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Brown-Forman Sales Operations Manager - Canada in Toronto, Ontario

POSITION TITLE : Sales Operations Manager

TITLE OF IMMEDIATE SUPERVISOR : National Finance Manager - Canada


The Sales Operations Manager, Canada serves as the lead supply chain role in Canada, effectively overseeing and managing the product from forecast to shelf and providing provincial analytics. Working closely with B-F supply chain translating sales and marketing plans into reality, the role relies on project coordination and communication excellence to be successful and align all key stakeholders on the same goals.

Reporting Relationships

  • Reports to: National Finance Manager

  • Partners with:

  • Canada: Sales and Marketing

  • USA & Canada Region: Supply Chain ( Customer Service, Global Production, QA), Finance, Brand Teams, & B-F Design

Role Responsibilities

Product Commercialization

  • Canada “expert” for labels, packaging standards, shipping requirements, and route to market and managing those processes as they relate to commercialization of new / existing skus

  • Partner with Sales and Marketing to steward innovation initiatives through Stage-gate process

  • Core responsibilities of new product launches;

  • develop 3 year forecast in conjunction w/ sales team & track first 90 days of launch

  • communicate & manage to key timelines & deadlines

  • facilitate identification of project risks & establish risk management plans

  • collaborate w/ Supply Chain & Global Production to ensure proper and timely supply to support launch

  • Core responsibilities of packaging Updates

  • lead entire process while communicating key dates / timelines to Sales & Marketing

  • partner w/ Supply Chain to manage existing inventory levels & ensure smooth transition

  • partner w/ Sales & Marketing on “launch” plans & communication to key stakeholders

  • Lead the assessment and recommendation of SKU delists &/or expansion (in conjunction w/ Sales & Marketing)

  • Manage specialty sku and allocation process (One-time skus, By the Barrel, Gift Packs, Sample Procurement)

  • Partner w/ US brand teams & supply chain on initial allocations, pricing & market strategies & managing qty

  • Partner w/ Sales & Marketing on allocations by province, timing, communication, etc.

  • Communicate key details & oversee applications

Inventory Management

  • Establishes monthly sku level depletion forecasts for all provinces and works w/ US inventory & demand planning teams to translate into shipments & modify throughout the fiscal year.

  • Partners closely with Sales, Marketing & Finance to implement the business strategy, develop accurate demand plans and validate forecast accuracy

  • Monitors Shipments for all provinces & vendor-managed inventory for British Columbia & Alberta and liaises with Inventory Planning and Customer Service on all inventory / shipment issues as well as managing Canada inventory conference calls.

  • Collaborate with the Commercial sales team, liquor boards, and internal supply chain to maximize orders and product flow to support liquor board requests and sales team’s needs including communications and solution options where order delays exist

  • Partners with Customer Service and Liquor Boards to ensure the optimal balance between service and inventory levels are met through the S&OP process

  • Assure current/potential supply performance issues, non-compliance, capacity imbalances, excess inventory, etc. are communicated to the appropriate stakeholders in a timely manner

  • Ensures effective monthly demand plan is in place to identify and resolve significant and/or critical supply-demand issues

  • Partner with Brown-Forman Supply Chain on any supply or product issues while managing those issues at the Canada level and with liquor board partners

  • Work closely with supply chain partners to identify & resolve operational issue and constraints and develop new strategies & opportunities to increase efficiencies and revenue

  • Support and improve the inventory planning and reporting functions for Canada across all brands.

  • Weekly analysis & delivery utilizing inventory and perpetual inventory reports in order to develop an “alert” and “solutions” strategy with recommended actions to mitigate supply disruptions.

Forecasting, Reporting & Analysis

  • Responsible for total Canada & province level depletion / takeaway forecasts

  • During fiscal planning process;

  • Works with all stakeholders to assure that product promotions, marketing plans, sales plans, product launches and product phase-out plans for all product lines are addressed as part of the S&OP process

  • In conjunction with marketing and sales teams, translates brand plans and field sales plans into actionable priorities and programs that deliver results and drive activation in both retail and on-premise accounts.

