National On-Trade Manager

Brown Forman Italia; Paris; On-site; EUR 120,000 - 180,000; Full time

Job summary

Brown-Forman France-Belux is seeking a National On-Trade Manager to lead the On-Trade business in France. You will drive value growth and brand building across the On-Trade channel, steer commercial strategy, trade terms, category management, and lead a field team of 4 Area Sales Managers and about 25 sales representatives.

You will coordinate with KAMs for the On-Trade and E-commerce networks, manage budgets, sign contracts, and collaborate with Marketing, Finance, Logistics, HR, Legal, and

Qualifications

• 10+ years of experience in field sales, national KAM, or category management
• Strong negotiation skills with On-Trade accounts at national level
• Proven leadership in data-driven KPI management and team development

Responsibilities

• Propose and implement the On-Trade commercial strategy.
• Coach and lead a team of 2 KAMs and ~25 sales reps.
• Define channel strategy and annual KAM negotiations guidelines.
• Forecast, manage and control On-Trade budgets.
• Collaborate with Marketing, Finance, Logistics, HR, Legal and Sales.

Skills

Channel management

KAM leadership

Negotiation

Data-driven KPIs

Digital transformation

English language

Tools

Salesforce

MS Office

Job description

CURRENT EMPLOYEES, CONSULTANTS, AND AGENCY PARTNERS:

Meaningful Work From Day OneReporting 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 y