Head of Commercial - UAE - 12 Months Fixed Term Contract

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Meaningful Work From Day One

Lead the commercial strategy and business development agenda for the UAE market, translating regional and company growth ambitions into market, portfolio, channel, and distributor strategies. Own the development and execution of annual commercial plans, distributor performance, forecasting, trade investment, and key business priorities to deliver sustainable growth and agreed KPIs. 
 

What You Can Expect

• Develop long-term strategy for the region: build, review, lead, and propose the RTC evolution in the MENA Partner Markets with key B-F stakeholders.

• Set annual strategic priorities with distributors aligned to B-F’s growth ambitions, market, portfolio, and channel opportunities.

• Leading the development and executing Annual Market/Portfolio/Channel Plans to achieve aligned Key Performance Indicators

• Responsible for the rolling forecast, regularly managing and monitoring distributor performance, and partnering to achieve annual objectives and distributor KPI’s 

• Leads negotiation of distributor contracts in the market(s), building terms that promote long-term sustainable growth.

• Provide leadership, direction, and personal development for the team and BF dedicated teams in distributors’ organizations.

• Develop consistent investment plans across markets and trade channels, ensuring the investment criteria and objectives are evaluated and optimized based on the ROI model.

• Monitor with the BF Finance partner the value chain with the Distributor partner, such as distributor Net Sales and margins, trade spending, and ensuring efficient trade investments.

• Track brand performance/KPIs and provide solutions and recommendations to the management team on any changes to P&L projections or strategic/tactical direction to ensure continuous business development.

• Build and develop an efficient reporting system and conduct regular reports to the BF team, providing updates on trade channels and competitive activities.

• Establish ways of working with distributors and collaborating to properly manage the business and fulfill internal reporting requirements.

• Regularly update the leadership team on market environment, portfolio/channel developments, and promotional activities 

• Working with the distributor partners, leading rolling forecasting updates and IBP for the market(s), and ensuring resource allocation (discounts, gifts, A&P) supports relevant growth expectations.

What You Bring to the Table

• Demonstrate the ability to lead, inspire, and develop the direct team and influence the organisation.

• Demonstrate the ability to organize and manage multiple markets and projects to completion by specific deadlines.

• Strategic vision and thinking ability, possess out-of-box thinking to uncover (new) business opportunities.

• Ability to build and foster strong relationships at all levels internally and externally, with strong stakeholder awareness

• Excellent analytical skills, commercially savvy, and solution-focused in solving problems.

• Willing to travel up to 40% of the time (current assumption)

• Superior communication skills (influencing, listening, presentations, written). Fluent in English, both spoken and written 

• People Management Experience

What Makes You Unique.

• Premium FMCG or Beverage Expertise 

• RTM/RTC Transformation Experience 

• Cross-Functional Acumen 

• Advanced S&OP/IBP Knowledge 

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:

L3

Number of Openings Available:

1