Brown-Forman Regional Sales Manager in Istanbul, Turkey
Who is Brown-Forman EurAsia ?
EurAsia stands for 3 key Markets of the EA IMEA region : Russia, Turkey and Ukraine as well as CIS cluster. It is a dynamic collection of markets very diverse, all with exciting brand communication challenges. Ukraine is an open market with booming e-commerce and fierce competition for share of voice. Russia & Turkey are highly regulated markets communication wise. Reaching out to consumers in this environment while being compliant is a daily challenge for creativity. In all of them, digital plays a crucial role. The local marketing teams need a strong thought partner to take theircomms strategies to the next level.
This is a leading position in developing Off Trade coverage and responsible for delivering the Key Performance Indicators (volume, distribution, market share, visibility) for Brown-Forman brands within Off Trade (MT & TT) channel in Turkey and fulfills distribution, listing targets and development of functional reports. Interfacing with all TT distributors, KA outlets, TT outlets, sales structure to encourage and develop strategy, programs and goals to achieve these objectives in supervised region.
The role is responsible for leading business, strategic area sales execution, delivering objectives (personal & team) as well as leading & developing of people (direct reports consist of Senior Sales Supervisors and reporting to them Sales Supervisors).
Basic Function and Responsibilities:
Leading regional Off Trade Sales team
Regular on the job coaching and developing competences of the group of Senior Sales Supervisors and Sales Supervisors (1 to 1 meetings, PGP, development plan, etc.)
Support & develop subordinates on the job by regular feedback, effective communication, listening to the ideas, open minded for the change
Provide regular sales meeting with subordinates on weekly basis to update of the results and collect feedback of the development opportunity.
Off Trade Area – MT & TT
Active route management (development & Execution) according to the company standards and strategies
Manage volume, distribution, market share, OOS level, and shelf presence by achieving targets in designed region
Implement promotional activities developed by Marketing, Trade Marketing as well as provide feedback/evaluation
Implement Off Trade promotional activity plan aligned to brand plans and delivering maximum return on investment as well as provide feedback/evaluation
Constantly challenge status quo looking for better solutions & more effective activity
Administrative tasks - preparing and delivering on time the expected data, reports, performing activity evaluation according to standards and procedures applicable in the company. Reading corporate e-mails regularly.
To be continuously in touch with the market, competitor activity, category trend, as well as highlight regional opportunities and threats to the business.
Execute regular and systematic trade visits strategy for the region
Implement Sales & Brand strategies by cooperation with key stakeholders
Communicates channel’s vision to the subordinates in the region and provides strategic inputs from field to other departments in the company.
Ensures effective communication in supervised region as well as between MT, Off Trade, On Trade, Marketing/Trade Marketing and Finance
Provides Management Team with regular business update reports and with other reports as necessary
Provides regular communication of relevant information on channel competitor activity and category trends as well as highlights opportunities and threats to the business.
Develops and manages customers’ database in the supervised region. Constantly challenge present status quo to focus visits of the people on the key volume maker customers
Develop, negotiate/lead & implement contract & trade terms strategy.
Develop cooperation to partnership level rather than transactional relationship
Responsible for management of checks, collectives, letter of guarantees. Cooperate with B-F Finance
Money collection from Distributors and Retailers
Net sales budget management, ensuring that all activity is aligned to brand plans and deliver maximum return on investment.
Controls operational costs of subordinated team
Cooperates with Back Office in planning and budgeting processes ensuring integration of the B-F brands strategies into Off Trade channel strategy
Required Experience & Education:
Education: College/University (Bachelors or Equivalent);
Experience: Must Experience:
At least 3-4 years of people management experience
At least 6-8 years’ experience in FMCG, preferable category and field
English Language is a must for this role.
Preferred Experience & Education:
Education: College/University (Bachelors or Equivalent);
Experience: Preferred Experience:
Distributor/KA management in FMCG industry.
Proficient computer use (Excel, Power Point)
Knowledge of sales and negotiation techniques
Thorough knowledge of the market
Organization of the work process
Ease in establishing new relations
Usage of financials in cooperation with customers
Preparing and making presentations for customers
Broadening Business Value
Long term & Strategic thinking
Planning and Organizing
Project & Change Management
Nothing Better In The Market:
Total Rewards at Brown-Forman is designed to engage our people to ensure our sustainable and profitable growth for generations to come. As a premium spirits company, we offer premium and equitable pay & bonus for individual and company performance. We offer a range of premium benefits that reflect our company values and meet the needs of our diverse workforce.
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
Req ID: JR-00002636