Quote from Hiring Manager
The Wholesale KAM is responsible for establishing an excellent long‑term relationship with assigned key accounts. This role develops business plans that allow us to achieve both sales and distribution growth as well as profit growth, always thinking in the short and long term. Responsible for executing business strategy and tactics, establishing close collaboration with both key customer personnel and the internal B‑F team. Responsible for achieving channel objectives and constantly monitoring the market, identifying trends and business opportunities. Achieve or exceed monthly and annual sales targets set for its territory.
What You Can Expect
* Key Account Relationship Building: Establish and nurture excellent, long‑term relationships with assigned key accounts, acting as the primary point of contact.
* Strategic Business Planning: Develop and implement detailed business plans aimed at achieving sales, distribution, and profit growth, considering both immediate and future objectives.
* Commercial Strategy Execution: Drive the execution of business strategies and tactics, ensuring close collaboration with key customer personnel and internal Brown‑Forman teams.
* Sales Target Achievement: Consistently achieve or exceed monthly and annual sales targets set for your assigned territory.
* Channel Objective Fulfillment: Be responsible for achieving defined channel objectives, with a focus on enhancing sell‑out capabilities for sustainable portfolio expansion.
* Market Monitoring & Opportunity Identification: Continuously monitor market dynamics, competitor activities (promotions, prices, activations), and local trends to identify new business opportunities and mitigate potential impacts on our brands.
* Commercial Development & Planning: Propose and implement commercial development plans for brands, leveraging your experience and territorial knowledge, while evaluating client operations and aligning with Brown‑Forman's strategic objectives.
* Execution Coordination with Partners: Coordinate closely with Business Partners to ensure the effective execution of plans and programs defined in the commercial agenda, thereby guaranteeing objective achievement.
* Resource Management: Control and ensure the correct execution of assigned resources, adhering to Brown‑Forman's policies and guidelines. Collaborate with Trade Marketing to reallocate resources based on market needs to maximize benefit.
* Sales/Distribution Center Visits: Conduct regular visits to Sales/Distribution Centers of business partners to monitor outbound routes, validate saturation and execution at points of sale, and identify anomalies or market needs.
* Sales Opportunity Detection: Proactively detect sales opportunities through consistent periodic market visits.
* Budget & Distribution Compliance: Implement actions to ensure full compliance with sales budgets, distribution objectives, and point‑of‑sale execution within your area of responsibility.
* Business Partner Performance Evaluation: Evaluate the performance of Business Partners to determine their continuity or propose alternatives for new partners or the extension of territories to current partners.
* 360‑Degree Business Growth Proposals: Generate comprehensive proposals to foster business growth for both Brown‑Forman and our commercial partners, actively seeking and identifying new opportunities.
* Demand & Logistics Coordination: Ensure correct demand planning (order & delivery frequency, purchase minimums) in close coordination with Brown‑Forman's Logistics area.
* Credit Status Follow‑up: Monitor the credit status of Business Partners in conjunction with Brown‑Forman's Finance area to ensure a healthy portfolio and smooth flow of orders.
What You Bring to the Table
* Previous Experience: Minimum of 4 years of proven experience in similar positions (Sales or regional manager in distribution centers of mass consumption companies).
* Commercial Business Strategy: Demonstrable experience in developing and implementing commercial business strategies, particularly focused on premium sales techniques and brand development.
* Interpersonal Skills: Excellent interpersonal skills with the ability to build strong, lasting relationships.
* Data Analysis & Insights: Proficient in data analysis and leveraging insights to build influential partnerships internally, with trade partners, and with customers. Advanced proficiency in databases, information systems, and Microsoft Excel.
* Sales Administration & Budgeting: Strong experience in sales administration and budget management.
* Business Plan Development: Proven ability to develop comprehensive business plans.
* Wholesale Channel Knowledge: In‑depth knowledge of the wholesale channel.
* Communication & Negotiation: Excellent oral and written communication, negotiation, and relationship management skills.
* Work Ethic: Ability to work effectively in a team environment and under pressure.
* Vision & Leadership: Possess vision, strong leadership qualities, initiative, and proactivity.
* Results‑Oriented: Highly results‑oriented with strong analytical, decision‑making, and problem‑solving skills.
* Proficiency in Spanish & English.
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.
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.
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