Brown-Forman Key Account Manager (LKA) in Moscow, Russia
Who is Brown-Forman?
Brown-Forman Russia is part of the international company Brown – Forman Corporation.
We are the leader in the imported premium vodka and a significant player in Standard+ whiskey segment in Russia. We offer such brands as: JACK DANIEL’S, FINLANDIA VODKA, WOODFORD RESERVE as well as a portfolio of Single Malts and premium tequilas.
We are committed to and expand our footprint in premium Whisky and Vodka categories in Russia, through a solid commercial strategy, portfolio development and building a diverse and inclusive culture that inspires and develops people, celebrating teamwork and rewarding agility.
B-F Russia's vision is to outpace competition and bring emerging markets development to new heights by boosting Premium+ whiskey & vodka growth, powering-up our commercial capabilities and developing our crew.
Meaningful Work From Day One
The role is a member of Commercial team, responsible for strategic relationships with and is a primary contact to one or more Modern retail chains or Key accounts (The Customer).
This role’s primary purpose is to ensure the implementation of the portfolio and channel strategies/priorities into customer annual plans and deliver on business KPIs, such as sales volume, profitability and physical availability KPI’s, using all available data/insights on customer’s strategy and priorities and shopper insights.
What You Can Expect
Having Company strategy, portfolio and channel priorities and pay-for-performance approach as a base, leads the annual planning and implements customer management standards that drive sustainable, profitable growth for both the company and the Customer, while achieving a high level of Customer engagement. FInd Companys and Customers Strategies common ground and revert it into Customer Plan for short (1 year) and mid-term (2-3 yy) perspective;
Achieves sales volume/value targets, profitability and distribution objectives in the assigned Customer pool.
Maximizes promo efficiency in close cooperation with RGM team, using promo guidelines, proactively monitors progress against targets and proposes ways for its improvement, leveraging 360* understanding of the customer, the shopper and competition.
Owns engagement plan with the Сustomers aimed at building strategic partnerships based on trust and using joint value creation as a principle. Such plans may range from an effective transactional relationship to a collaborative Category approach and strategic multi-disciplinary initiatives.
Maintains updated org structures for their customers with key decision making roles and contacts.
Contribution into Negotiation
Leads and coordinates the preparation to, including organizing necessary cross-functional internal collaboration, and co-owns with their line Manager the annual negotiation cycle; achieves ´win-win´ agreements that would include the annual and quarterly integrated commercial activity plan.
Provides a holistic analysis of customer’s strategy for the category, their priorities and KPI’s that would help create a winning selling presentation and negotiations scenarios.
Maintains close contact with key stakeholders internally and externally to avoid undesired delays in negotiations.
Ensures that any agreement negotiated and reached would not put the organization at risk legally and/or financially.
Execution and Reporting
Develops Customer growth and execution plans . Owns PiCOS standards for their customers aligned with Trade Marketing based on portfolio and channel priorities and shopper insights.
Achieves SNS targets, distribution, profitability and visibility objectives in the assigned Customer pool.
Makes regular and systematic retail calls in order to identify growth opportunities and threats, incl. competition’s activities.
Actively participates in S&OP process, builds initial forecasts monthly using KAMs or similar systems generally adopted in the company.
Proactively uses the full list of execution and service KPI’s to have an informed discussion within sales and X-functionally on gaps and opportunities in delivering against targets:
PiCoS, incl. all relevant drivers, such as share of shelf, OSA, displays and others.
Coverage by field salesforce
Distribution/Penetration of core portfolio and NPD’s
Service Levels, OTIF
Manages annual Customer P&L with full ownership and responsibility behind it.
Reviews plans and budgets on a monthly basis, anticipates budgetary needs, and proactively reports to line manager to align on adjustment of budgets/programs to business priorities.
Provide inputs for ROI analysis related to all Customer`s initiatives and communicates efficiencies, results, and impact to the Company's business (cash flow, share vs. profit etc), participate in decisions and implementation;
Analyzes the set of promotional activity against both financial and strategic criteria and looks for ways to optimize the overall investment.
What You Bring to the Table
Education: Higher education (Management/Economics preferable)
Experience: Several years of experience in sales, P&L responsibility not lower than USD 3 Mln.
Expertise in the Russian retail environment, experience in the FMCG industry is preferable.
Experience of direct cooperation with and management of relevant customers as well as background in the spirits and beverages industry will be an advantage.
Intermediate business English, Fluent Russian speaking and writing
Nothing Better in the Market
Total Rewards at Brown-Forman is designed to engage our people to ensure our sustainable and profitable growth for generations to come. As a premium spirits company, we offer premium and equitable pay & bonus for individual and company performance. We offer a range of premium benefits that reflect our company values and meet the needs of our diverse workforce.
In Brown-Forman Russia we offer the competitive benefits package including, but not limited to flexible-working options, life insurance, medical insurance for you and your direct family, along with vibrant career opportunities and set of perks.
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
Req ID: JR-00003419