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Brown-Forman Sr Key Account Manager E-commerce 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 Senior Key Account Manager E-commerce is a leadership role accountable for developing and aligning the e-premise commercial strategy with Sales and Marketing goals. This position is responsible for managing the P&L of the E-commerce Channel to achieve distribution, sell in and take away goals on the three main pillars of e-commerce: Marketplaces, last-mile apps and off-premise customers. 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.

What It’s Like to Work Here :


  • The role makes sure that the omnichannel approach is applied with our customer ́s websites and apps, with the last mile apps and the Marketplaces, assuring that Brown-Forman presents a pleasant and memorable experience to our shoppers in the E-Premise Channel.

  • Strategic implementation of JBP and annual budget by brand for the E-Premise Channel throughout the 3 main pillars of the channel: customers ́ portals, last-mile apps and marketplaces.

  • The role will have direct contact with our customers’ e-commerce managers, to have annual plans that ensure takeaway growth, by implementing promotional and communication activities to differentiate our brands from the competition. He will make sure to receive monthly takeaway information and develop a thorough analysis to measure investment efficiency.

  • Acts as Key Account Manager for those customers with an only e-commerce approach, by listing and selling our products, and maintains a strategic relation to maximizing takeaway by implementing a JBP with promotions and communication strategies.

  • Guides and supervises the activities in the marketplaces led by its team.

  • Importantly this role is responsible for collaboration with Mexico ́s marketing & sales teams to ensure that the efforts and the budgets are aligned to maximize goals.

  • Working in Partnership: The partnership between the E-commerce manager, Sales team, the Mexico Integrated Marketing Communications group and Mexico Brand Management is key.


  • Develop and implement the right strategy to reach Brown-Forman goals for the channel by analyzing past experiences and all available Data.

  • Works closely with the Global Integrated Marketing Communications Center of Excellence on the implementation of the overall Mexico Integrated Marketing Communications planning process.

  • Supervise the correct execution of the channel ́s budget in the “chequera”, the administration, including the planning.

  • Partners with key stakeholders including finance and analytics to maximize channel investment and other key strategic business metrics.


  • Looks to optimize promotional campaigns to boost takeaway across all Brown-Forman portfolio.

  • Create timely reports to key stakeholders to adapt the strategy and reach the annual goal.


  • Direct contact with our customer's e-commerce managers, to have annual plans that ensure takeaway growth, by implementing promotional and communication activities to differentiate our brands from the competition. Make sure to receive monthly takeaway information and have a thorough analysis.

  • Implement the promotional campaigns agreed upon between the customer and our Sales Key Accounts Manager ́s, assuring a proper alignment with the communication on the website/app, discounts offered by our Key Account Manager and communication through social media by the brands.

  • Keep constant communication with our digital Shelf specialist to ensure full SKU listings with the correct images and descriptions.

  • Develop timely reports along with our national retail team, with takeaway results and promotion analysis for each customer.

  • Inventory/Takeaway tracking to maintain good levels and avoid out of stocks by boosting the placing of purchase orders together with the sales Key Account Manager when required.

  • Implement a JBP for reaching sales goals, through promotional and communication activities.

  • Assuring regular payments from the customer and having a healthy balance sheet.


  • Be constant support for the E-commerce Junior Key Account Manager to have the correct implementation of the promotional plan in Amazon and Mercado libre.

  • Ensures a robust “test and learn” plan across the portfolio to continually improve our understanding of the best activities in the platforms to drive the best results relative to brand strategy & campaign objectives.

  • Boost take away of Brown-Forman brands portfolio along with marketing brand building activities.


  • Build close relationships with customers and key stakeholders to improve the effectiveness and efficiency of the partnerships. 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.

  • Develop and maintain key relationships at a corporate level.

  • Review and challenge Key Account Strategy.

  • Manage customer relationships to ensure that service efficiency, value and brand standards are met.

  • Partner with retailers for content-based collaboration.


  • Work closely with sales and customers to co-decide on platform purchase plan and product investment.

  • Collaborate with internal key stakeholders on identifying business opportunities and developing appropriate tactics and strategies.

  • Align and develop internal resources to grow overall Key accounts relationships.

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

  • Responsible for developing channel business plans involving cross-functional collaboration.

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

  • Development of his team members accordingly with Brown-Forman Strategy and values.


  • Track and manage sales volume forecasting to anticipate demand.

  • Order calls tracking and management (order generation through to delivery)

  • Assure the use of defined financial tools to invest budgets (DD and TMF) resources and maximize value creation.

  • Work closely with Supply Chain to assure sales order fill-rate compliance (order frequency & fill-rate compliance, management for minimum order call)

  • 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: College/University (Bachelors or Equivalent); Sales, E-Commerce, Marketing, Trade or similar

  • Experience: 5 – 8 years of experience in similar positions (e-commerce, new revenue streams or related)

Job Competencies:

  • Proven experience with e-commerce platforms.

  • Very strong computer/mobile technology capabilities and technology platforms/tools.

  • Strong analytics and data skills

  • Strong knowledge of office suites, e.g. Excel, ppt, word

  • Strong, fluent bi-lingual English-Spanish

  • Fast-moving Consumer Goods industry experience

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

  • Ability to think and act both strategically and tactically from developing strategic plans, working with a large 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

  • Operating with Integrity


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: Emerging International Division

City: Mexico City

State: Estado de México

Country: MEX

Req ID: JR-00003985