhance B-F and customer profitability
Establish positive customer rapport at all levels, in all assigned accounts, and throughout the distributor sales teams
Conducts business performance reviews in accordance with achieving customer plans
Manages the execution of National/Regional programming through distributor account teams
Gathers competitive intel & trends to share with B-F teams
Manages buy-the-barrel programs and acts as the liaison between distributors & customers to promote the program, facilitate orders and execute merchandising & promotion of barrel sales
Ensures B-F merchandising standards are met in designated account list (display, shelf sets, cold box placement etc) and POS is properly leveraged
Manage market visits from brand team, brand ambassadors and VIP visitors
Lead our trade show presence including registration, brand selection, set up plans and our overall involvement to properly engage with trade attendees. Work with Training Manager to coordinate physical set up/merchandising by the Swarm team.
Responsible for managing new store openings & eCommerce business opportunities
Works in accordance with all NJ state laws as well as B-F internal code of conduct
Works to encompass the development of off-premise brand building plans that are successfully executed in collaboration with all distributor houses along with an ROI analysis on each program after completion
Develops appropriate sell sheets, sales tools, GSM decks and brand information sheets and/or POS to support distributor sales efforts and communicate priority programs & objectives
Lead distributor GSM meetings, planning meetings and review meetings to ensure distributor teams are aligned, informed and accountable
Work-withs in the field with distributor managers & sales reps to collaboratively sell-in new distribution, programs, displays, retail visibility etc
Maintain a regular dialogue with distributor Brand Managers and Sales Managers to ensure accountability and continued focus against off-premise specific priorities and goals
Planning & Collaboration
Champions the off-premise effort to win at the point of purchase. Collaborates with market teams to ensure superior distributor execution of brand initiatives.
Communicates pricing expectations to customer and contributes feedback to the overall B-F pricing plans to maximize brand performance and competitive positioning
Collaborates with the Training Manager to planning & execute off-premise surveys
Collaborates with the Training Manager to develop monthly objectives, incentives and priorities for the Swarm Team in the off-premise channel
Provides coaching & mentoring of the Swarm team through participation in meetings, occasional work-withs and involvement in account planning & distributor management
Works directly with TPM & FMMs to develop and execute channel specific plans to include utilization of the MRM planning tool, budget trackers, sharing of best practices and POS management
Manage off-premise POS ordering & usage
Uses analytics tools (including but not limited to market recap, account snapshots & distributor diver systems) to identify opportunities
Collaborate with on-premise counterpart to ensure that programming is aligned and 360 in nature to maximize market impact
Management of NRS surveys to include account selection and preparation (in conjunction with the Training Manager)
Work with distributor Craft Specialists & ePremise teams to develop relevant off-premise programs and provide training/knowledge on our brand plans and platforms
Adherence to all timelines & deadlines as set forth by management
Budget responsibilities (TMF & SG&A)
Must have Requirements:
Bachelor’s degree plus 2 years industry experience and/or 4 years sales experience in a consumer products industry.
Demonstrated ability to build and maintain effective working relationships with distributors, accounts and all internal stakeholders.
Demonstrated strong coaching and sales training skills
Demonstrated knowledge of off-premise business and three-tier distribution system
Team player: Able to put the needs of the overall Brown-Forman business above the specific needs of the territory or team. Seeks out opportunities to collaborate with leaders in other channels and territories. Keeps relevant parties informed of activity and seeks similar behavior from the area team.
Literate with spreadsheet programs (such as Excel & Google), word processing programs (such as Word), presentation programs (such as PowerPoint) and communication programs (such as G-Mail).
Able to work non-traditional hours, including nights and weekends.