National On-Trade Manager

Brown‑Forman Corporation; Paris; On-site; EUR 120,000 - 160,000; Full time

Job summary

Brown-Forman Corporation in Paris is seeking a National On-Trade Manager to lead the On-Trade business across France. You will drive value growth, brand building, and commercial strategy for the portfolio, overseeing a team of 4 Area Sales Managers and ~25 sales reps, with cross-functional collaboration across Marketing, Finance, Logistics and HR.

You will shape channel strategy, negotiate trade terms, and coordinate actions with third-party sales forces while aligning with Off-Trade

Qualifications

• Ten years or more experience in field sales, KAM, or category management roles.
• Proven leadership of field sales teams with data-driven KPIs.
• Strong negotiation skills with On-Trade accounts at national level.

Responsibilities

• Define and implement On-Trade commercial strategy and channel guidelines.
• Coach and lead a sales team including KAMs and field reps.
• Forecast, manage and control On-Trade budgets and P&L responsibilities.
• Coordinate with Marketing, Finance, Logistics, HR, and Legal for integrated plans.
• Lead national sales promotions and incentive programs.

Skills

Team leadership

Negotiation skills

Strategic planning

Sales management

English proficiency

IT literacy

Salesforce

Forecasting

Tools

Salesforce

MS Office

Job description

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.