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Brown-Forman State Manager, Southern California in Irvine, California

Position Title: State Manager, Southern California



  • Serve as coach and leader to Southern California Team, ensuring they progress in their roles, preparing them for future opportunities

  • Monitor business performance of team through frequent engagement, standardized performance reviews, and personal development plans

  • Ensure local team remains clear on objectives and prioritization of those objectives

Planning & Analysis

  • Manage and build brand sales/marketing plans and budgets to meet or exceed the net sales targets developed and approved by Territory Manager and Division Director

  • Leads strategic business decisions within Southern California

  • With the support of the Territory Portfolio Manager and Finance team; build and communicate the brand commercial plans to Distributor Leadership - agree on objectives, targets, priorities and budgets

  • Lead pricing strategies that are unique to market where RIPS are driver vs standard pricing levers. Must be able to plan based on long term outlook.

  • Analyze and plan channel business; off-premise independent and on-premise for Southern California

  • Lead evaluation and adjustment to plans based on performance and success in the market

  • Monitor and communicate competitive, consumer and pricing activity and make changes or recommendations to Territory Manager, Territory Finance Manager and Territory Portfolio Manager

  • Serves as local conduit for implementation and execution of Channel & Customer Development Group on-premise programming

  • Leads TPS review meetings with distributors

Distributor & Agency Management

  • Serves as a primary contact with distributor leadership

  • Collaborates with distributor Southern California General Sales Managers & Channel Directors for oversight of business management and execution

  • Responsible for the execution of all Southern California commercial plans with the distributor team, and holding them accountable to agreed upon targets/goals in the on-premise and off-premise general market

  • Monitors and measures performance of all general market distributor activities that affect Brown-Forman brands

  • Collaborate with Territory Manager to plan and utilize distributor investment, brand spending and brand activity support

  • Applying responsible conduct and behavior to all things that you do that affect our company, products, distributor, customers and agency


  • Bachelor’s degree plus 5-7 years sales experience (Beverage Alcohol Industry preferred), or 9-11 years of years sales experience within Beverage Alcohol Industry.

  • Demonstrated ability to build relationships and maintain effective working relationships with distributors and accounts and all internal stakeholders.

  • Demonstrated People Leader Experience with ability to manage and develop direct reports: demonstrated commitment to providing regular, constructive feedback to business partners; demonstrated coaching ability; ability to objectively assess both skills and potential.

  • Knowledge of three-tier distribution system.

  • Team leader: Able to build and sustain effective, results-producing teams, within the state, across business functions, and with business partners.

  • Action-oriented: Responds in a timely and effective manner to business issues and opportunities.

  • Highly organized: capable of meeting multiple deadlines and juggling multiple projects.

  • Literate with word processing programs (such as Word), spreadsheet programs (such as Excel), and presentation programs (such as PowerPoint).

  • Must be able and willing to travel (by air and car) up to 30% of the time.

  • Must have valid state driver’s license.

  • Prefer knowledge of both on- and off-premise.

Grade: FS 5

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

City: Irvine

State: California

Country: USA

Req ID: JR-00000240