Overview
As Account Manager, the role will assume full global P&L responsibility for the accounts assigned in the region, ensuring alignment of activities and support across the regions. The role also provides Field Sales Support for the territories of Australia, New Zealand and the Pacific Islands, for the development of Brown-Forman brands in travel retail sales channels, in alignment with our brand building philosophy and global brand strategies. This role is responsible for the day-to-day execution of all travel retail activities in the assigned region. The role will collaborate with GTR and local management teams to evaluate market conditions, implement sales and promotional plans and recommend changes.
What You Can Expect The role requires focus on Australia, New Zealand and the Pacific Islands markets for Travel retail customers.
* Create, execute and deliver agreed P&L objectives
* Identify profitable growth opportunities for the Brown-Forman spirits portfolio
* Work with GTR and brand teams to execute agreed brand plans and budgets to achieve regional goals in the assigned territory
* Build dynamic and meaningful relationships with key stakeholders in the assigned accounts to interpret customer strategy, gain alignment, and achieve best in class partnership
* Manage annual pricing and listing negotiations with all customers
* Identify and exploit brand building opportunities through merchandising and promotional activities, additional store activities, training, incentivizing, rewarding and influencing
* Supervise execution of these programs, evaluate and modify as appropriate
* Actively take the lead in annual and long term planning
* Set up brand and portfolio strategies within the customer base
* Collaborate and align with domestic B-F personnel to maximize cooperation between B-F GTR and Local Economy
* Build relationships with purchasing & shop floor contacts at Duty Free locations to identify profitable growth opportunities and negotiate & influence the enhancement of our presence in stores
* Be the APAC regional lead for the Global Accounts across APAC including Heinemann, Avolta and Lagardere, closely collaborating with the GTR Global Account Managers to ensure an aligned strategic approach
* Partner with the Customer Marketing team to support the flawless execution of our brand building activities and work with customers to evaluate these activities to make future recommendations
* Recruit, lead, train, motivate & evaluate our Brand Consultants in the region
* Partner with Customer Service / Supply Chain teams / suppliers to ensure timely availability of stock & materials for promotions & activations
* Input into monthly & quarterly performance reviews for the Europe West region
* Support with pricing, listing and space negotiations with customers on the assigned territory
What You Bring to the Table
* Minimum 5 years of experience in field sales, building strong relationships and recruiting & leading sales teams in a similar role
* Exposure to working in a multi-brand retail environment that requires in-depth planning and a deep analysis of brand performance & its drivers
* Demonstrated ability to build strong, effective working relationships with external & internal stakeholders in a role that requires negotiation & decision-making skills
* Ability to communicate in written & spoken English, this is the business language used in the region
* Strong computer skills with proficiency, or the ability to quickly build proficiency, on Google Workspace
What Makes You Unique
* Experience working in the Travel Retail channel
* A deep understanding of the region, gained from either directly working in the region or through working on projects in the region
* A second language is a plus
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.
Requisition Type: Employee
Management Level: Leader
Global Job Level: L1
Number of Openings Available: 1
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