Brown-Forman National Customers Manager - Off Trade in Paris, France

Job Description:

Brown-Forman France, Great Place to Work 2016, 2017 and 2018, a disabled-friendly company where D&I are a daily culture, is looking for its sales department a:

National Customers Manager - Off Trade (M/F)

Reporting to the Sales Director France, the National Customers Director Off Trade leads a team of Key Account managers, Category managers and assistants.

In collaboration with the Sales Director France, he/she participates in the construction of the sales strategy in order to achieve goals set by Brown-Forman France. He/She collaborates with the board and the other departments.

This person will define the negotiation and category strategies in order to achieve goals of P&L based on the customer relation development and the implementation of an annual action plan. They will define the customer strategy by regularly monitoring the results and their analysis. Proactive to adapt the strategy and the implementation of the organization, develop the tools, federate the team and anticipate the medium-term needs.

Manage their team to reach company’s goals while allowing them to grow and proposing training plans for their professional development.

Main Responsibilities:

Manages the business development and reach the objectives set:

  • Develops a short and medium-term vision of customer strategy, channels and categories.

  • Actively contributes to development of business plans by optimizing all levers: commercial, category management, financial, logistic.

  • Ensures a good collaboration between the different services of the company: Marketing, Finance (management control, accounting), Logistics (customer service, sales anticipation.), HR, Legal and Sales force.

  • Drives the investments and improves their profitability: this person will be responsible for the customers’ P&L.

  • This role will work very closely with the Sales Director and collaborate closely with the National Sales Manager On Trade to match business strategies between networks (agreements, terms of sales, prices…).

  • Collaborate closely with the National Field Sales Manager Off Trade to define the local customers’ strategy and implement the customer’s action plan for the Sales Representatives.

  • Ensures the signing of all customers contracts in the time required by law and in agreement with the company’s objectives (in terms of finance and volume).

  • Participates in European working groups and collaborates with other countries.

Main actions:

  • Develop their knowledge of customer and network (independent and grouped) build strong and lasting business relationships with customers.

  • Defines customer and category policy as well as investment strategy.

  • Management: Empowers, develops, motivates and ensures the performance of the team.

  • Management and direct coaching of the key accounts in negotiating agreements (execution, negotiated counter parties, P&L, support during appointment…).

  • Direct manager of some customer accounts (national or international).

  • Manages budgets and achieves profitability objectives through rigorous control of investments made by their team: agreements and promotion.

  • Elaborates a perfect merchandising strategy.

  • Ensures the good forecast of sales in close relation with the logistics department.

  • Collaborates with the marketing/trade marketing to develop the brands.

  • Takes part in international meetings.

  • Ensures the implementation and monitoring of annual, monthly and weekly KPIs: volume, revenue, promotions and allowances.

  • Organizes regular meetings with managers from other departments (supply, finance, marketing…) to link close relationships and efficient results’ tracking.

  • Be responsible of the proper implementation of the “Commercial Way”.

Must experience and skills:

  • Ability to manage a team.

  • Excellence in negotiation.

  • Analytical skills and ability to find solutions.

  • Autonomous and collaborative with their management, the team and the other departments.

  • Knowledge and culture of the network with good interpersonal skills.

  • Good listener and great communications skills.

  • Organized and rigorous, anticipating capability.

  • Results oriented, not afraid of challenges and has an ability to evolve in a demanding environment.

  • Curious (internal and external environment) and open to changes.

  • Masters all aspects of customer P&L management.

  • Bachelor’s Degree in Business or similar discipline, 10-15 years’ significant experience in negotiation & category management for FMCG market.

  • Masters the Office Suite (Excel &Powerpoint).

  • Fluent in French & English.

#ND 1


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

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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: Corporate

City: Paris

State: Int'l

Country: France

Req Type: Exempt

AutoReqId: 4660BR