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Brown-Forman Direct Store Delivery National Manager in Guadalajara, Mexico

Imagine working for a company that welcomes you in, inspires you to bring your best self to every opportunity, and encourages you to grow and develop your career in a resilient and fun industry. Brown-Forman offers our employees this kind of career and environment and has for more than 150 years. Together, we proudly live and work by our values, striving each day to be better and do better as people, as a company, and as members of the communities we call home. Come have a seat at our table.

What You Will Do in This Role:

Will be accountable for developing the Direct Store Delivery´s (DSD) channel and Route To Market as well as establishing and developing long-term partnerships with selected Direct Store Delivery at an executive level. Ensure that these partnerships lead to strong sales and Gross Profit performance for both sides always thinking in the short and long terms. Develop and implement tactics and the overall execution of the business plan. Liaise between customers and cross-functional internal teams to ensure the timely and successful delivery of our solutions according to customer needs.

Responsible for expanding the distribution of our Ready To Drink portfolio across the independent channel in Mexico.

Responsible for driving Brown-Forman Mexico´s commercial strategy across the Direct Store Delivery accounts (business partners).

This will be accomplished in a compliant manner with a high degree of integrity strictly following all Brown-Forman policies and all applicable Mexican laws.

The Budget that this position is responsible for: 700,000,000 Stripped net sales

What You Can Expect:

Drive Business Forward:

  • Strategic Brown-Forman Mexico point of contact with Direct Store Delivery's business partners. Will be accountable for coordinating appropriate resources and personnel to meet the DSD business partner´s needs.

  • Accountable for sales performance, strategies and tactics in coordination with Trade Marketing, Sales Field Operations, Finance and Marketing for the assigned customer portfolio. Responsible for driving sales and Gross Profit through strong, value-added relationships.

  • Lead commercial leverages and benefits for negotiations for the Direct Stores Delivery accounts.

  • Develop and evaluate account business plans to ensure that they continue to meet strategic business objectives and align with emerging trends and market changes alongside when applies.

  • Elaborate and present Executive Business Summaries to top tear accounts; encompassing accurate business results, market data, financial outcomes and operational issues.

  • Demonstrate highly effective account management skills and exemplary selling competencies.

  • Collaborates with internal Key Stakeholders on identifying business opportunities and developing appropriate tactics and strategies.

  • Track market trends and analyze these to identify new opportunities to build up Brown-Forman’s business.

  • Lead market visits to identify potential opportunities and assure plan implementation.

  • Track and manage sales volume forecasting to anticipate demand.

  • Manage appropriate account inventory levels and takeaway for his accounts and those in the team.

  • Explore and evaluate new expansion avenues in order to maximize our Ready To Drink market presence by selecting and signing partners (Including commercial strategic partnerships).

  • Balances price strategy and commercial conditions with other channels.

  • Define and Establish channel promotional activities (commercial strategy).

Customer Relationship:

  • Build close relationships with customers and Key Stakeholders to improve the effectiveness and efficiency of the partnership. Will develop and manage key business activities for top-tier customers, negotiate and maintain a sustainable long-term relationship, work to facilitate the generation of mutual benefits, unlock opportunities and always avoid Zero Sum Activities.

  • Maintain and further develop key relationships with executives and owners.

  • Introduce key members of the Brown-Forman Mexico team to further develop the partnerships as needed, always looking for possible business expansion.

  • Establish and formalize the Direct Store Delivery Strategy; from ideation to implementation, looking to strengthen Brown-Forman Mexico's relationship with top retailers.

  • Review business results with Direct Store Delivery business partner (Elite Distributors Bi-Monthly).

  • Act as a commercial business partner advisor.

Team Development and Internal Leadership:

  • Develop, coordinate and execute business partner strategies through coaching and driving forward the team´s selling activities.

  • Align and develop internal resources to grow overall Key account relationships by building strong links to Brown-Forman Mexico Key Stakeholders.

  • Strategically manages allocated accounts, budget and resources provided, yielding maximum effectiveness and impact.

  • Responsible for developing business plans involving cross-functional collaboration.

  • Lead team development through excellence by “Brown-Forman Commercial Way” implementation.

  • Facilitate Direct Store Delivery management by coordinating selling activities and customer interactions through effective leadership and communication with other areas to ensure appropriate customers’ needs are met.

  • Establish and Track assigned KPIs, providing adequate coaching and feedback to develop a sound plan of action for each account.

Operative Processes:

  • Order calls tracking and management (order generation through to delivery)

  • Assure appropriate financial tools management to invest DD and TMF resources in order to maximize value creation.

  • Work closely with Supply Chain to assure sales order fill-rate compliance (order frequency and fill-rate compliance, management for minimum order call)

  • Competitor promotion and activities tracking.

  • Manage billing, Account Payable and invoicing issues, using internal resources to solve and communicate issues.

  • Balance promotional activities across DSDs Accounts.

What Exactly Are We Looking For?:

  • Education: Bachelor of Business Administration, (Economic - administrative areas)

  • Experience: 5 years of management experience.

Knowledge, Skills and Abilities:

  • Commercial and Sales

  • Systems and Applications

  • Administration

  • Trade Marketing and Shopper

  • Driving Execution

  • Translating strategic priorities into operational reality; aligning communication, accountabilities, resource capabilities, internal processes, and ongoing measurement systems to ensure that strategic priorities yield measurable and sustainable results.

  • Translates initiatives into actions

  • Implements communication strategy

  • Creates accountability

  • Ensures skills and readiness

  • Aligns systems and process

  • Creates measurement discipline


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: Guadalajara


Country: MEX

Req ID: JR-00004577