Brown-Forman Key Account Manager DSD in Mexico City, Mexico
You Can Look Forward To
The DSD Manager is accountable develop and lead for Brown Forman Mexico volume and gross profit within an assigned territory (for Traditional M&Pops). This executive is responsible for accounts development and retention, face-to-face order negotiation and placement, manage & assure to drive BFM´s commercial strategy across the DSD accounts (business partners). Liaise between customers and cross-functional internal teams to ensure the timely and successful delivery of our solutions according to customer needs.
Responsible for expanding distribution for our RTD´s portfolio across the M&P´s in assigned territory.
Responsible to drive BFM´s commercial strategy across the DSD assigned accounts (business partners).
This will be accomplished in a compliant manner with a high degree of integrity strictly following all B-F policies and all applicable Mexican laws.
What You Can Expect
Drive Business Forward
Execute and close sales calls, focused on value-added selling activities in assigned accounts.
Manage appropriate account inventory levels and product take-aways
Support contract renewal negotiations as requested
Develop business partner relationships, win-win
Act as a commercial business partner advisor
Develop and implement commercial plans for specific accounts / brands / skus opportunities (granular opportunities), leveraged by opportunity analysis
Manage business partner appropriate credit line sales calls generation through to closure
Tracks weekly and monthly order call activity and performance measurements against assigned goals and expectations (By account/brand/sku)
Implement commercial leverages and benefits for negotiations for the DSDs accounts to maximize value creation
Monthly business review: Elaborate and present Executive Business Summaries for each account; encompassing accurate business results, market data, financial outcomes and operational issues
Collaborates with internal KSH on identifying business opportunities and developing appropriate tactics and strategies
Lead market visits to identify potential opportunities and assure plans implementation
Track and manage sales volume forecasting to anticipate potential issues
Build close relationships with customers and KSH to improve the effectiveness and efficiency of the partnership. The DSD Manager will develop and manage key business activities for the assigned accounts
Introduce key members of BFM team to further develop the partnerships as needed, always looking for possible business expansion
Implement DSD Strategy; looking to develop assigned accounts
Team Development and Internal Leadership
Develop, coordinate and execute business partner strategies through coaching and driving forward the team´s selling activities
Align and develop internal resources to grow overall Key accounts relationships by building strong links to BFM KSH
Strategically manages allocated accounts, budget and resources provided, yielding maximum effectiveness and impact
Responsible for developing business plans involving cross-functional collaboration
Develop, motivate and guide the team to achieve successful outcomes
Facilitate DSD management by coordinating selling activities and customer interactions through effective leadership and communication with other areas to ensure appropriate customers’ needs are met
Track assigned KPIs, providing adequate coaching and feedback to develop a sound plan of action for each account
Responsible for business partner salesforce training, assuring to transmit commercial strategy, plans, promotions, etc. to operate and sale thru business partner
Order calls tracking and management (order generation through to deliver)
Assure an appropriate financial tools management to invest DD and TMF resources in order to maximize value creation
Work closely with Supply Chain to assure sales order fill-rate compliance (order frequency & fill-rate compliance, management for minimum order call)
Competitor promotion and activities tracking
Manage billing, Account Payable and invoicing issues, using internal resources to solve and communicate issues
Balance promotional activities across DSDs Accounts
Education: Bachelor Business Administration, Marketing, Industrial engineering
Experience: 1 - 4 years experience in similar positions (Sales Manager or Regional FCGM distributors)
Advanced English desirable
Knowledge databases advanced Excel (office package)
Sales Administration, budgets
General administration, promotion development, project management, marketing and sales
Knowledge of the DSD channel
Reading from Nielsen and Iscam
Teamwork and under pressure
Excellent oral and written communication
Vision, leadership, initiative and proactivity
Orientation to results, analysis, capacity for decision making and problem-solving.
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
City: Mexico City
State: Estado de México
Req ID: JR-00002418