Meaningful Work From Day One
This is an important role within Brown-Forman UK’s On Trade & Prestige function, pivotal in executing the channel strategy. You’ll be accountable for delivering key performance indicators across the B-F portfolio, including distribution volume, pricing, brand education, visibility, and promotions.
Collaborating with your business unit leadership team, you will define sales, distribution, promotion goals, and commercial strategies for key industry wholesalers predominantly based in Scotland, some with national reach. This includes analysing performance, implementing, and evaluating trade and consumer promotions.
Crucially, this role demands a proven On Trade and Wholesale track record, with a strong understanding of IFT, MPOs and Prestige sub channels and the ability to drive a premium portfolio.
Building and maintaining an effective regional network is essential, with significant time spent in trade at customer meetings to foster strong relationships. Your network of decision‑making stakeholders will be critical.
What You Can Expect
* Drive Channel Sales Strategy: directly influence and drive sales and distribution performance through strategic engagement with wholesaler head offices and their field teams.
* Develop Comprehensive Account Plans: create and manage detailed account plans encompassing volume targets, promotional calendars, visibility strategies, logistics and financial data.
* Achieve Sales and Distribution Targets: consistently meet and exceed agreed‑upon sales and distribution goals for all designated wholesale accounts.
* Manage Commercial Execution: oversee and execute all critical commercial activities, including pricing structure, promotional mechanics, brand education and point‑of‑sale visibility.
* Cultivate Key Stakeholder Relationships: build, maintain and prioritise strong professional networks both internally and externally, focusing especially on critical in‑trade engagement.
* Pursue Business Growth Opportunities: proactively identify and secure new business, developing a robust pipeline to drive overall portfolio expansion.
* Analyze and Optimize Performance: conduct rigorous analysis of sales, distribution and promotional initiatives to evaluate performance, measure ROI and inform future strategy.
* Foster Critical Internal Collaboration: establish and maintain strong cross‑functional relationships, providing specific and essential support to the regional IFT, MPO and Prestige Sub Channels.
What You Bring To The Table
* Strong knowledge of the On Trade and Wholesale channels.
* Established network within the On Trade and Wholesale channels.
* Significant sales experience covering a range of On Trade and Wholesale environments, ability to quickly infer customer and regional needs and to unlock insights from data and use them to drive growth with our trade partners.
* Depth of experience in customer negotiations at a regional level, and a sound knowledge of UK on‑trade environment.
* Strong Business Acumen.
* High level of P&L experience.
* Passion for brands and a proven ability to deliver brand sales stories.
What Makes You Unique
* Fluent English (spoken and written).
* Strong analytical, commercial and problem‑solving skills.
* Excellent influencing skills with the ability to convey sales information clearly, concisely and visually.
* Self‑motivated with a proven ability to identify issues and projects, plan and prioritise effectively, and manage multiple projects to completion by deadlines.
* Strong business acumen, judgment and strategic capabilities.
* Superior communication skills (listening, presentations, written).
* Ability to build strong relationships at all levels with strong stakeholder awareness.
* Collaborative team player with conflict management skills.
* Adaptable, flexible and resilient.
* IT literate in Google and MS Office applications.
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.
Business Area: Europe, Africa, APAC Division
Function: Sales
City: Glasgow
State: Country: GBR
Req ID: JR-00009833
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