Brown-Forman Business Development Manager - Walmart/Sam's Club in Bentonville, Arkansas

Job Description:

Business Area: NAR Sales/Finance

Location: Bentonville, AR

Position Title: Business Development Manager, Walmart/Sam’s Club

Reports to: Matrix Reports into Finance Manager, Channel & Customer Development Group and Senior Category Development Manager

Position Summary:

This position will lead the B-F Business Development responsibilities for Walmart and Sam’s Club through the analysis of sales trends, pricing and margin goals, OOS prevention and inventory optimization, along with the overall responsibility of developing and maintaining the Joint Business Planning (JBP) document. This position will drive the Business Development strategy in Walmart and Sam’s Club through the formulation of ideas to address the strategic needs and requirements of key stakeholders.


Business Development

  • Supports the Business Development strategy for the customer with primary focus on sustaining buyer targeted margin goals and growth of the overall topline business volume for B-F

  • Partners with customer and distributor partners to lead the Business Development initiative that supports profitable sales growth with Walmart/Sam’s Club, to include:

  • Joint Business Planning: Volume forecasting, margin commitments/maintenance, innovation forecasting, inventory efficiencies, case pack improvement opportunities, OOS trend analysis with accountability plan, programming recommendations and post-activation analysis as necessary by customer

  • Partnering with National Account Manager (NAM) to recommend strategies that support/maintain profit goals

  • Partners with NAM to identify portfolio growth opportunities that are mutually beneficial to Brown-Forman and Walmart/Sam’s by uncovering opportunities to assist in driving sales initiatives and growth potential through assessment of internal data and syndicated data, market visits, and collaboration with Consumer/Shopper Insights to identify relevant consumer trends

  • Partners with the distributors and NAM to drive key execution initiatives (e.g. featured programming, OOS closure, Void/Add-Delete compliance, and pricing consistency)

  • Bi-annual collection and analysis of forward-looking pricing views for pricing commitments and margin impact that aligns with buyer goals

  • Own the Portfolio Maintenance within customer and proprietary systems

Business Reporting and Analytics

  • Supports Customers and Brown-Forman by providing reports and insights for account initiatives and review meetings, to include:

  • Scorecards to monitor trends and communicate key wins and shortfalls with plan of action

  • Category scorecards for benchmarking B-F business vs. other suppliers, reviewing high level trends and identifying gaps/opportunities

  • Identifying and analyzing opportunity gaps in Margin, Sales, Inventory and Programming performance vs. JBP plan

  • Evaluating promotional awards to ensure compliance with activation, and monitor lift commitments

  • rack competitive price points on key items for core markets to assist with pricing strategies

  • Leads process to address Out-of-Stocks, Adds/Deletes, as well as the communication to distributor and internal Brown-Forman

  • Prepares and delivers Business Reviews/JBP’s for Walmart/Sam’s during key time frames

Account Management

  • Supplement NAM’s ownership of account relations through the objective presentation and participation in key Walmart/Sam’s meetings, delivering value-added insights and recommendations to grow category and brand sales based upon core retailer definition for success:

Must have Requirements:

Education/Experience: Bachelor’s Degree plus 5-7 years analytical/financial experience working within the CPG industry, Master’s Degree and 3-5 years of experience or 11-13 years of relevant experience (Beverage alcohol experience a plus)

  • Demonstrated ability to work collaboratively on projects with cross-functional teams

  • Expertise with analytical software including (internal account data), Nielsen or IRI; Spectra

  • Strong oral and written communication skills

  • Sales presentation building and delivery experience

  • Strong Excel, PowerPoint, and Word skills, Access skills a plus

  • Store Clustering and Segmentation analysis desired

  • Ability to think strategically and work in a team environment

  • Ability to travel up to 15% of the time

Preferred Requirements:

  • Experience in alcohol beverage industry

  • Knowledge of chain account management

  • Experience working with Walmart in the pricing support and/or analytical experience

  • Experience with Retail Link and eSkye with the ability to transfer these skills to a new industry

  • Ability to work within a Joint Business Planning model to deliver win/win scenarios for both Walmart and Brown-Forman #Herradura #AP 1

About Brown-Forman:


For more than 145 years, Brown-Forman Corporation has enriched the experience of life by responsibly building fine quality beverage alcohol brands, including Jack Daniel’s Tennessee Whiskey, Jack Daniel’s & Cola, Jack Daniel’s Tennessee Honey, Jack Daniel’s Tennessee Fire, Gentleman Jack, Jack Daniel’s Single Barrel, Finlandia, Korbel, el Jimador, Woodford Reserve, Old Forester, Canadian Mist, Herradura, New Mix, Sonoma-Cutrer, Early Times, Chambord, BenRiach and GlenDronach. Brown-Forman’s brands are supported by nearly 4,600 employees and sold in approximately 160 countries worldwide

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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: NAR Sales

City: Bentonville

State: AR

Country: United States

Req Type: Exempt

AutoReqId: 3665BR