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Brown-Forman National Account Executive MOTR - Jack Daniel's 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.

Meaningful Work From Day One

This role is first and foremost a sales role integral to the on-trade sales function of B-F, driving performance in B-F UK’s major On Trade Retail customers. The key responsibility is to deliver SNS and profitability for Brown Forman as well as to establish and maintain a strong relationship with the customer and to achieve the objectives assigned to the channel and specifically your assigned account(s).

Working with the National Account Manager in Managed On Trade Retail, you will help define sales, distribution, inventory/stock, promotional goals and commercial strategies for your accounts; including analysis of sales, distribution and promotion performance, implementation and evaluation of trade activities.

You will have a proven sales record in working with the On Trade sector within the UK and delivering scalable activations. You will also work to establish effective and trusted business partnerships across all relevant business functions including category, supply chain, marketing and finance and provide clarity to the Sales and UK leadership team on business performance and future outlook of B-F’s relationship with major On Trade Retail customers.

What You Can Expect

Build Strong Relationships

  • Build strategic partnerships with customer(s) - (establish a top to bottom network)

  • Develop a strong relationship with customers and understand what drives their decision making process. Motivate them to purchase, promote and ensure visibility for our brands.

  • Take time to learn about the business and spend time in trade, providing insight that the customer will value

  • Build strong internal relationships across Brown-Forman. Working with the brand teams, category insights, finance, customer marketing, commercial operations and supply chain teams among others to effectively deliver growth and business development on your account(s)

Business Development

  • Continuously detect & develop customer's & B-F's business opportunities - identify risks, problems, root causes and ideate solutions

  • Meet/exceed annual volume, value & profit objectives of all brands across your account(s)

  • Work closely with the National Account Manager, the National On Trade Retail Manager, the Head of Channel, peers and other internal stakeholders on the development of business and portfolio strategies, yearly budgets and quarterly projections, trade terms, price structures, profit margins, etc

  • Successful activation of commercial and brand building drivers aligned with customer strategies and consumer insights in collaboration with customer marketing

  • Maximize new business development opportunities

  • Recommend actions to adapt to changes on a proactive basis

Commercial & Strategic Planning

  • Work with the National Account Manager to develop annual plans including volume, promotional activity, visibility, logistics and financial information along with KPIs for measuring results

  • Negotiate and close annual and seasonal commercial agreements with account(s)

  • Manage budgets and profitability to deliver value growth with rigorous commercial management

  • Develop annual joint marketing plans across the various formats within key retailers

Business Analytics and Insights

  • Provide in-depth ongoing analysis of market trends, competitor activity and identification of company/brand’s strengths and weaknesses

  • Manages the company’s sales planning, controlling of discounts spending and sales results, reporting and budgeting requirements and processes

  • Evaluate results and improve ROI

Operative Processes

  • Understand customers’ commercial trading terms & agreements

  • Customer admin set up & ongoing management (all admin relating to NPD, legal, pricing & promotions, finance, customer service, etc.)

  • Support the financial accounts with invoicing queries and use internal resources to solve them

  • Communicate logistical terms & conditions (including min. order) from 3PL

  • Accurate planning & forecasting, effective stock management

  • Inventory analysis - act in a timely manner to avoid shortages/ stock outs and excess inventory.

  • Check, download and manage information from your customers and generate reports that will allow timely decision-making.

  • Clear communication of progress of business performance initiatives

  • Use and adhere with sales processes and tools


  • Comply with internal policies and best practices.

  • Ad hoc tasks occuring within the commercial function.

  • Regular account visits

  • Promote brand awareness and education

Culture and Values

  • As a trusted and experienced member of the RTM team you will help with developing the talent and culture within the entire team.

  • Embrace B-F values through a diverse and inclusive culture where different perspectives are encouraged, and individuals feel connected and valued.

We Are Looking For People With

  • Bachelor’s Degree or equivalent experience

  • Proven ability to build and establish an effective network and relationships in the on trade sector

  • Significant, progressive sales experience

  • Experience in customer negotiations at a national and regional level, and a sound knowledge of UK & IRL retail environment

  • Strong Business Acumen, P&L experience

  • Significant experience in delivering scalable activation plans in On Trade

  • Full UK Driving License

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, flexible-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-00004531