Brown-Forman Key Account Manager, Western Canada in Calgary, Canada

Job Description:

Position Title: Key Account Manager, Western Canada

Location: Calgary, AB

Reports to: Sales Manager, Western Canada

Position Summary:

The Key Account Manager, Western Canada serves as the B-F team lead in identifying and developing key customer initiatives with Western Canada key accounts (regional liquor store chains in Alberta and Saskatchewan). Works closely with local sales broker, PMA, to develop and implement strong, customer focused programs that enhance BF and customer profitability. This position plays a pivotal role in managing B-F’s key account retail strategy and the activities of the local PMA Sales Team towards achieving the objectives for the provinces.

Key Responsibilities:


  • Demonstrated ability to build relationships and maintain effective working relationships with internal and external stakeholders

  • Holds the provincial PMA Sales Teams accountable for results and performance

  • Adopts Brown-Forman values (Integrity, Respect, Trust, Teamwork, Excellence) and behaviors (Be Curious, Be Courageous, Be Collaborative, Be Creative, Be a Champion) to lead the organization

  • Collaborates with peers, colleagues and management to share best practices within the team environment and to ensure programming consistency is being achieved.

  • Communicates with the BF Canada management team on an ongoing basis to ensure that regional strategies are understood and supportive of provincial brand and portfolio strategies

Customer Management

  • Responsible for developing and maintaining a true strategic partnership with assigned BF key customers

  • Assumes leadership role in understanding, developing and implementing key customer initiatives

  • Creates customer focused win-win initiatives that enhance BF and customer profitability

  • Manages the execution of National/Regional programs through broker account teams

  • Reviews data relevant to account/market/channel with PMA counterpart, trade marketing manager and channel analyst to convert insights to actions for key customer presentations

  • Leads/facilitates customer meetings at all levels within customer organization to brainstorm and gain agreement on joint initiatives

  • Develops customer plans and presentations; assumes ownership of attaining all relevant goals

  • Manages account budgets

  • Directs PMA analyst regarding establishing programming metrics, completing post-program analysis, and providing support documents for customer meetings

  • Conducts customer performance reviews in accordance with customer planning

  • Provides annual customer overview for Sales Manager and BF Canada Leadership Team

  • Communicates pricing and merchandising expectations to customer and brands

Planning and Analysis

  • Manages the development and implementation of retail goals (including KPI’s) and remedial plans with the key customers, for all B-F products through aggressive marketing, sales planning, distribution, and execution strategies

  • Customer volume forecasting, brand investment analysis, promotional planning and analysis, competitive insights and pricing analysis. Administers the collection and analysis of internal and external market information to provide actionable insights to the sales teams and management

  • Financial & operational reporting duties to Sales Manager, Western Canada, Canada General Director, Finance Manager & executive management

  • Champion the B-F sales effort by meeting objectives, building lasting trade relationship and working as required achieving success

Must have Requirements:

  • University/College degree and 3-5 years of sales/industry experience; or 7+ years of experience within alcohol beverage industry

  • Demonstrated knowledge of off-premise environment and three-tier distribution system.\

  • Demonstrated ability to build relationships and maintain effective working relationships with top level account decision makers, distributors and all internal stakeholders

  • Ability to analyze and translate insights data

  • Demonstrated ability to think strategically

  • Computer literate with word processing programs such as Google Docs, Word, Excel and PowerPoint

  • Ability to work independently with little supervision – self-motivated

  • Excellent oral, analytical and written communication skills

  • Strong organizational and planning skills

  • Ability and willingness to maintain flexible work schedules, as weekend and extended workdays are necessary

  • Must be able and willing to travel (by air and car) up to 50% of the time

  • Valid driver’s license

Preferred Requirements

  • Industry experience; high level of spirit/wine industry and product knowledge




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

For more information about the company, please visit

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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: Calgary

State: Int'l

Country: Canada

Req Type: Exempt

AutoReqId: 4526BR