On Trade Regional Key Account Manager | Lombardia

3 giorni fa

Rome, Italia Brown-Forman A tempo pieno

Current Employees, Consultants, and Agency Partners: If you currently work for Brown-Forman, please apply by clicking the Careers icon on the Workday portal. For best results, use Google Chrome to view this page.


Quote from Hiring Manager: This role is critical to lead our business in the On trade channel having a direct responsibility in managing the regional wholesalers, negotiating with local customers, and ensuring the perfect execution of the National plans in Lombardia.


The key responsibility as a team member is to perfectly execute the commercial strategies into the market and to collaborate with the sell-out structure to maximize results. This role is an individual contributor, reporting to the On Trade Business Area Manager.


We are looking for two On Trade Regional Key Account Managers (with a different focus on the Eastern/Western part of the region).


Meaningful Work From Day One: The On Trade Regional Key Account Manager has a regional scope being the counterpart of the main Italian local wholesalers. Your first key task is to run negotiations with the regional players in alignment with the On Trade commercial policy, negotiating contracts, promotional calendars, sell-in initiatives, and sales incentives. Secondary to this, you will be responsible for coordinating the regional strategies with the sell-out team, ensuring alignment between sell-in and sell-out plans. This role requires strong leadership/management skills and a deep understanding of the wholesalers industry.


What You Can Expect:

  1. Sales Strategy: Develop and implement effective sales strategies to drive sell-in and sell-out performance of the assigned regional customers. Execute commercial strategies including pricing/promotions initiatives in line with channel commercial objectives.
  2. Customer Relationships: Build and maintain strong relationships with key regional wholesalers, being the face of Brown Forman in front of the customers.
  3. Market Analysis: Monitor market trends, competitor activities, and customer feedback to identify opportunities and threats.
  4. Performance Management: Manage customers P&Ls, conduct regular performance reviews, and collaborate with the On Trade National Key Account Manager/Sell-Out team to maximize results.
  5. Sales Reporting: Prepare and present sales reports, forecasts, and performance analysis to the On Trade Business Area Manager.
  6. Budget Management: Manage the sales budget for the assigned customers, ensuring efficient allocation of resources.
  7. Compliance: Ensure all sales activities comply with company commercial policies and industry regulations.

What You Bring to the Table:

  1. Minimum of 3 years of sales experience as a Regional Account Manager in On Trade.
  2. Bachelor’s degree in Business, Marketing, or a related field.
  3. Proven track record of successfully delivering sales growth in a similar role.
  4. Demonstrated ability to build and maintain effective working relationships with customers.
  5. In-depth knowledge of the On Trade spirits market and customer base (Wholesalers and On trade customers).
  6. Prior experience in the spirits industry is a plus.
  7. Knowledge in developing Premium+ and luxury categories.

What Makes You Unique:

  1. Strong leadership, communication, and negotiation skills.
  2. Entrepreneurial approach is needed.
  3. Proficiency in sales analytics and CRM software (Salesforce).
  4. Results-oriented, strategic thinker, and team player with a passion for the spirits industry.
  5. High experience in management and business development in multinational companies with complex distribution channels.
  6. Experience in managing regional customers.
  7. Sufficient command of written and verbal English; Italian is a must.
  8. Change management and start-up approach are a plus.

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.


Brown-Forman is excited to announce the launch of our own distribution in Italy, beginning in 2025. You can join an organization recently certified as a Great Place to Work in Italy for 2023/2024. In Italy, Brown-Forman is the #1 company in the premium+ spirits industry, with Jack Daniel’s being the #1 whiskey in the market, and Gin Mare the #2 in the super premium+ gin category, the fastest growing category over the past five years (IWSR 2022).


For more than 150 years, Brown‐Forman Corporation has enriched the experience of life by responsibly building fine quality beverage alcohol brands, including Jack Daniel's Tennessee Whiskey, Woodford Reserve, Tequila Herradura, Gin Mare, and Diplomático Rum.


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.


Requisition Type: Employee Management Level: Professional Global Job Level: P6 Number of Openings Available: 1 Summary Location: Italy | Milano Type: Full time

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