Brown-Forman National Account Manager - Sainsburys (Maternity cover 12 months) in London, United Kingdom
This role is first and foremost a sales role integral to the off-trade sales function of B-F, driving performance in one of B-F UK’s major Retail Partners. The key responsibility is to deliver NSV 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.
Working with the Senior National Account Manager, you will 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 track record in working in Grocery managing key National Accounts. You will also work to establish effective and trusted business partnerships across all relevant business functions including category, supply chain, marketing and finance and providing clarity to the Sales and UK leadership team on business performance and future outlook of B-F’s relationship with one of their major retail partners.
What You Can Expect:
Build Strong Relationships
⦁ Own & build strategic partnerships with the customer, understanding what motivates them and drives their decision making
⦁ Truly understand your customer´s strategy and B-F´s strategy to effectively build JBPs that drive collaborative growth
⦁ Build and develop strong internal relationships across B-F UK operation. Working extensively with the brand teams, category insights, finance, trade marketing and supply chain teams among others to effectively deliver growth and business development on your Account
⦁ Meet/exceed annual volume, value & profit objectives of all brands across your Account
⦁ Continuously highlight, develop, and implement new business opportunities within the Account. Along with identifying potential risk, the root cause and ideate solutions to mitigate them.
⦁ Work closely with the Head of Off-Trade, SNAM, 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;
Commercial & Strategic Planning
⦁ Develop and implement an annual collaborative Account plan (JBP) 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.
⦁ Develop and communicate annual commercial strategy and work to align with the overall UK commercial strategy including goals and KPIs.
Business Analytics and Insights
⦁ Work closely with the RGM team focus on promo efficiency & deliver F23 promo strategy. Along with continuous evaluation on all spend to improve ROI.
⦁ Provide in-depth 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.
⦁ Customer admin set up & ongoing management of the fundamentals of the Account (e.g. all admin relating to NPD, Legal, pricing & promotions, finance, customer service, etc.).
⦁ Manage billing process, A/P and invoicing issues and use internal resources to solve and communicate them
⦁ Work closely with supply chain, demand planning and customers service on stock management with a key focus on availability and forecast accuracy.
What you bring to the table :
⦁ Bachelor’s Degree in Business, Marketing or related area
⦁ Proven ability to build and establish an effective network and relationships in the grocery sector
⦁ Significant, progressive Sales and P&L experience within a top UK Grocer
⦁ Depth of experience in customer negotiations at a national and regional level, and a sound knowledge of UK & IRL retail environment
⦁ Stakeholder Management
⦁ Strong business acumen, great analytical skill and a strategic thinker
⦁ Excellent communication skills (influencing, listening, presentations, written)
⦁ Highly driven, self-starter with a positive ‘can do’ attitude
⦁ Collaborative team player
⦁ Ability to build strong relationships at all levels
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
Req ID: JR-00002948