National On-Trade Manager

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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.
 

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Requisition Type:

Employee

Management Level:

Leader

Global Job Level:

L4

Number of Openings Available:

1