Area Sales Manager

Brown-Forman; Fatih; Hybrid; TRY 900,000 - 1,300,000; Full time

Benefits offered by this job

Hybrid work model

Diversity & inclusion

Professional development

Social events

Well-being programs

Prime Istanbul office

Job summary

Brown-Forman in Istanbul seeks an Area Sales Manager to lead team activities, drive brand growth and manage traditional and on-trade channels in the European side of the city. You will coach Sales Supervisors, coordinate with KA, Marketing, and Finance, and execute sales plans across distributors.

You will guide field visits, ensure product visibility, and develop strategies to achieve targets. This role requires strong leadership, market knowledge, and bilingual communication in English and

Qualifications

• Education: College/University (Bachelors or Equivalent).
• Fluent in English and Turkish speaking and writing.
• Driver license.
• Knowledge of sales and negotiation techniques.
• Comprehensive knowledge of the market.
• Organization of the business process.
• Easy of forming new relationships.
• Use of financials in collaboration with customers.
• Preparing and making presentations for clients.

Responsibilities

• Leads the sales supervisor team.
• Coaches and develops Sales Supervisors.
• Communicates between region, KA, traditional channels, On Trade, Marketing/Commercial Marketing and Finance.
• Holds weekly sales meetings with Sales Supervisors.
• Conducts regular field visits with Sales Representatives and Supervisors.
• Leads and guides distributor teams and partners in the traditional channel.
• Drives sales, distribution and visibility of Brown-Forman products.
• Ensures planogram compliance and POSM placement.
• Develops regional distributor plans and forecasts with teams.
• Manages budgets and campaign implementations.

Skills

People management

Sales leadership

Negotiation skills

Strategic planning

Market knowledge

Bilingual English-Turkish

Presentation skills

Education

Bachelor's degree

Job description

Quote from Hiring Manager

As the Area Sales Manager for Istanbul, you will take on a key leadership role in one of the world’s most dynamic markets, representing iconic brands under the Brown-Forman portfolio. This is a unique opportunity to drive strategic growth across the European side of Istanbul, shaping the future of premium spirits in a competitive and rapidly evolving industry. Join us and make a lasting impact in a high-visibility position.

Meaningful Work From Day One

The Area Sales Manager performs sales and distribution related tasks with activities aimed at brand building, increasing brand awareness among customers, and strives for the best possible market position for Brown-Forman brands at TT. The person in this position supports and cooperates with TT Channel Sales Manager. This role is responsible for meeting and executing personal and team goals. The Area Sales Manager manages and develops a team of Sales Supervisors.

What You Can Expect

Team management:

• Leads the sales supervisor team and the team of B-F business partners.

• Regularly coaches and develops the competencies of the Sales Supervisors in their team. (During field visits, 1 to 1 meeting, PGP, development plan, talent pooling, etc.).

• Supports and develops the Supervisor team and the teams of B-F business partners through regular feedback, effective communication, listening to ideas, and open-mindedness to change.

• It provides effective communication between the region and KA, traditional channels, On Trade, Marketing/Commercial Marketing and Finance.

• Holds regular weekly sales meetings with Sales Supervisors to update results and gain improvement opportunities.

• Make field visits with Sales Representatives and Sales Supervisors at least once a week.

• Leads B-F Values and D&I in the traditional channel team and distributor teams.

Off-Trade - TT

• It applies the traditional channel sales strategy in its region.

• Creates action plans based on concrete analysis and delivers the strategic plan of his/her territory.

• It makes regular visits to TT sales points in order to strengthen business partnerships with sales points in its region and to expand its scope.

• Conducts regular distributor visits and site visits to enhance partnership-level cooperation.

• Responsible for the sales (distributor purchases and field sales), distribution and visibility of B-F products.

• It is responsible for displaying the products in its region in accordance with legal regulations and B-F standards.

• It is responsible for applying the brands according to the determined planograms and positioning the POSM materials in the best possible way.

• Responsible for the inclusion of potential new traditional channel outlets operating in the region. In this direction, he guides the Sales Supervisors and the teams of B-F business partners.

• It makes regional analysis that supports increasing the sales of B-F brands and the realization of company targets, constructs action plans and implements these plans together with their teams.

• Implements the opening and/or closing of traditional channel sales points in the system in line with company standards.

• It ensures that the budgets allocated for the activities are implemented appropriately and efficiently in accordance with the standards applicable in the company in line with the installation mechanics and deadlines.

• It ensures the correct and effective implementation of sales campaigns/promotional activities.

