Brown-Forman Territory Manager - FL in Miami, Florida

Job Description:

Position Title: Territory Manager, Florida

Business Area: NAR Sales/Southeast Division

Location: Miami, FL

Reporting Relationships:

Reports to: Southeast Division Director

Direct Reports: FL Off-Premise State Manager, FL On-Premise State Manager, Premium Whiskey Manager, JD FOB Manager, Multi-Cultural Market Manager

Matrix Reports: Territory Portfolio Manager

Partners with: Division Leadership Team, Brand and Field Marketing Leadership, Division Finance Team, SAMIE Leadership, National and Regional Accounts Teams, Distributor/Broker Leadership, Key Customer Contacts, and Greenhouse/Hive agency leadership



  • Leads the Florida team to understand, develop, and implement key customer and consumer initiatives across channels and geographies

  • Allocates resources appropriately and drives a proper balance of growth across the entire B-F portfolio

  • Champions the effort to win at the point of purchase, leveraging ATI

  • Collaborates with division team to ensure superior distributor execution of brand initiatives

  • Leads, coaches and develops a Team of 14 People – both direct and indirect reports

  • Partners and influences division leadership team, including marketing, linkage, finance, and national accounts.

  • Negotiates and manages distributor investment and support

Planning & Analysis

  • Owns and is accountable for the short and long-term state plan

  • Responsible for the delivery of depletion, net sales, and gross profit targets

  • Clearly communicates any adjustments to plan with division leadership throughout the year, and establishes alignment with distributor partners

  • Drives accountability through the use of Nielsen and survey data

  • Utilizes GFK consumer trend data to direct team’s efforts to highest potential opportunities

  • Manages the resource allocation and budget process

  • Establishes alignment with the regional marketing and CCD teams

Distributor Management

  • Serves as the primary contact with the distributor executive leadership team (President, EVP, Alliance GM)

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

  • Monitors and measures performance of distributor, including account specific execution, channel coverage, and consumer expertise (e.g. multi-cultural)

  • Negotiates targets, and manages major incentive programs (e.g. B-F 150)

  • Successfully implements and evolves ATI to meet market and performance needs

Must have Requirements:

  • Bachelor’s degree plus 7-9 years sales experience or 10+ years sales experience within Beverage Alcohol Industry

  • Consumer orientation

  • 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

  • #AP1

  • #TAP

  • #2017GlobalBrandQuilt

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

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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: NAR Sales

City: Miami

State: FL

Country: United States

Req Type: Exempt

AutoReqId: 4316BR