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Brown-Forman Key Account Manager - Off-Premise in Tokyo, Japan

Brown-Forman Asia is one of the operational units of the Brown-Froman International division. Asia presents one of the largest opportunities for Brown-Forman globally and is expected to continue to be one of the most significant growth contributors to the company. B-F Asia is composed of 19 countries with 100+ employees distributed across offices in 10 key mega-cities. From a portfolio perspective, Asia is largely led by our flagship Jack Daniel’s Tennessee Whiskey, presenting a large opportunity for our Super Premium portfolio of American Whiskeys and Single Malt Scotches.

Meaningful Work from Day One

This position is an integral part of the Commercial team in Japan. The role will contribute to the management of our key accounts of authorised stores on eCommerce in Japan, as well as driving business growth and development through the recruitment of new eCommerce key accounts in collaboration with our distributor.

What you will experience

Drive growth and innovation of E-Commerce Ecosystem

  • Play a key role in Japan eCommerce business strategy development and implementation to deliver overall business objectives.

  • Formulate, build, drive and manage business model, and technology-enabled solutions in Brown-Forman Japan eCommerce

  • eCommerce plan execution to deliver business commercial results, in consultation with the Commercial Director and distributor

  • Focus on authorised e-tailer development, and the implementation of new accounts.

  • Maintain in-depth understanding of Japan eCommerce landscape, trends and identify and unlock business grow opportunities.

  • Partner with Marketing teams to drive inbound traffic to eComm platforms through paid and owned assets

  • Client management to further strengthen business relationships with eComm key accounts to achieve volume and performance KPIs.

  • Clear KPI set up/ sales plans / promotions calendars for Key Accounts to be in line with company strategy and Country Plans

Business Development & Performance Tracking

  • Work closely with sales, marketing and distributors to co-decide on platform purchase plan, product investment and planning calendar.

  • eCommerce developments beyond large known e-tailers.

  • Regular reports monitoring, regular analysis (including conversion rate, GMV, PV, UV etc), improvement action plans and execution.

  • Collaborate with Brand Marketing and Digital Marketing teams to prepare, execute and report on marketing campaigns and return on investment.

Communication & Collaboration

  • Effective communication across commercial, digital and marketing teams is essential

  • Represent Japan as part of Regional/ Global eComm forums, committees, meetings

  • Provide support as required for the management and development of broader Asia eCommerce as needed

Your Profile

  • University graduated – business major related

  • 8 years working experience in sales related industry – at least 2 years working experience in eCommerce related field; Spirit industry background is strongly preferred;

  • eCommerce commercial and marketing knowledge

  • Proven ability to communicate and collaborate across regions and functions

  • Advanced computer skills – systems back office exposure, and strong excel & ppt.

  • Fluent in Japanese, oral & written (emphasis on written. Oral - professional level is acceptable)

  • English preferred

  • Project management & detailed task monitoring

  • Strong commercial sense and 5yrs+ account management skills

  • Proven ability to build business relationships

  • Strong passion for the eCommerce channel


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: Tokyo


Country: JPN

Req ID: JR-00002543