Brown-Forman National Account Manager – Hotels & Weddings - India in Gurgaon, India
Responsible for overall account direction (nationally and regional) by assuming leadership role for communication, collaboration and coordination of account channel resources...be a Hotel & Banquets expert and resource.
Responsible for HQ calls within assigned accounts, as well as, Regional key customers throughout the country.
Position collaborates with respective B-F Territory Managers on programming, pricing and execution for those regional calls.
Works closely with Regional Managers to influence the Distributor On-premise teams to execute customer operational requirements and B-F merchandising plans (including regional customers)
Reviews data relevant to account/market/channel with Marketing manager to convert insights to actions for key customer presentations.
Develops national customer plans and presentations; assumes ownership of attaining all relevant goals.
Develops close working relationship with F&B and purchase managers at National key accounts to enable execution of activations at Banquets / Bar / In room bars
Partners with Regional Managers to make sure the plans and tools are in place to deliver category and brand growth.
Planning and Analysis
Leads/facilitates bi-annual account performance/planning reviews with assigned accounts that scorecard past performance (Brand listing, volume, compliance, performance evaluation) and incorporate Forward Planning sessions (especially for the wedding season)
Positions BF to be “supplier of choice” by identifying customized marketing initiatives that enhances both BF brand strategy and Customer profitability target
Engages Regional On Premise Managers in execution and compliance of national/regional customer programs
Conducts national customer performance reviews in accordance with customer planning. Establishes programming metrics, completing post-program analysis, and providing support documents for customer meetings
Owns and manages Territory Marketing Funds – provide business solutions to achieve target depletion goals.
Monitors and measures account level performance for key national and regional customers within assigned geography.
Works with Regional Managers to develop gap closure measures.
Conducts annual channel and customer business review with the leadership team and other key stakeholders to determine account selection criteria & assess performance.
Identifies market execution opportunities and communicates performance against objectives
Assess opportunities to have targeted digital communication with consumers planning a wedding or party at assigned National key accounts.
High Impact Communication
Maintains communication link with key distributor On Premise personnel regarding account programming, account compliance gaps, marketing strategy, and pertinent pricing issues.
Coordinates and plans ongoing distributor performance reviews with On Premise leadership in the distributor. Provides feedback to Commercial & Marketing leadership regarding plan programming and competitive intelligence
Coordinates communications of adjustments to plan based on performance and success within assigned Customer(s)/Channel(s).
Provides monthly account update and depletion recap report with commentary for plus/minus depletion variance (versus prior year) including buying patterns, and competitive intelligence.
Required Experience & Education:
Education: College/University (Bachelors or Equivalent);
Experience: 7-10 years sales within the beverage or CPG industry with relevant exposure to handling Hotels and/or On-premise accounts
Sound financial skills: Experience in building and managing a budget.
Positive Attitude with Business Growth mindset.
Ability and willingness to travel 50% of the time, including some weekendsPreferred Experience & Education:
Experience: Spirits/ Bev Alcohol industry experience.
PC proficient in Word, Excel and PowerPoint.Demonstrated ability to create, control, and maintain financial and/or business analyses, including budgets.
Team player: Able to put the needs of the overall Brown-Forman business above the specific needs of the territory or team.
Seeks out opportunities to collaborate with leaders in other channels and territories. Keeps relevant parties informed of activity and seeks similar behavior from the area team.
Excellent strategic and tactical skills; demonstrated ability to implement and adapt national programs to the field.
Strong interpersonal skills; demonstrated ability to develop and maintain effective working relationships with all members of extended brand teams.
“ For this position, we are not offering a corporate relocation package. However, in some cases, there may be relocation assistance provided based on the business budget “
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 http://www.brown-forman.com.
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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: IMEA
Req Type: Exempt