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Brown-Forman Senior Key Account Manager in Moscow, Russia

Who is Brown-Forman?

Brown-Forman Russia is part of the international company Brown – Forman Corporation.

We are the leader in the imported premium vodka and a significant player in Standard+ whiskey segment in Russia. We offer such brands as: JACK DANIEL’S, FINLANDIA VODKA, WOODFORD RESERVE as well as a portfolio of Single Malts and premium tequilas.

We are committed to and expand our footprint in premium Whisky and Vodka categories in Russia, through a solid commercial strategy, portfolio development and building a diverse and inclusive culture that inspires and develops people, celebrating teamwork and rewarding agility.

B-F Russia's vision is to outpace competition and bring emerging markets development to new heights by boosting Premium+ whiskey & vodka growth, powering-up our commercial capabilities and developing our crew.

Meaningful Work From Day One

To be a brand champion and guardian in the Russian market, driving strategic relationships with the Direct Local KA, including promotional initiatives and in-store presence, delivering business KPIs while embracing the company’s unique, diverse corporate aesthetic within our culture.

What You Can Expect

Channel management & development.

  • Contributes to Channel Strategy development and Direct/Indirect Trading Terms system based on pay4performance principle;

  • Implements & controls the consistent application of KAM standards of developed Trading terms system both for direct and Indirect KAs managed by Regional KA team;

  • Executes Customer Plans (1y Targets, KPIs for respective Customers), monitor results on a regular basis;

  • Owns and executes Customer engagement plans based on developed Customer prioritization matrix. Use a variety of techniques, including top-to-top meetings;

  • Cooperates with internal stakeholders to plan, budget, and forecast processes to ensure integration of the B-F brands’ strategies into given DLKAs Customer Plans.

  • Participates in monthly and quarterly country KA reviews to ensure business development aligns with the annual sales plan & budget.

Leading Negotiation Campaign with DLKAs

  • Leads and coordinates the annual negotiation cycle; achieves ´win-win´ agreements that would include the annual and quarterly integrated commercial activity plan.

  • Provides a holistic analysis of customer’s strategy for the category, their priorities, and KPIs using all available data and insights about the customer

  • Maintains close contact with key stakeholders internally and externally to avoid undesired delays in negotiations.

  • Ensures that any agreement negotiated and reached would not put the organization at risk legally and/or financially.

Execution and Reporting

  • Achieves sales volume/value targets, profitability, and distribution objectives in the assigned Customer pool.

  • Develops Customer growth and executes plans with BFCW as a framework. Owns PiCOS standards.

  • Achieves SNS, distribution, profitability, and visibility targets in their Customer pool.

  • Makes regular and systematic retail calls to identify growth opportunities and threats, incl. competition’s activities.

  • Actively participates in S&OP process, builds initial forecasts monthly using KAMs or similar systems generally adopted in the company.

  • Proactively uses the complete list of execution and service KPIs:

  • PiCoS, incl. all relevant drivers, such as share of shelf, OSA, displays, and others.

  • Coverage by field salesforce

  • Distribution/Penetration of core portfolio and NPD’s

  • Pricing

  • Promotions

  • Service Levels, OTIF

Financial Management

  • Manages DLKAs sub-channel P&L with full ownership and responsibility behind it.

  • Develops annual plan, budgets and reviews them on a regular basis, anticipates budgetary needs, and proactively brings them up to the line manager

  • Analyzes ROI related to all Customers’ initiatives and communicates efficiencies, results, and impact to the Company's business (cash flow, share vs. profit, etc.)

  • Analyzes the set of promotional activities against both financial and strategic criteria and look for ways to optimize the overall investment.

KA Team Leadership & Development

  • Acts as a role model of B-F values and culture.

  • Keeps consistent focus on improving team effectiveness and efficiency.

  • Provides KA team Gap with skills assessment together with HRBP on a ½ year basis. Supports, coaches, and guides to the Team IDPs to grow talents.

  • Delegates co-leadership in project work to stretch and enhance the team’s skill set.

  • Provides ongoing feedback in 1-2-1 sessions with Team members;

  • Leads and supports D&I culture within the Team;

  • Engages and motivates the team.

What You Bring to the Table

  • University Degree (Management/Economics - preferable)

  • Strong experience in sales, P&L (not lower than USD 8 Mln.), Russian retail environment in FMCG and spirits and beverages industry (as an advantage)

  • Commercial acumen, ability to translate business strategy into daily operational tactics, to unpack the client’s needs, and provide persuasive offer

  • Ability to manage and complete significant workload in a high pressure/fast-paced environment and to take the initiative to act independently and solve problems

  • Business English, fluent Russian - spoken and written

  • Ability to travel across Russia – minimum 25%

Nothing Better in the Market

Total Rewards at Brown-Forman is designed to engage our people to ensure sustainable and profitable growth for generations. As a premium spirits company, we offer premium and equitable pay, bonus scheme, and other benefits that reflect our company values and meet the needs of our diverse workforce.

In Brown-Forman Russia we offer the competitive benefits package including, but not limited to flexible-working options, life insurance, medical insurance for you and your direct family, along with vibrant career opportunities and set of perks.


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: Moscow


Country: RUS

Req ID: JR-00002959