Senior Sales Rep - On Premise

Brown-Forman Australia Pty. Ltd.; México; Presencial; MXN 60.000 - 80.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Equal employment opportunities

Training and development programs

Descripción de la vacante

Brown-Forman Australia Pty. Ltd. is looking for a Sr. OP Sales Representative to enhance brand presence in the on premise channel in Mexico. This role entails developing key account strategies and fostering relationships with business stakeholders.

The ideal candidate will have a solid background in account management, strong negotiation skills, and a capacity to analyze market trends to drive the growth of Brown-Forman brands.

Formación

• Proven experience in account management, preferably in the beverage industry.
• Strong negotiation and relationship-building skills.
• Ability to analyze market trends and adapt strategies accordingly.

Responsabilidades

• Develop and execute work plans including visit schedules.
• Build relationships with key account players.
• Monitor sales performance and track KPIs.
• Implement promotional activities to boost brand visibility.

Conocimientos

Account management

Negotiation

Relationship building

Market analysis

Salesforce proficiency

Educación

Bachelor's degree in Business or related field

Herramientas

Salesforce

Descripción del empleo

Role Overview

Specialist in the development and construction of our brands in the on premise channel. The Sr. OP Sales Rep is a business advisor both internally and externally for the growth of B-F brands by developing and executing innovative initiatives and activities that drive the deployment of the company's focus brands.

The Sr. OP Sales Rep is accountable for developing long term partnerships with his/her portfolio of assigned Accounts and territory of influence. He/She is primarily responsible for identifying and prospecting accounts, negotiating and monitoring activities that allow us to have a dominant position in the most important and representative accounts in the assigned area. He/She shall connect with key business executives and stakeholders and work as a liaison between customers and cross‑functional internal teams to ensure the timely and successful delivery of our solutions according to customer needs.

Drive Business Forward

• Develop and execute their weekly work plan including the visit plan uploaded to the salesforce platform.
• Identify and prospect target accounts for B-F.
• Develop the negotiation strategy to achieve them.
• Ensure that the accounts in their charge are correct according to the strategy of the brands.
• Propose, develop and execute commercial strategies that help us have a leading position in the channel.
• Identify the "best practices" of the channel inside and outside the industry that can be implemented in our operation.
• Identify major national and regional events in the on premise channel.
• Identify the main trends that influence the dynamics of the channel (gastronomy, mixology, music, equipment, etc).
• Act as a channel consultant/advisor.

Customer Relationship

• Identify and maintain a close business relationship with the key players in each account (owners, partners, crews, bartenders, etc).
• Establish close relationships with clients and KSH to enhance the effectiveness and efficiency of the partnership. The Sr. Sales Representative will develop and manage key business activities for assigned accounts, negotiate and maintain a long‑term sustainable relationship, work to generate mutual benefits, unlock opportunities, and always avoid zero‑sum activities.
• Maintain and further develop key relationships with senior executives of our wholesale clients.
• Introduce key members of BFM team to further develop the partnerships as needed, always looking for possible business expansion.
• Review business results with Key account business partners.
• Manage allocated accounts, budget, resources provided, yielding maximum effectiveness and impact.
• Responsible for developing business plans involving cross functional collaboration.
• Facilitate account management by coordinating selling activities and customer interactions through effective leadership and communication with other areas to ensure appropriate customers’ needs are met.
• Track assigned KPIs, providing adequate coaching and feedback to develop a sound plan of action for each account.
• Focus on strict accountability & compliance culture.

Operative Processes

• Catalog and ensure the availability of the focus brands of the portfolio.
• Guarantee brand visibility.
• Implement experiences and/or brand activities that encourage the testing and repurchase of our focus brands.
• Train staff, account owners and consumers through tastings, presentations, etc.
• Execute, manage and evaluate incentive plans for staff and account owners.
• Ensure that the pricing strategy of our brands is correctly implemented in each account.
• Follow up the agreements established with their accounts and ensure proper execution in each of them.
• Effective planning and control of the company's budget and resources.
• Weekly update of the information of each one of its accounts in the system (salesforce and Siscocc).
• Monitoring and weekly report of own activities and of the competition.
• Detection of areas of opportunity in the channel and openings of new accounts relevant to our brands.
• Monitoring and compliance of administrative activities of the channel (chequebonos, reports, agendas, FGs, etc.).

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.