Meaningful work from day 1 This is a key role in driving the company's business in terms of value, profit, and brands’ objectives in the strategic channel of National Key Accounts (On- and Off-Trade customers) through developing and executing commercial strategies and plans, using the framework of B-F Commercial Way, fully leveraging a complete understanding of customer’s strategies and priorities as well as shopper insights and deploying revenue growth framework and guidelines.

It sets high operational standards for the entire National Key Accounts channel, ensuring consistent use of Key Accounts Manager principles, focusing on a pay-for-performance approach.

This role requires a significant ability to influence external partners and customers, as well as internal stakeholders.

What you can expect

• Builds, develops and implements National Key Accounts channel strategy and contact strategy to drive sustainable, profitable growth for both B-F and the customers, while achieving high levels of customer engagement.

• Leads the development of a full year National Key Accounts channel activity plan in close cooperation with marketing team and incentive programs relevant for the channel in cooperation with Sales Operations team.

• Interacts and communicates effectively with key decision influencers internally and externally (speaking in the customer’s language) and is perceived as a value-adding partner.

• Achieves appointed sales targets, distribution, profit and visibility objectives in assigned customer accounts, and consistently raise the bar on performance against key targets.

• Ensures achieving the maximum coverage with available resources and in close cooperation with Brown-Forman’s distributors and distributor managers.

• Makes regular and systematic customer visits according to work plan and customer coverage

• Manages full channel and customer P&L, and provides ROI analysis and reviews plans and budgets frequently, anticipates budgetary needs and proactively adjusts budgets/programs to business priorities.

• Communicates channel’s/customer vision and provides strategic input to other departments in the company incl. co-creation of business strategies.

• Understands the overall fit of products within the category and channel and effectively communicates this fit to gain appropriate new points of distribution, increase the quality of display, optimize value, and run effective promotions. Defines an optimal portfolio by format/customer.

What you bring to the table

• College/University (Bachelor or Equivalent).

• 8 years minimum in FMCG/Spirit branded products.

• Experience in national customer direct cooperation, minimum 5 years of sales leadership roles with P&L responsibility.

• Deep knowledge of the Chinese retail environment, with at least 5 years of significant FMCG/Spirits experience

What makes you unique

• Good English writing.

• Commercially savvy and solution-focused to solving problems.

• Data-driven, evidence-based decision-making.

• Strong business & commercial acumen and judgment, with strategic capabilities.

• Negotiation and sales ability / persuasiveness

• Collaborative team player, able to build & maintain productive partnerships.

• A role model of constructive behaviors, compliance, and a champion of Diversity and Inclusion.

Who We Are

We believe great people build great brands. And we know there is Nothing Better in the Market than a career at Brown-Forman. Being a part of Brown-Forman means you will grow both personally and professionally. You will have the opportunity to solve problems, seize opportunities, and generate bold ideas. You will belong to a place where teamwork matters and where you are encouraged to bring your best self to work.

Many Spirits, One Brown‑Forman- We believe that an inclusive culture, one that values the diversity and unique perspective of each individual, allows us each to bring our best self to work and leads to greater teamwork, creativity, and trust.

Cultivating a Caring Culture- We know that our strong culture is one of the many reasons people love working at Brown‑Forman.

Enriching Life. Enriching Careers- At Brown‑Forman, we craft products known for bringing people together. Our employees have made us what we are today and are the reason for our success. Do not just take our word for it. Brown‑Forman is consistently recognized as a Great Place to Work® in countries around the world.

What We Offer

Total Rewards at Brown-Forman is designed to engage our people to ensure sustainable and profitable growth for generations to come. As a premium spirits company, we offer equitable pay structures for individual and company performance alongside a premium employee experience. We offer a range of premium benefits that reflect our company values and meet the needs of our diverse workforce.

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: Shanghai

State: Shanghai

Country: CHN

Req ID: JR-00007075