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Brown-Forman MPO Regional Sales Executive - Jack Daniel's (remote opportunity) in London, United Kingdom

What’s It Like To Work Here

Our vision for Brown-Forman UK is to be the industry leading organisation by delivering top tier results, through building a diverse culture that inspires people, celebrates teamwork and rewards agility.

Just six months after launching its newly independent organisation in the United Kingdom, Brown-Forman UK was officially certified as a Great Place to Work and a Centre of Excellence in Wellbeing in 2020-2021. We are thrilled to announce most recently Brown-Forman UK, for the second year in a row, has been certified as a Great Place to Work in 2021-2022 again and Excellence in Wellbeing reaching the Top Ten employers within the Medium Sized category of employers, and number one in beverage alcohol companies.

We believe all employees can realise the true value of diversity and inclusion and create a stronger, more competitive organisation where each employee has the opportunity to reach their desired potential. In the UK we have a Diversity Council consisting of our UK Leadership Team and also four employee resource groups (ERGs) for our employees: GROW (Growing Remarkable Outstanding Women), YP (Young Professionals), SEED (Supporting & Elevating Ethnically Diversity) and PRIDE (LGBTQI+). Alongside these ERGs we have various committees such as Alcohol Responsibility, Sustainability and Livewell teams that have great engagement within the business and make a great difference to the environment we work in.

Meaningful Work From Day One

This is a Regional Sales role accountable for driving B-F joint business partnerships with the Managed Premium Operators located on the specified geography. This position sits within the On Trade Retail Sales function of B-F and Jack Daniel's but requires a cross functional approach to crafting and delivering joint business plans with the defined MPO partners in order to grow the B-F portfolio of brands.

This role provides the right candidate the exciting opportunity to shape the B-F direction within this area of the On Trade, working to grow with an enviable portfolio of premium brands ensuring the right fit with MPO partners. With support also from the wider B-F and Jack Daniel's Team, you will take on the responsibility of crafting and delivering regional MPO sales and activation plans partnering with some of the most diverse, dynamic and expanding groups within the On Trade.

Pivotal to this role will be a proven track record of personal accomplishment within a competitive FMCG environment, solid negotiation skills at a regional or head office level, a high level of understanding of the On Trade and key dynamics within, as well as the ability to drive a premium portfolio with a long term strategy. You will have the ability to establish and maintain an effective network within the sector at a regional level and the ability to extrapolate and analyze data in order to identify and seize genuine opportunity.

What You Can Expect

Business Partnering

  • Regular Trade Visits and attendance of relevant customer meetings

  • Continuously improving the relationship with customers to deliver Joint Business Plans within the On Trade Retail Channel at a regional level

  • Detect areas of opportunity in the channel and prospect for New Business

  • Build strong internal relationships across Brown-Forman’s UK operation. Working with the brand teams, category insights, finance and supply chain teams among others to effectively deliver growth and business development across your region

  • Be a key On-Trade point of contact for the business in your region attending events and building key relationships at appropriate events and activities

  • Ensure corporate and social responsibility are always front of mind

Commercial & Strategic Planning

  • Create robust and timebound Joint Business Plans for accounts and demonstrate volume and value growth YoY in line with key KPIs and in correct outlet segmentation

  • Negotiate and close commercial agreements with defined customers

  • Prospect and Tender negotiations for new business

  • Manage budgets for your area of responsibility within company guidelines and to exceed objectives

  • Utilize data and work with the On Trade Category & Customer Marketing team to proactively maximize business opportunities

  • Review and evaluate the performance of our brands within the defined portfolio of on trade outlets in all aspects of KPI’s e.g. Distribution, Visibility, and Activation

  • Comply with all sales processes utilizing the correct tools

Operative Processes

  • Responsible for specific key brand executions

  • Maximize the prominence of our brands at each venue and audit ongoing compliance

  • Lead product tastings and presentations to customer decision makers

  • Organize appropriate level of customer training and education and/or consumer tastings

  • Execute, manage and evaluate incentive plans for staff and account owners

  • Effective planning and control of the company's budget and resources

  • Quarterly submission of Customer Invoices to release agreed investments

  • Timely submission of Investment Rationale and Promotional Sales Agreement form for sign off

  • Monitoring and reporting of own activities and competition

  • Monitoring and complying with administrative activities of the channel

What You Bring to the Table

  • Strong Knowledge of UK On Trade and market dynamics

  • Clear understanding of the Route to Market channel

  • Established network within the UK On Trade

  • Significant, progressive Sales experience covering a range of environments

  • Depth of experience in customer negotiations and account management to regional level

  • Strong Business Acumen, P&L experience

  • Ability to quickly infer customer needs

  • Ability to unlock insights from data and use them to drive growth with customers

Nothing Better in the Market

Total Rewards at Brown-Forman is designed to offer our people a Premium Experience to ensure our sustainable and profitable growth for generations to come. As a premium spirits company, we offer equitable pay & bonus based on individual and company performance. We offer a range of benefits that reflect company values and meet the needs of our diverse workforce.

In Brown-Forman UK, some highlights of the competitive benefits we offer include, but are not limited to, medical/dental insurance, hybrid-working options, product allowance and gym membership; along with global career opportunities.

To find out more about what it’s like to work at Brown-Forman UK, please visit our LinkedIn Life Page. We look forward to meeting you soon!


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: Europe Division

City: London


Country: GBR

Req ID: JR-00004385