  • On an ongoing basis & during monthly business updates;

  • Maintain an ongoing, accurate forecast via communications with sales teams and reviews of current trends

  • Understand retail, on-premise, & marketing activations and programs to maximize accuracy of the numbers

  • Oversee shipment forecast by province

  • Partner with Demand/Supply planning to ensure accurate shipment forecast for Canada

  • Update forecast monthly & maintain accuracy to ensure continuous supply, particularly to British Columbia & Alberta markets

  • Produce the monthly flash report for Canada (& province level)

  • Translate month sales by province into monthly flash report & provide insight into the key drivers for each brand

  • Identify to Finance Manager any risks or upside to FY depletion plan & work with SLT on identifying opportunities for continuous growth

  • Provide decision support and advice to Country Manager and Finance

  • Responsible for all aspects of Canada Reporting & Competitive Analysis

  • Provide post-program feedback and analysis in conjunction with Operations Team & Finance Manager

  • Maintain monthly category & competitor reports

  • Analyze business performance data to support Canada management team decision-making

Success Factors:

  • Analytical Ability: The ability to independently identify problems, analyze relevant data, think critically, generate alternatives, and recommend appropriate and actionable solutions. Think rationally and logically, recognize and test assumptions, move to problem resolution by identifying facts, causes and issues and present solutions.

  • Planning, Organizing, and Prioritizing: Directs or allocate finite resources towards the achievement of specific plans, projects, goals or objectives which are identified as having precedence in importance. Ability to effectively manage and complete all aspects of complex projects.

  • Connect/Collaborate: Demonstrated ability to work on projects with cross-functional teams to meet consensus goals.

  • Business Acumen: Demonstrates good business sense, including the ability to correctly interpret financial information, and make effective and efficient use of financial resources to achieve intended objectives.

  • Excellent Communications: Proven ability to communicate information and ideas to others in an understandable manner. The ability to comprehend and understand new information.

  • Goal setting and Evaluation: Jointly or individually establishes and communicates performance and provides feedback on progress towards the accomplishment of established goals and objectives.

  • Technological literacy: Possesses and demonstrates appropriate level of technical expertise and familiarity with technical developments, primarily associated with, but not restricted to computer knowledge and skills. Utilize technology to retrieve, display, input, gather, produce, and analyze information

  • Business Innovation: Demonstrate solid business sense and the ability to generate unique and effective solutions to problems. Includes the ability to generate options and alternatives to problems or issues, and encourage new ideas to appropriately question accepted ideas or solutions. Asks “what if” questions.

  • Ambiguity: Demonstrated ability to work in an ambiguous environment.

Must Have Requirements:

  • Bachelor’s degree in Supply Chain, Business Administration or Finance plus 5-7 years related business experience; or equivalent educational and related work experience.

  • Demonstrated ability and knowledge of various software packages, particularly Microsoft Excel, Word, PowerPoint, and SAP.

  • Ability to independently plan and prioritize multiple projects with attention to detail and work collaboratively across functional areas.

  • Personal honesty and integrity.

  • Ability to build relationships across cultures and skillful in in collaborating between interdepartmental personnel.

  • Ability to work flexible schedule to meet deadlines. Ability to travel 5-10%.

  • Interpersonal skills combined with strong oral and written communication skills.

  • Proven ability to independently organize work projects. Collect, analyze data and present results in a concise, actionable format.

  • Ability to manage business processes and troubleshoot issues that may arise.

Preferred Requirements:

  • Experience in international business environment.

  • Experience in the wine and spirits industry or FMCG

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: Global Finance

City: Toronto

State: Ontario

Country: CAN

Req ID: JR-00001376

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.

Applicants to and employees of this company are protected under Federal law from discrimination on several bases. Follow the links below to find out more.

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