Brown-Forman Business Development Manager - Walmart/Sam's Club in Irvine, California
"This role offers an amazing opportunity to bring Brown Forman’s Strategic imperatives to life inside a top retailer in the U.S. As we look to drive above category growth within the highly complex world of Beverage Alcohol, I believe this is a great opportunity for a motivated individual to join a highly collaborative and electrifying team to turn data and insights into fact-based-selling-stories. The position collaborates with both internal and external business and will challenge, grow, and reward the right person looking to join our team. " - National Account Manager
Location: Results Anywhere
Preferred: Bentonville, AR, Louisville, KY, Dallas, TX, Atlanta, GA or Irvine, CA
What You Will Do in This Role :
Leads the B-F Business Development responsibilities for Walmart and Sam’s Club
Analyze and optimize sales (Depletion and takeaway), pricing and replenishment goals to grow B-F share within the accounts and the accounts’ share within the industry
Supply chain focus to drive OOS prevention and inventory optimization
Leadership role in the Joint Business Planning (JBP) process
Drive the Business Development strategy in Walmart and Sam’s Club through the formulation of ideas to address the strategic needs and requirements of key stakeholders
What You Can Expect :
Supports the Business Development strategy for the customer with primary focus on sustaining buyer targeted margin goals and growth of the overall topline business volume for B-F
Partners with customer and distributor partners to lead the Business Development initiative that supports profitable sales growth with Walmart/Sam’s Club
Joint Business Planning: Volume forecasting, margin commitments/maintenance, innovation forecasting, inventory efficiencies, case pack improvement opportunities, OOS trend analysis with accountability plan, programming recommendations and post-activation analysis
Partnering with National Account Manager (NAM) to recommend strategies that support/maintain profit goals
Partners with NAM to identify portfolio growth opportunities that are mutually beneficial to Brown-Forman and Walmart/Sam’s by uncovering opportunities to assist in driving sales initiatives and growth potential through assessment of internal data and syndicated data, market visits, and collaboration with Consumer/Shopper Insights to identify relevant consumer trends
Partners with the distributors and NAM to drive key execution initiatives (e.g. featured programming, OOS closure, Void/Add-Delete compliance, and pricing consistency)
Drive pricing thought leadership, aligning on forward-looking pricing strategies and margin impact that aligns with buyer goals
Own the Portfolio Maintenance within customer and proprietary systems
Business Reporting and Analytics
Supports Customers and Brown-Forman by providing reports and insights for account initiatives and review meetings
Maintains scorecards to monitor trends and communicate key wins and shortfalls with plan of action, along with Category scorecards for benchmarking B-F business vs. other suppliers, reviewing high level trends and identifying gaps/opportunities
Identifies and analyzes opportunity gaps in Margin, Share, Sales, Inventory and Programming performance vs. Annual Business Plan.
Evaluates promotional awards to ensure compliance with activation and monitor lift commitments
Tracks competitive market level price points on key items for core markets to assist with pricing strategies
Works with internal and external partners to implement process/cadence addressing Out-of-Stocks, Adds/Deletes, Value Added Packaging opportunities.
Collaborates with Customer Marketing Manager and National Account Lead to delivers Business Reviews/JBP for Walmart/Sam’s during key time frames
Supplement NAM’s ownership of account relations through the objective presentation and participation in key Walmart/Sam’s meetings, delivering value-added insights and recommendations to grow category and brand sales based upon core retailer definition for success:
What Exactly Are We Looking For ?
A Bachelor’s Degree with 5-7 years of analytical/financial experience with a multinational CPG company, Master’s Degree and 3-5 years of experience, or 11-13 years of relevant experience (Beverage alcohol experience a plus)
Demonstrated knowledge and expertise in producing high quality marketing, sales and/or financial analysis.
Demonstrated intellectual curiosity, passion for problem solving and strong diagnostic skills in order to connect the dots and provide a thorough business analysis.
Demonstrated creativity and innovative approaches in solving analytical problems.
Demonstrated expertise utilizing various data sources (e.g. Nielsen, NABCA, AOffice, Financial, Consumer Insights, Spectra, internal account data, etc.) for analysis.
Demonstrated business acumen, sound business judgment and ability to provide advice to management based on the analysis.
Ability to learn econometric modeling concepts with the ability to interpret the output, communicate the business insights through storytelling, and influence business decisions throughout the organization.
A proactive self-starter with a strong consultative customer approach to their work with a bias towards making a value-driving business decision as a result of the analytical work.
The ability to take national level analysis and work with local finance/sales teams to localize the analysis in order to make the work actionable.
Ability to work both independently and within a team while putting the success of the group ahead of personal ambitions.
Personal honesty and integrity: the ability to effectively handle confidential information and materials.
Exhibit the intellectual integrity and professional maturity to provide management with objective and impartial analysis.
Excellent oral and written communication skills, relationship building and influencing skills with the ability to collaborate with partners across a broad organization (Sales, Marketing, Operations, Finance).
Proficient with Microsoft Excel, PowerPoint, and Google applications along with ability to be proficient with relevant database and business warehouse programs (e.g. SAP, AOffice, Nielsen Connect, Tableau)
Ability to travel up to 10% of the time
What Sets You Apart:
Experience in alcohol beverage industry
Knowledge of chain account management
Experience working with Walmart in the pricing support and/or analytical experience
Experience with Retail Link, STX, Pricing Gateway, and VIP with the ability to transfer these skills to a new industry
Ability to work within a Joint Business Planning model to deliver win/win scenarios for both Walmart and Brown-Forman
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
Req ID: JR-00004526