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Job Information

Brown-Forman Key Account Manager in Monterrey, Mexico

What You Will Do in This Role:

The Key Account Manager will be accountable for developing long term partnerships with your portfolio of assigned Key Accounts. Ensure that these partnerships lead to strong sales and Gross Profit performance for both sides always thinking in short and long terms. Implement tactics and the overall execution of the business plan. Connect with key business executives and stakeholders. The Key Account manager will liaise between customers and cross-functional internal teams to ensure the timely and successful delivery of our solutions according to customer 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.

What It’s Like to Work Here:

Drive Business Forward

  • The Key Account Manager is the lead Brown Forman Mexico point of contact with the assigned key accounts and will be accountable for a successful customer business relationship coordinating appropriate resources to meet the customer´s needs.

  • Accountable for sales performance, both takeaway and deployments, strategies and tactics in coordination with Shopper Visibility, Sales Field Operations, Credit and Collection, Finance & Marketing for the assigned customer portfolio.

  • Responsible for driving sales and Gross Profit through strong, value-added relationships and business understanding.

  • Develop a trusted advisor relationship with key customer stakeholders and executive sponsors.

  • Lead contract negotiations for the assigned accounts.

  • Develop and evaluate account business plans and ensure they meet strategic business objectives and align with emerging trends and market changes.

  • Elaborate and present Executive Business Summaries to accounts; encompassing accurate business results, market data, financial outcomes and operational issues.

  • Demonstrate highly effective account management skills and exemplary selling competencies.

  • Collaborate with internal Key Stakeholders on identifying business opportunities and developing appropriate tactics and strategies.

  • Track market trends and analyzes these to identify new opportunities to build up Brown-Forman’s business.

  • Perform market visits to identify potential opportunities and assure plans implementation.

  • Track and manage sales volume forecasting to anticipate demand.

  • Assist with high severity requests or issue escalations as needed.

  • Communicate clearly the progress of monthly/quarterly initiatives to internal and external stakeholders.

Customer Relationship

  • Build close relationships with customers and KSH to improve effectiveness and efficiency of the partnership. The Key Account Manager will develop and manage key business activities for the assigned accounts, negotiate and maintain a sustainable long-term relationship, work to facilitate the generation of mutual benefits, unlocking opportunities and always avoiding Zero Sum Activities.

  • Maintain and further develop key relationships with retail senior buyers and executives at a corporate level.

  • Introduce key members of Brown Forman Mexico team to further develop the partnerships as needed, always looking for possible business expansion.

  • Establish and formalize the Key Account Strategy; from ideation to implementation, looking to strengthen Brown Forman Mexico relationship with top retailers.

  • Review business results with Key account business partner.

Team Development and Internal Leadership

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

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

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

  • Facilitate account management by coordinating selling activities and customer interactions through effective leadership and communication with other areas to ensure appropriate customers’ needs are met.

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

Operative Processes

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

  • Assure an appropriate financial tools management to invest on discretionary discounts and Trade Marketing Funds resources in order to 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, inventory levels).

  • Competitor promotion and activities tracking.

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

  • Balance promotional activities across Retailer Development accounts.

  • Monitoring the financial portfolio of each of your assigned business partners.

We Are Looking For People Who:

  • Education: Bachelor of Business Administration, Marketing, Finance (Economic - administrative areas)

  • Experience: 2-4 years experience in Modern Channel in consumer goods companies in a similar position.

Knowledge, Skills & Abilities:

  • Strong commercial acumen.

  • Strong analytics and data skills.

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

  • Strong, fluent bi-lingual English-Spanish (not necessary)

  • Fast-moving Consumer Goods industry experience.

  • Effective working in a fast paced and fluid environment that requires strong ownership, 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 large amount of data, to applying metrics to test hypotheses, develop insights, and quantify results.

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

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

Job Competencies:

  • Operating with Integrity

  • Living the Brown Forman Vision and Values

  • Driving for Results

  • Acting as a Brand Ambassador

  • Modeling Diversity and Inclusion

  • Drive Innovation

  • Collaboration with Global / Regional, Customers, and Other Stakeholders

  • Act Like an Owner

  • Inspire Other

  • Develop Self and Others


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: Monterrey

State: Estado de México

Country: MEX

Req ID: JR-00003447