Quote from Hiring Manager

This is a great role within our On Trade team, which leads and inspires our own NAE team and sales teams within our wholesale partners, to grow our core brands at scale across the UK On trade. Whilst ensuring our regional wholesalers have what it takes to deliver success on all brands.

Meaningful Work From Day One

This role is first and foremost responsible for leading and developing a team of National Account Executives responsible for building effective relationships and delivering agreed targets with key Wholesale partner sales teams across the channel. Reporting to the National On Trade Wholesale (OTW) Manager, the Wholesale Sales Manager (WSM) will work in conjunction with the National Account Team to drive the overall productivity and effectiveness of the team in line with the overall channel strategy.

This is a maternity cover contract till October 2025. This role can be based anywhere across the UK.

What You Can Expect

• Team Management & Development Provide strong, supportive leadership and direction to direct reports. Leading a diverse and inclusive culture where different perspectives are encouraged and individuals feel connected and valued. Collaborating with the HR department, identify the organizational capability gaps and address them through appropriate learning and development programs. Work with the OTW Manager and Head of On Trade on Talent Management and succession planning processes for the sales organization i.e. Talent Review, Performance Growth Planning, etc. Spend regular days in trade with each member of your team, providing regular feedback and coaching on the day to help deliver the team's potential. Actively educate and drive team behavior in line with corporate, social responsibility as well as our culture..

• Business Partnering Regular Trade Visits and attendance of relevant customer meetings. Establish trusted long term relationships and network with key Wholesale counterparts such as Regional Managers. In order to facilitate the productivity and effectiveness of your team's relationships with their external sales counterparts. Build strong internal relationships across Brown-Forman’s UK operation ensuring that the right people get involved. Maintain a first class network of key influencers within key wholesale customers. Work in partnership with the Wholesale National Account team to ensure the sales engagement strategy is aligned to the strategic account direction and joint business plans

• Business Development Ownership and accountability of full teams P&L. Demonstrate that your approach to business opportunities and problems is with a solutions focused mindset. Continuously detect & develop customer's & B-F's business opportunities - identify risks, problems, root causes and ideal solutions. Meet/exceed annual volume & profit objectives of all brands set against your team to deliver the overall channel plan including their own allocated wholesale accounts. Embrace the business strategy by working closely with the OTW Manager and other internal stakeholders on development of business and portfolio strategies, yearly budgets and quarterly projections in order to deliver volume and value targets. Be commercially creative to maximize new business development opportunities and collaborate with the Regional Sales Management team as appropriate. Work with direct reports to organize and facilitate On Trade sales drives within their regions to support key seasonal periods with both internal and external stakeholders.

• Commercial & Strategic Planning Understand, communicate and drive team behavior in line with both long and short term business and brand strategy. Support team in sales and negotiations including renewals, new business and seasonal agreements. Utilize data and work closely with the Category & Customer Marketing teams to proactively prioritize and maximize opportunities as well as review the performance of the team in all aspects of KPIs e.g. Distribution, Visibility, and Activation. Collaborate in planning and budgeting processes, ensuring the integration of the Brown-Forman brand strategies into the wholesale channel strategy. Ensure that all sales processes and tools are followed and compliant to standard.

• Operative Processes Understand customers’ commercial trading terms & agreements. Ensure Customer Admin set up & ongoing management (all admin relating to NPD, Legal, pricing & promotions, finance, customer service, etc.) of your team's accounts. Ensure the management of your team’s customer billing, A/P and invoicing issues. Stock management & availability at all times (accurate planning & forecasting - internally & externally). Clear communication of progress of business performance initiatives

What You Bring to the Table

• Always act as a positive role model of B-F values and culture

• Understanding of the Wholesale and On Trade channels and wider market dynamics and a proven network within the On Trade Wholesale sector

• Previous National Account Management experience with the understanding of the importance of building effective relationships within customer sales teams

• Excellent leadership skills and demonstrated people management experience

• Significant, progressive Sales experience covering a range of environments

• Ability to unlock insights from data and use them to drive growth with our trade partners

• Depth of experience in customer negotiations at a regional and national level

• Strong Business Acumen, P&L experience

What Makes You Unique

• You are an inspiring leader, who understands the importance of cross channel collaboration to grow business.

• You have a positive attitude and can demonstrate resilience by overcoming challenges and staying calm under pressure.

• You constantly look for ways to improve our relationships with customers at all levels of their business.

Who We Are

We believe great people build great brands. And we know there is Nothing Better in the Market than a career at Brown-Forman. Being a part of Brown-Forman means you will grow both personally and professionally. You will have the opportunity to solve problems, seize opportunities, and generate bold ideas. You will belong to a place where teamwork matters and where you are encouraged to bring your best self to work.

What We Offer

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

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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

Function: Sales

City: London

State:

Country: GBR

Req ID: JR-00007963