• It establishes and maintains good relations with all distributors as well as with selected traditional channel outlets.

• It improves the performance and number of invested outlets in its region.

• Plans and implements the regular and systematic customer visit strategy of team.

• Supervises the visit effectiveness of Sales Supervisors and takes action to improve as needed.

• It enables Sales Supervisors to implement their route plans and achieve their visibility goals.

Administrative Duties:

• It delivers the expected data, reports, and activity evaluation in a timely manner according to the standards and procedures applicable in the company.

• Read corporate emails regularly. Responds to emails in a timely manner.

• Responsible for timely reporting in accordance with B-F standards through Univera & Vispera. (Collecting data on BF products, market data, data on customers served, and information on competitors activities in the market).

• Customers in their region are responsible for keeping the relevant database accurate and up-to-date.

• It provides guidance and direct reports to Sales Supervisors, distributors and their teams for opportunities and threats based on Nielsen analysis.

• Prepares weekly sales closing reports based on SKU and distributor regularly.

• It contributes to the Integrated Business Planning (IBP) process for distributors in its region, providing foresight and accurate sales forecasting monthly.

• Acts as the Brand Ambassador for the B-F Portfolio. Coordinates the preparation and execution of special product training for the sales personnel of B-F business partners.

• It ensures that permanent visibility investments are in line with the expected return on investment in its region.

• Provides B-F Sales Team with regular business update reports and other reports as needed.

• It ensures proper flow of invoices between B-F and distributors.

Distributor Management

• Applies the distributor agreement and terms of trade.

• Responsible for communication and coordination with distributors.

• It monitors the compliance of the distributors & operations with B-F standards and legal processes, and takes action, when necessary, by coordinating with TT Channel Sales Manager.

• It ensures that the distributors in its region are managed in line with monthly and annual targets.

• It creates distributor orders and manages distributor product purchase targets by considering optimum stock levels and predicting field sales performance.

• Ensure business needs and takes action in coordination with TT Channel Sales Manager as needed.

• It regularly checks and monitors operational costs such as distributors cost per sales representative, distributors & open accounts in the market, credit limits of distributor-provided sales points, distributors & average collection days in the market, distributors& stock day adequacy, and makes action plans if necessary.

• Works in coordination with distributors for business development opportunities (Number of sales representatives required, regional organization planning, competitive analysis within the region, etc.)

What You Bring to the Table

• Education: College/University (Bachelors or Equivalent).

• Competent computer use (MS Office - Excel, Power Point).

• Fluent in English and Turkish speaking and writing.

• Driver license.

• Knowledge of sales and negotiation techniques.

• Comprehensive knowledge of the market.

• Organization of the business process.

• Easy of forming new relationships.

• Use of financials in collaboration with customers.

• Preparing and making presentations for clients.

What Makes You Unique

• People management

• Business Development

• Strategic Vision

• Data-Driven Decision Making

• Negotiation, persuasion and influence

• Planning and Execution

• Proactive Approach

• Motivational Adaptation

• Result oriented

• Project & Change Leadership

• Active Listening

Who We Are

Brown-Forman is one of the largest American-owned global spirits companies. For more than 150 years, Brown-Forman Corporation has enriched the experience of life by responsibly building fine-quality beverage alcohol brands. Brown Forman is publicly traded on the New York Stock Exchange and has been recognized as one of the "World's Most Ethical Companies©" in 2022 & 2023 and 2024.

Brown-Forman Turkiye has been operating with its own distribution since 2012. The Türkiye operation covers Turkiye and North Cyprus. Brown-Forman Türkiye also has a very strong and premium portfolio including Jack Daniel's family of brands, Woodford Reserve, GlenDronach, Benriach, Glenglassaugh, Chambord, Herradura, El Jimador,Fords Gin and Gin Mare.

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.

Please find below some highlights of the competitive benefits that we offer:

• Hybrid working model offering flexibility and balance for office employees.

• Embracing a diverse and inclusive work culture.

• Continuous professional and personal development through tailored training programs.

• Year-round social events to connect and celebrate as a team.

• Active ERG groups to support community and collaboration.

• Well-being first with our Live Well initiatives.

• Prime office location in Kanyon / Levent, Istanbul.

• Celebrating milestones and special moments together.

• Rewarding excellence through our Recognition & Rewards platform.

#LI #jackdaniels

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.

Business Area: Europe, Africa, APAC Division

Function: Sales

City:Istanbul

State:

Country: TUR

Req ID: JR-00010398