Brown-Forman Market Manager Emerging Brands - D.C./Baltimore in Washington, District Of Columbia
Position Title: Market Manager, Emerging Brands- D.C./Baltimore
Reports to: State Manager, matrix into Emerging Brands Regional Manager
Internally Partners With: Market Manager, Field Marketing Managers, Finance Manager, Local Brown-Forman On/Off teams, and Customer Account Managers
Externally Partners With: Distributor Key Supplier Business Manager, Distributor Sales Leaders, Distributor Sales Representatives, Distributor Account Development Specialists, Promotional Agencies and local Guilds & Trade Organizations
Location: Washington, D.C.
Trade Development – 40%
Develops rapport and personally calls on targeted on-premise & off-premise accounts. Must maintain and actively work the targeted account list with at least 40 accounts.
“Hand Sells” assigned portfolio of brands to targeted gatekeepers (retailers, bar owners/managers, and bartenders)
Conducts wait staff training and coordinates brand education seminars in target accounts to create advocacy for B-F brands
Secures B-F priority brand visibility, menus, and features in targeted accounts
Market Planning & Evaluation – 20%
Working with Emerging Brands Regional Manager, State Manager, Operations Manager, and Field Marketing Managers, develops market plan for target accounts
Works with distributor channel manager to set goals and tracking for distributor sales teams
Serves as local “thought leader” for B-F Emerging Brands initiatives in market
Monitors assigned B-F portfolio brand performance with the expectation of exceeding market segment trends. Review local market performance monthly with respective RSM and local BF State Manager. Make suggestions on how to improve performance.
Participates in on-going planning meetings with internal and external stakeholders as required
Manages and maintains budget of T&E and TMF to within 2%
Training & Coaching – 40%
Responsible for training the distributor craft, off premise and on premise teams on assigned B-F brands and their competitive set.
Brand responsibility includes Old Forester, Coopers’ Craft, Chambord, BenRiach, Glendronach, Glenglassaugh, and Slane.
Responsible for formal work-withs in the market with distributor sales teams a minimum of 5 days per month. This is in addition to your independent time in the market where you may encounter distributor reps on an ad-hoc basis.
Completes ride-with contact report and works with distributor Division Manager and copies RSM and BF State Manager on continuous improvement.
Serves as B-F commercial team segment expert and coordinates training activities across the local B-F team.
Education/Experience: Bachelor’s degree plus 3+ years industry sales experience, or equivalent education/experience combination.
Demonstrated ability to build relationships and maintain effective working relationships with distributors, accounts, and all internal stakeholders
Demonstrated knowledge of three-tier distribution system
Team player: Able to put the needs of the overall Brown-Forman business above the specific needs of the territory or team. Seeks out opportunities to collaborate with leaders in other channels and territories. Keeps relevant parties informed of activity and seeks similar behavior from the area team
Ability to work some evenings and weekends as required, 20-25%. Overnight travel, 10-15%.
Proficient with Google Suite (Sheets, Docs, Slides) and Microsoft Office (Excel, Word, Powerpoint)
Must have valid state driver’s license
Physical ability to lift 60 pounds
- Experience working with scotch or a super-premium portfolio
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: USA & Canada
State: District of Columbia
Req ID: JR-00001378