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Brown-Forman Territory Manager- On Trade - Gurgaon in Gurgaon, India

The role is responsible for leading the commercial operations and profitable growth of Brown-Forman Brands in the New Delhi, India region. This includes developing an in depth understanding of the commercial drivers in the area and being responsible for managing the area’s P&L. Provide executional brand building support for the India On-Premise business. The Territory Manager is the expert in their particular territory, responsible for ensuring brand availability, tracking competitor activity and planning and executing marketing support and promotional events.


  • Achieves brand distribution and visibility objectives based on organizational goals.

  • Will be responsible & working closely to drive the distribution team to achieve the budgets in his region. Executes specific secondary placement targets for each brand.

  • Conduct’s regular and systematic customer visits according to work plan and customer coverage within the territory.

  • Builds excellent relationships with On-Premise customers at all levels, with a specific focus on gaining opportunities for increased partnership in brand building activities.

  • Regularly identifies and pursues new business development opportunities.

  • Implements and evaluates promotional activities in On-Premise outlets according to annual plan and B-F guidelines, with guidance and support from Trade Marketing Manager.

  • Provides training material on B-F Brands and conduct training for customers and distributor partner staff when required.

  • Manages all POS material for territory and distributes and tracks this for all brand activities.

  • Provides training material on B-F Brands and conduct training for customers and distributor partner staff when required.

  • Provides Area Manager/Regional Manager with information on business and consumer trends in the market.

  • Clearly communicating B-F strategies and objectives to customers

  • Developing strong partnerships with all customers in order to understand their objectives and identify opportunities

  • Compiles a monthly report on competitor activities in the market.

  • Manages brand promotion budget assigned to the territory.



  • Bachelor’s Degree in business administration or marketing.

  • Minimum 3-4 years of experience in beverage alcohol sales, or experience in purchasing, events management or related activities in the hospitality industry.

  • Fluent in spoken and written English.

  • Fluent in local language.

  • Aptitude to learn quickly and to apply learning to tasks.

  • Ability to perform under minimum supervision, with well-developed initiative, and ability to exercise independent judgment.

  • Ability to develop and maintain effective work relationships with internal and external contacts.

  • Ability and readiness to travel within the market and region.

  • Hands on experience working in the India alcoholic beverage market

  • Proven ability to work operate effectively in a collaborative matrix

  • Highly results driven.


  • Experience selling in Horeca channel.

  • Experience selling IFL brands.

  • Understanding of and experience with premium brands.


  • Continuous Learning & Development

  • Decision Making

  • Personal Initiative

  • Building Collaborative Partnerships and Relationships

  • Be a Champion of Brown-Forman Brands

  • Driving for Results Every Day

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: International

City: Gurgaon

State: Haryana

Country: IND

Req ID: JR-00000404