Brown-Forman Territory Manager - CA in Irvine, California

Job Description:

Position Title: Territory Manager - CA

Business Area: NAR Sales West Division

Location: Irvine, CA

Reporting Relationships:

Reports to: Division Director

Direct Reports: Territory Portfolio Manager On-Premise (Matrix Manager), Territory Portfolio Manager Off-Premise (Matrix Manager), Southern California State Manager – Off/On General Market, Northern California State Manager – Off/On General Market, CA Chain State Manager

Partners with: Division Leadership Team, Brand and Field Marketing Leadership, Division Finance Team, Linkage Leadership, National and Regional Accounts Teams, Distributor Leadership, Key Customer Contacts



• Leads the California teams to understand, develop and implement key customer initiatives across Chain, On and Off Premise channels

• Allocates resources appropriately and drives a proper balance of growth between the Chain, On and Off Premise channels

• Brand responsibility includes the entire B-F portfolio

• Champions the effort to win at the point of purchase. Collaborates with division teams to ensure superior distributor execution of brand initiatives

• Leads, coaches and develops a Team of 20 People – both direct and indirect reports

• Partners and influences Division Leadership Team, including Marketing, Linkage, Finance, and National Accounts

• Champions the Agency leadership and commits to the development and placement of this talent into the organization

o Negotiates and manage distributor investment and support

• Manages distributor structure and Brown-Forman dedicated team and structure

• Leads the CA 2025 strategic plan

Planning & Analysis

• Responsible for the delivery of gross profit and depletions in CA with growth expected next fiscal

• Coordinates communications of adjustments to plan based on performance and success in their respective area of responsibility

• Manages the implementation and execution of B-F business plan with distributors and holds them accountable for results

• Manages the resource allocation and budget process

• Shares alignment with the regional marketing and customer teams

Distributor Management

• Serves as the primary contact with the distributor executive leadership

• Sets the strategic brand direction of all programs delivered to the distributor and holds them accountable for results

• Monitors and measures performance of distributors

• Manages the margin, pricing and pricing support

• Builds business relationships with key distributor leadership in CA

Must Requirements:

Education/Experience: Bachelor’s degree plus 7-9 years sales experience or 10+ years sales experience within Beverage Alcohol Industry

• Demonstrated ability to build relationships and maintain effective working relationships with distributors and accounts and all internal stakeholders

• Excellent manager and developer of people: demonstrated commitment to providing regular, constructive feedback to business partners; demonstrated coaching ability; ability to objectively assess both skills and potential

• Demonstrated knowledge of beverage alcohol business and three-tier distribution system

• Team leader: Able to build and sustain effective, results-producing teams, within the state, across business functions, and with business partners

• Action-oriented: Responds in a timely and effective manner to business issues and opportunities

• Highly organized: capable of meeting multiple deadlines and juggling multiple projects

• Literate with word processing programs (such as Word), spreadsheet programs (such as Excel), and presentation programs (such as PowerPoint)

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

• Must have valid state driver’s license




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

We're on Twitter:

See us on LinkedIn:

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: Irvine

State: CA

Country: United States

Req Type: Exempt

AutoReqId: 4151BR