On Trade National Key Account Manager

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Quote from Hiring Manager

This role is critical to lead our business in the On trade channel having a direct responsibility in managing the national wholesalers, being accountable for Level 1 negotiations with On trade consortium and open new business opportunities with big Horeca/Hotel chains across Italy. The key responsibility as a team member is to create the strategy, in alignment with the Head of On trade, and to perfectly execute it into the market. This role is an individual contributor, with a strong relationship with the rest of the On trade team to cascade the national agreements and to support the field team in maximizing the performances.

Meaningful Work From Day One

The On trade National Sales manager has a national scope being the counterpart of the main Italian integrated wholesalers, consortium and Horeca/Hotel chains. Your first key task is to shape the strategy for the Level 1 negotiations with the national players in alignment with the On trade commercial policy. Secondary to this, you will be responsible for leading the business managing key customers, creating promotional calendars, defining sales incentives and cascading clear guidelines to the regional key account managers for the On trade.

This role requires strong leadership/ management skills and a deep understanding of the wholesalers industry. The experience in working in Spirits is a plus. In this role you will be reporting to the Head of On trade and you will collaborate with the rest of the On trade team to ensure perfect execution.

This is an office/hybrid role out of our office in central Milan.

What You Can Expect- Sales Strategy: Develop and implement effective sales strategies to drive sell-in and sell-out performance of the assigned national customers. Execute commercial strategies including pricing/promotions initiatives in line with channel commercial objectives. Define sales strategy with On trade consortium and lead the negotiations.- Customer Relationships: Build and maintain strong relationships with key Wholesalers and on-trade consortium defining the strategy. Manage directly a relevant portion of the business.- Market Analysis: Monitor market trends, competitor activities, and customer feedback to identify opportunities and threats.- Performance Management: Manage customers P&Ls, conduct regular performance reviews and collaborate with the regional team to maximize results.- New business development: Define new business opportunities with big On trade chains such as Horeca customer groups and Hotels. Be the go to person for On trade international customer agreements.- Sales Reporting: Prepare and present sales reports, forecasts, and performance analysis to Head of On trade and Head of Sales.- Budget Management: Manage the sales budget for the assigned customers, ensuring efficient allocation of resources.- Compliance: Ensure all sales activities comply with company commercial policies and industry regulations.

What You Bring to the Table- Minimum of 5 years of sales experience as a National account manager in On Trade.- Bachelor’s degree in Business, Marketing, or a related field.- Proven track record of successfully delivering sales growth in a similar role.- Demonstrated ability to build and maintain effective working relationships with direct and indirect customers.- In-depth knowledge of the on-trade spirits market and customer base (Wholesalers and On trade customers). Prior Experience in the spirits industry is a plus.- Knowledge in developing Premium+ and luxury categories.

What Makes You Unique- Strong leadership, communication, and negotiation skills. Entrepreneurial approach is needed.- Proficiency in sales analytics and CRM software (Salesforce).- Results-oriented, strategic thinker, and team player with a passion for the spirits industry.- High experience in management and business development in multinational companies with complex distribution channels.- Experience in managing big National customers with different layers and levels of complexity.- Good command of written and verbal English, Italian is a must.- 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.

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 premium employee experience. We offer a