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Paris, Île-de-France, France
Onsite
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Meaningful Work From Day One
Reporting to the Managing Director France-Belux and a key member of the Leadership Team, the National On-Trade Manager is responsible for leading the On-Trade business in the domestic market. He/she is responsible for driving and ensuring value growth and the brand building of the Brown-Forman portfolio in the On-Trade Channel. This includes commercial strategy (trade terms and negotiations, category management), Channel & key account management and On-Trade field sales force management.
He/she leads a team of 4 Area Sales Managers and a team of about 25 sales representatives based across France in charge of developing BF brands portfolio through the On Trade channel. According to the market coverage strategy, he/she will also develop and coordinate commercial actions through third party (or contractors) sales force.
He/she also leads a team of E-B2B and On-Trade Key Account managers, defines the commercial strategy of this network and establishes fluid relationships with the KAMs for successful commercial negotiations. He/she also coordinates the global commercial strategy in close collaboration with his/her Off-Trade counterpart.
What You Can Expect
On-Trade commercial strategy:
● Propose and implement the On-Trade commercial strategy.
● Coach and lead the commercial team composed of 2 Key Account Managers (On-Trade and E-commerce).
● Define the channel strategy and guidelines for the annual KAM negotiations, in charge of the Trade terms strategy.
● Develop a short- and medium-term vision of customer, channel and category strategy.
● Forecast, manage and control all On-Trade budgets.
● Contribute actively to the development of business plans by optimizing all commercial, category, financial and logistical levers.
● Ensure a good level of collaboration between the company's various departments: Marketing, Finance (management control, accounting), Logistics (Customer Service, Sales Forecasting), HR, Legal and Sales Force.
● Manage investments and improve their profitability: responsible for customer P&L and RGM.
● Ensure the signature of contracts with all customers within the timeframe imposed by law and in line with company objectives (both financial and volume).
● Participate in European working groups and collaborate with other countries.
National Field Sales responsibilities:
● Define the strategic framework for the geographical and outlet scope of the team according to the strategy of the company and priorities of the brands.
● Develop and implement a sales strategy to drive our value growth ambition and brand building priorities.
● Plan and implement local sales strategy through visibility, promotional and price policies in collaboration with RGM, marketing and trade-marketing teams.
● Drive the negotiations at regional level with central purchasing, remaining consistent with national negotiations.
● Manage the Area Sales Managers team.
● Maintain perfect collaboration with the Key Account Managers, the RGM Customer Category Manager, and the marketing and trade marketing departments.
● Plan and implement local, regional or national sales promotions.
● Assist, train and develop the commercial teams.
● Lead and analyze the results through KPIs, taking quick decisions/initiatives to reach the targets.
● Build the annual sales plan and adjust it quarterly due to the need of the business strategy.
● Organize incentives and bonuses to boost teams.
● Organize, plan and present national meetings.
What You Bring to the Table
● 10 years or more experience including field sales force/ National KAM/ Category management positions. Strong Experience in leading field sales organizations with data-driven KPIs.
● Experimented Negotiating Skills with the On-Trade accounts at National level. Solid general management experience with strong experience of supporting organizational changes. Deep knowledge of the French on-premise environment, with at least five years of significant On-Trade experience, including specialized wine stores & Cash& Carry.
● Experience in digital transformation.
● Good English speaking and writing.
● IT literate, MS Office application, Salesforce.
● Negotiation and management skills.
● Sizing up people and building effective teams.
● Strong Business acumen.
● Negotiation and sales ability / persuasiveness.
● Managerial courage.
● Planning and organizing.
● Performance mindset.
Who We Are
We believe great people build great brands. And we know there is Nothing Better in the Market than a career at Brown-Forman. Being a part of Brown-Forman means you will grow both personally and professionally. You will have the opportunity to solve problems, seize opportunities, and generate bold ideas. You will belong to a place where teamwork matters and where you are encouraged to bring your best self to work.
What We Offer
Total Rewards at Brown-Forman is designed to engage our people to ensure sustainable and profitable growth for generations to come. As a premium spirits company, we offer equitable pay structures for individual and company performance alongside a premium employee experience. We offer a range of premium benefits that reflect our company values and meet the needs of our diverse workforce.
#LI #ginmare
Requisition Type:
EmployeeManagement Level:
LeaderGlobal Job Level:
L4Number of Openings Available:
1