National On-Trade Controller - (Fixed Term Contract)- Flexible location across the UK

Brown-Forman; London; Hybrid; GBP 60,000 - 100,000; Full time

Job summary

Join a forward-thinking company as a senior leader in the On Trade team, where you will shape strategies for a premium spirits portfolio. This role emphasizes the importance of building relationships and driving growth in the on-trade sector. You will lead a high-performing team, manage pricing and promotions, and analyze performance to ensure success. With a focus on collaboration and personal development, this position offers a unique opportunity to make a significant impact in a dynamic environment.

Benefits

Equitable Pay Structures

Premium Employee Experience

Diverse Workforce Benefits

Qualifications

• Proven OTR track record and strong understanding of on-trade and wholesale sectors.
• Significant sales experience with a focus on customer and channel needs.

Responsibilities

• Develop and implement the OTR channel strategy to achieve KPIs.
• Build and maintain relationships with key stakeholders in the industry.

Skills

Leadership Skills

Sales Experience

Analytical Skills

Negotiation Skills

Business Acumen

Stakeholder Management

Job description

CURRENT EMPLOYEES, CONSULTANTS, AND AGENCY PARTNERS:

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Meaningful Work From Day One

This senior leadership role within Brown-Forman UK's On Trade team is key to shaping and delivering the Managed On Trade Retail (OTR) channel strategy. You will be accountable for achieving key performance indicators across the B-F portfolio within this channel, including distribution volume, pricing, brand education, visibility, and promotions.

In collaboration with Sales Leadership, you will define sales, distribution, and promotional goals, alongside commercial strategies for both On Trade Retail and Regional MPOs. This involves analyzing performance, implementing, and evaluating trade and consumer promotions.

Crucially, this role requires a proven OTR track record, a strong understanding of the on-trade and wholesale sectors, and the capability to drive growth for a premium portfolio. Building and maintaining a robust national and regional network is essential, with significant time dedicated to in-trade customer meetings to strengthen relationships. Your network of senior managed on-trade and wholesale stakeholders will be vital.

This is a field based role that can be based anywhere in the UK.

What You Can Expect

• Develop and Implement OTR Channel Strategy: Define and execute the strategy to achieve key performance indicators.

• Set Sales and Distribution Goals: Establish targets for Managed On Trade Retail and Regional MPOs.

• Manage Pricing and Promotions: Oversee pricing, brand education, visibility, and promotional activities.

• Analyze Performance and Evaluate Initiatives: Assess the impact of sales, distribution, and promotions.

• Build and Maintain Key Relationships (Significant Time in Trade): Cultivate a strong national and regional network, prioritizing in-trade customer engagement.

• Lead and Inspire National Account Managers: Empower and guide the direct reports.

• Drive Business Development: Pursue growth opportunities in on-trade and regional channels.

• Create and Execute National and Regional Strategies: Develop and implement the overarching on-trade strategy.

• Foster Internal Partnerships: Build strong relationships across Brown-Forman.

• Cultivate Team Development: Nurture a high-performing team focused on OTR excellence.

What You Bring to the Table

• Excellent leadership and people management skills

• In-depth knowledge of the OTR and Wholesale channels

• Fully established network of senior contacts within the OTR and Wholesale sectors

• Significant, progressive Sales experience, adept at quickly understanding customer and channel needs and leveraging data insights to drive growth with trade partners

• Extensive experience in customer negotiations at national and regional levels, with a strong understanding of the UK on-trade environment

• Strong Business Acumen and P&L experience

• A good understanding of the Independent Free Trade and Prestige Retail sectors

What Makes You Unique

• Strong analytical, commercial, and problem-solving skills

• Excellent influencing skills with the ability to convey sales information clearly, concisely, and visually

• Self-motivated with a proven ability to identify issues and projects, plan and prioritize effectively, and manage multiple projects to completion by deadlines

• Strong business acumen, judgment, and strategic capabilities

• Superior communication skills (listening, presentations, written)

• Ability to build strong relationships at all levels with strong stakeholder awareness

• Collaborative team player with conflict management skills

• Adaptable, flexible, and resilient

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