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Brown-Forman Field Sales Operations National Manager in Mexico City, Mexico

Imagine working for a company that welcomes you in, inspires you to bring your best self to every opportunity, and encourages you to grow and develop your career in a resilient and fun industry. Brown-Forman offers our employees this kind of career and environment and has for more than 150 years. Together, we proudly live and work by our values, striving each day to be better and do better as people, as a company, and as members of the communities we call home. Come have a seat at our table.

What You Will Do in This Role:

The National Field Sales Operations Manager will be accountable for the excellent execution of all communicated plans at an outlet level including a continuous focus on the implementation of the Picture of Success, as well as the timely reporting, the tracking of performance and taking of corrective actions to optimize plan delivery. Have a 360°understanding (Country/Market Context, Channel, Category, Customer, Competitor, Consumption Occasion and Shopper), which is continuously refined and updated to develop timely & meaningful insights which can be commercially leveraged and provided the foundation for channel & customer management. Work collaboratively with cross-functional internal teams to ensure the timely and successful delivery of our solutions according to customer & channel needs.

This will be accomplished in a compliant manner with a high degree of integrity strictly following all B-F policies and all applicable Mexican laws.

How You'll Know this Role Is For You :

Drive Business Forward

  • Plan Field sales operations team activities & initiatives, which balance the business needs and capacity of the team and execute the channel & key customer plans.

  • Secure that activities are effectively communicated to the Field sales operations team with all relevant assets, tracked via Salesforce and other tools, and tracked through the provision of individual & management reporting.

  • Use segmentation and prioritization of customer outlets to determine field salesforce resourcing and activity planning

  • Effectively manage resources through the consistent & continuous review of customer outlet coverage, territory structure & size, route planning and the optimization of salesforce customer-facing time

  • Support sales channels on hitting/exceeding annual sales, takeaway and Gross Profit targets

  • Accountable for sales performance, strategies and tactics in coordination with Sales, ShoVi, SFO, Finance & Marketing

  • Secure product availability & execution of excellence

  • Translate the strategy into frontline behaviors and actions

  • Collaborates with internal Key Stakeholders on identifying business opportunities and developing appropriate tactics

  • Lead market visits to identify potential opportunities and secure plan implementation.

  • Track and manage sales volume forecasting to support sales channels in anticipating demand.

  • Lead contract negotiations with 3rd party providers as required

  • Accountable for creating and maintaining consistent en efficient coordination and communication with the Sales & ShoVi teams.

Customer Relationship

  • Build close relationships with customers and Key Stakeholders to improve the effectiveness and efficiency of the partnership. Influence his/her team to develop and manage key business activities, negotiate and maintain a sustainable long-term relationship, work to facilitate the generation of mutual benefits, unlock opportunities and always avoid Zero-Sum Activities.

Team Development and Internal Leadership

  • Align and develop internal resources to grow overall relationships by building strong links to Brown-Forman Mexico Key Stakeholders.

  • Strategically manages allocated accounts, budget and resources provided, yielding maximum effectiveness and impact.

  • Develop, motivate and guide the team to achieve successful outcomes.

  • Influence the team to develop regional and store-level relationships that allow a sustainable business for Brown-Forman Mexico.

  • Track assigned KPIs, providing adequate coaching and feedback to develop a sound plan of action for each account.

Operative Processes

  • Work closely with Sales teams and Supply Chain to assure sales order fill-rate compliance, appropriate store inventory levels and takeaway

  • Competitor promotion and activities tracking

  • Manage billing, A/P and invoicing issues and use internal resources to solve and communicate issues.

We Are Looking For People Who :

  • Education: Minimum: Bachelor’s degree in Business Administration, Industrial Engineering, or similar, preferred MBA, International education.

  • Experience: 5 to 7 years of experience in similar positions. Sales, Commercial and/or Business roles in FMCG/CPG.

  • Strong, fluent bi-lingual English Spanish

  • Commercial development of leading brands in the market of high rotation.

  • Effective working in a fast-paced and fluid environment requires strong ownership, a bias for actions, ability to prioritize, and deliver high-quality results.

  • Ability to think and act both strategically and tactically from developing strategic plans, working with la arge amount of data, to applying metrics to test hypotheses, develop insights, and quantify results.

  • Demonstrate strong learning capabilities in new skills, new methodology etc.

  • Good financial / business sense, with an understanding of the impact on business


Business Area: Emerging International Division

City: Mexico City

State: Estado de México

Country: MEX

Req ID: JR-00004123