What You Can Expect
- Lead the BDE team to deliver Stripped Net Sales (SNS) targets and grow on-premise share through new contracts and strong P&L; outcomes.
- Coach and mentor your team to uphold best-in-class execution standards, including maintaining monthly call rates, sales call process, negotiation support, and Short-Term Incentive (STI) achievement.
- Delivering impactful Quarterly Sales Briefing and Planning sessions at branch/state level.
- Build and maintain strategic partnerships with key Retail and On-Premises customers.
- Support BDEs in crafting compelling, insight-led proposals that align customer needs with brand strategies.
- Drive commercially sound negotiations using deep market knowledge and strong customer insights.
- Collaborate cross-functionally with Marketing, Category, and Finance teams to bring customer-specific programs to life.
- Champion Brown-Forman’s sales process in every customer interaction, coaching others to do the same.
- Deliver on any assigned projects to assist in delivering continuous improvement outcome.
- Serve as a trusted leader, coaching and influencing both internal and external stakeholders to deliver best-in-class outcomes.
What You Bring to the Table
- Proven experience leading, coaching, and developing high-performing field sales teams in the liquor or FMCG sector.
- A people-first leadership approach that inspires, empowers, and holds teams accountable to deliver outstanding results.
- Robust coaching mindset with the ability to uplift capability across execution, customer engagement, and commercial acumen.
- Skilled at creating a culture of trust, feedback, and continuous improvement—balancing challenge with support.
- Excellent interpersonal and communication skills, with a proven ability to influence, motivate, and lead through change.
- Familiarity with tools and processes that support team performance, such as CRM systems, performance metrics, and field coaching plans.
- A passion for growing others and shaping the next generation of sales leaders.
- Deep understanding of the Australian liquor landscape, including market, channel, and shopper dynamics.
- High personal accountability, a solution-focused mindset, and a consistent drive to deliver results.
- Knowledge of the spirit industry is highly desirable and will be seen as a strong advantage.
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 advantages that reflect our company values and meet the needs of our diverse workforce.
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Requisition Type: Employee
Management Level: Leader
Global Job Level: L2
Number of Openings Available: 1
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