Brown-Forman Senior Key Account Manager in Moscow, Russia
Who is Brown-Forman?
Brown-Forman Russia is part of international company Brown – Forman Corporation.
We are the leader in the imported premium vodka and 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 achieve sales and distribution objectives as well as executing TOP Quality standards in brand building activities and brand education in KA channel across country, to ensure the best position on the market
What You Can Expect
Develops Tier-1 Customers mid and long-term strategy, contributes to the annual planning and implements channel management in order to drive sustainable, profitable growth;
Designs the system of balanced Trading Terms based on pay4performance principles to ensure efficiencies of investment;
Achieving appointed sales targets, distribution, profit and visibility objectives in assigned client accounts in the respect of budget by analyzing the portfolio of promotional activity against both financial and strategic criteria and looking for ways to optimize the overall investment.
Developing the interaction strategy based on the client relationship, building trust and promoting further collaboration as appropriate to maximize mutual sales and profit;
Setting and agreeing to broad strategic objectives supported by key insights which challenge organizational thinking and drive step-change growth. Cooperates with internal stakeholders respectively for planning, budgeting and forecasting processes to ensure integration of the brands’ strategies into given NKA client strategy.
Leads monthly and quarterly country TOP KA reviews to ensure business development is in line with the annual sales plan & budget.
Leading Negotiation Campaign
Leads annual negotiation of Trading Terms and achieves ´win-win´ agreements with TOP-7 NKA customers including all promotional plans, programs and activities developed for respective clients through Distributor’s KA team.
Interacting and communicating effectively with key decision influencers both within organization, Client and Distributor’s side and are perceived as an expertized source.
Ensure any agreements negotiated and reached do not put the organization at risk legally and/or financially.
Execution and Reporting
Manages national NKA channel P&L.
Develops KAs client’s growth and execution plans to be applied.
Achieves appointed sales targets, distribution, profit and visibility objectives in channel via distributor’s field force.
Quarterly client visits according to work plan in order to identify areas of improvement and collecting and updating information about competitors’ activities.
Co-leads joint S&OP process.
Conducts regular field market visits across country, provides market review and competition analysis of the regular basis.
P&L responsibility of volume share of the business within top performing modern trade clients.
Manages Net Sales budget with full ownership and responsibility behind it.
Ensure investment threshold into client is applied as per annual plan.
Review plans and budgets on the regular basis, anticipate budgetary needs, and proactively report into Commercial management to align on adjustment of budgets/programs to business priorities.
Analyze the set of promotional activity against both financial and strategic criteria and look for ways to optimize the overall investment.
Distributors’ KA team supervising
Participates in team creation by providing consultancy on required knowledge, capabilities and experience.
On-boards Distributor’s Dedicated KA team, business strategy and overall market trends.
Sets balanced business targets per client, plays pivotal role in business results evaluation, providing directions and consults distributor’s KA team on volume and distribution targets.
Participates in the regular Distributor’s service assessments as a key influencer and recommends reward approach.
What You Bring to the Table
Years of Sales experience with consumer goods or other premium/image products
Sound knowledge of Russian Retail market, National Retailer
Customer direct cooperation and management
Сommercial acumen and strategic decision making
Fluent in Russian & English
Nothing Better in the Market
Total Rewards at Brown-Forman is designed to engage our people to ensure our sustainable and profitable growth for generations to come. As a premium spirits company, we offer premium and equitable pay & bonus for individual and company performance. We offer a range of premium 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 the set of other perks.
*A more detailed JD is available on request
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
Req ID: JR-00001872