National On-Trade Manager

5510 France - EU Distribution; France; On-site; EUR 130,000 - 180,000; Full time

Job summary

Brown-Forman Corporation in France seeks a National On-Trade Manager to lead the On-Trade business, drive value growth and brand building, and oversee commercial strategy, trade terms, category management and field sales.

You will manage 4 Area Sales Managers and about 25 sales reps across France, coordinate with KAMs, and partner with Marketing, Finance, Logistics and HR to deliver plans and improve profitability.

Qualifications

• 10+ years in field sales, KAM or category management roles.
• Strong experience leading field sales teams with data-driven KPIs.
• Significant On-Trade experience in France, including wine stores & cash & carry.
• Fluent English; IT literate with common tools.

Responsibilities

• Define the strategic framework for geography and outlets.
• Develop and implement a sales strategy to drive value growth and brand building.
• Plan local, regional or national promotions in collaboration with marketing and RGM.
• Lead and develop Area Sales Managers and sales reps; coach teams.
• Monitor KPIs and adjust plans to achieve targets.

Skills

Leadership

Negotiation

Team management

Strategic thinking

English language

Tools

Salesforce

MS Office

CRM tools

Job description

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: Employee Management Level: Leader Global Job Level: L4 Number of Openings Available: 1

Brown‑Forman Corporation has been building exceptional spirits brands for more than 150 years, responsibly upholding our founding promise of “Nothing Better in the Market.” Our portfolio of premium brands includes the Jack Daniel’s Family of Brands, Woodford Reserve, Herradura, el Jimador, Korbel, New Mix, Old Forester, The Glendronach, Glenglassaugh, Benriach, Diplomático Rum, Chambord, Gin Mare, Fords Gin, Slane, and Coopers’ Craft. With a team of approximately 5,400 employees worldwide, we proudly share our passion for premium beverages in more than 170 countries. Discover more about us at brown‑forman.com and stay connected through LinkedIn, Instagram, and X.

Brown‑Forman Corporation is committed to equality of opportunity in all aspects of employment. It is the policy of Brown‑Forman Corporation to provide full and equal employment opportunities to all employees and potential employees without regard to race, color, religion, national or ethnic origin, veteran status, age, gender, gender identity or expression, sexual orientation, genetic information, physical or mental disability or any other legally protected status. Accommodations available upon request including an Interpreter.