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Brown-Forman International Customer Director in Paris, France

The objective of the role of the International Customer Director is to build up a powerful cross-regional collaboration within B-F to counter the increasing power of buying alliances, so that we can achieve portfolio business opportunities and growth and mitigate the impact of purchasing alliances through smart negotiations.

Primary Responsibilities:

  • Act as thought-leader for the development and establishment of best forms of engagement with international alliances and customers

  • Responsible for developing and executing the international customer strategy, ensuring that the international brand, portfolio & business strategy as well as local customer strategy are aligned in the international customer negotiation targets and delivery

  • Work to ensure excellence in the execution of core disciplines of the BF Commercial Way (channel & international customer strategy, trade terms, revenue growth management)

  • Collaborate with multiple internal stakeholders, including revenue management, brand business insights, sales directors & key accounters, data governance & analytics, general managers, accounting, finance and marketing, HR

Main Tasks

International key customer monitoring:

  • Monitor international key account landscape (companies, geographic coverage, legal shape & scope, development & potential evolution);

  • Track existing and potential international customers (customer scorecards for BF brand SKUs)

  • Coordinate IKA teams across geography to track contract implementation (conditions, payment terms), n/n price development per customer and geography, condition development, and to understand the impact of local strategic key customer strategies on international customers as well as aspired counterparts from international customers

Determine and align the Long term strategic direction of international customers:

  • Create strategic international customer scenarios (incl. risk assessments)

  • Suggest priority in sync with international goals

  • Build and propose international key customer strategy by establishing pricing corridors and creating and aligning rules to navigate within these corridors

  • Align the IKA strategy with the Sales Council (Sales Director forum), key country GMs and the international leadership team

Plan and execute the IKA negotiations:

  • Create annual international customer scenarios (incl. risk assessments)

  • Suggest priority in alignment with annual international business planning goals and long term customer strategies

  • Build and propose annual international key customer negotiation strategy

  • Align negotiation strategy with the sales council (i.e. all contributing & affected sales directors), key country GMs and the international leadership team

  • Depending on the shape of the international account / contract situation agree on role, negotiation mandate and escalation process and layers (e.g. lead country, international director lead etc.) with the international leadership team and the sales directors

  • Negotiate with alliances and seek lead country approach for international customers

  • Sign international customer contracts

Evolute the B-F Commercial Way and IKA capabilities:

  • Develop and establish internationally harmonized sales terms and conditions

  • Establish internationally aligned customer views

  • Ensure systemic implementation (SAP etc.) of sales terms & conditions and customer views

  • Creates & establishes common channel definitions & systemic tracking across all business models

  • Be a key contributor and collaborator to the continuous improvement of detailed disciplines within the BF Commercial Way such as trade terms, revenue management & channel strategy

Lead and influence teams

  • Influence commercial, trade marketing, marketing, finance, IT organization to drive commercial culture change

  • Build strong links to BBI (data & tracking), IT (data governance, analytics, systems), revenue management (portfolio, pricing and geography), commercial (sales directors and key accounters), key GMs, legal, finance (sales controlling), accounting as well as the international leadership team

Experience:

  • Experienced negotiator with international customers

  • Collaborator across all management levels and consensus builder across geography and functions

  • Strong analytical mind set

  • Strategic thinker & excellent implementer

  • Experience in setting success metrics,

  • post-evaluation &

  • continuous business driver improvement

  • Solid understanding of category management & other shopper marketing disciplines

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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: International

City: Paris

State:

Country: FRA

Req ID: JR-00001305

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.

Accommodations available upon request including an Interpreter.

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