Brown-Forman Field Execution Manager, West Russia in Saint Petersburg, 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
The main responsibility of this role is ensuring excellence in execution of BFR portfolio of brands in all trade outlets assigned to the territory in accordance with BF standards.
What You Can Expect
Analysis and planning
Contributes to the development of PICOS by format led by channel Trade Marketing team;
Using the data available in the CRM system (Salesforce) identifies gaps in Execution and Sales force efficiency (SFE) KPIs achievement and presents an action plan, aligned with the KAM team, to address those gaps at regular KA review meetings. Updates the forum on any relevant competitors’ activities, such as new launches, promotional support, pricing etc. , etc.);
Ensures that up-to-date Customer master data is maintained in Salesforce according to an established process with Sales Operation & Development.
Participates in periodic reviews of service norms and other efficiency KPI’s led by SO&D team.
Performs periodic analysis of visit routes in terms of their efficiency, proposes adjustments if necessary.
Provides regular feedback, communicate with KA Team and merch agencies regarding TM plan execution;
KA Field Force management, achieving PICos and Efficiency KPIs
Validates the execution and efficiency KPI’s targets (both execution and efficiency) proposed by SO&D department and cascades to the team members (KASs) according to the established process;
Performs regular outlet audits in the assigned territory, identifies systemic gaps between audit results and reported data and addresses them with the agency.
Informs merch agencies about KA Contract terms, Trade marketing plan changes (listings, display address programm, POSm placement);
Approves KAS`s weekly routing plan, driving the team for solutions to improve efficiency;
Analyses useful time in field at the territory level, constantly seeks ways to improve efficiency in collaboration with SO&D.
Provides strong leadership and direction to 4-5 direct reports
Acts as a role model of B-F values and culture
Leads a diverse and inclusive culture where different perspectives are encouraged and individuals feel connected and valued
In collaboration with the HR department, identifies the organizational capability gaps in Sales dept. and addresses them through appropriate learning and development programs, provides necessary infrastructure for that incl. automation solutions.
Supports team development by providing opportunities and coaching to the team with on-going appreciative & constructive feedback
Engages the team in company’s visions and directions and motivates the team to make active contribution
Sets up tools and processes that will address a needed change on continuous performance improvement for the sales teams.
What You Bring to the Table
University Degree; Management/Economics preferable
Years’ of experience in sales, Team development & management
Expertise in the Russian retail environment
Experience in the FMCG industry is a must.
Customer direct management and a background in the spirits and beverages industry will be an advantage.
Sufficient business English, excellent Russian speaking and writing
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: Saint Petersburg
State: St. Petersburg
Req ID: JR-00003491