Business Development Manager Portugal, Andorra and
hace 2 semanas
CURRENT EMPLOYEES, CONSULTANTS, AND AGENCY PARTNERS:
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Imagine working for a company that welcomes you in, inspires you to bring your best self to every opportunity, and encourages you to grow and develop your career in a resilient and fun industry. Brown-Forman offers our employees this kind of career and environment and has for more than 150 years. Together, we proudly live and work by our values, striving each day to be better and do better as people, as a company, and as members of the communities we call home.
_Come have a seat at our table_.
Meaningful Work From Day One:
This position plays a pivotal role in the expansion and evolution of B-F business in Iberia. Portugal represents one of the highest growth opportunities in the Region based on current low market share and huge opportunity in JD Flavours and Super Premium. Lead growth of the business ensuring the right commercial and portfolio strategy implementation through the superb management of market distributors and working in cooperation with BF team in Spain to ensure maximum efficiency. The incumbent is responsible to set the long-term plan strategy for the markets. Also this role will be responsible for new projects always connected to RTM or distribution initiatives.
What You Can Expect:
Strategy & Business Development- Lead and develop B-F commercial strategy aligned with B-F brand’s strategy and long-term BFC priorities- Full market P&L responsibility- Lead negotiation of distributor contracts in the markets- Influence distributor route-to-consumer models in order to leverage BF portfolio- Ensure right implementation of the IBP model (according to country timeline)
Distributor Management and Execution of Commercial/Portfolio/Channel Strategy Plans- Manage and influence distributors on channels value chain by brand & key sku’s as a key RGM pillar to generate sns/case increases in addition to transfer prices increases.- Cooperate with local distributors to build annual business plans ensuring integration of the BF brand strategies (based on How brands grow approach) into commercial strategy- Stablish key Performance Indicators (i.e. distribution, listing, market share, shelf share targets, picture of success, strategic price positioning, promotional pricing and promotional effectiveness, levels of execution)- Implement qualitative targets, i.e., trade education and motivation programs, DP team on-boarding & coaching- Collaborate with B-F marketing team and finance partner on defining Annual Country/Brand Business Plans, and enrich with insights from trade resources, i.e distributors and customers throughout the year- Build and develop sustainable partnership and collaborative relation with the existing and new BF distributors, local commercial team and trade partners which require frequent field visits.- Identify additional brand building/growth opportunities within trade channels, agree on action plan with Marketing and Finance Teams.
Planning and Activity Evaluation- Working with the distributor partners, lead rolling forecasting updates for the market(s) and ensure resource allocation (discounts, gift, A&P) is supporting relevant growth expectations- Monitor trade spend provided via price structures/value chain ensuring efficient trade investment- In collaboration with Finance business partner identify and implement Revenue Growth Management (RGM) initiatives- Partner with B-F marketing team in the process of planning, ordering and allocating global POSMs
Business Updates / Ad-hoc Initiatives- As part of Developing Europe & Iberia monthly business reviews provide updates to the leadership team on market environment, portfolio/channel developments and promotional activities.- Establish ways of working with distributors and collaborate on weekly/monthly business reviews and more formal Business Review and Alignment Meetings 3x a year- Track brand performance/KBIs and provide solutions and recommendations to management team of any changes to budget projections or strategic/tactical direction to ensure continuous business development.- Regular monitor market trends and seek for regular updates from the business partners to ensure BF commercial strategy is relevant.- Build efficient reporting system and conduct regular reports to BF team providing updates of trade channels and brand activities in PAG.
What You Bring To The Table:
- Bachelors Degree, ideally in Marketing, Business or Finance or equivalent experience- 10+ years of experience in sales, channel management, marketing, Europe markets (experience and knowledge of Portugese market will be an extraordinary advantage)- Strategic vision, ability to differentiate short and long-term goals, possess out-the-box thinking to uncover new market opportunities within the channel and create savvy sales tools and instruments- Commercial acumen and Negotiation’s skills, ability to translate business strategy into daily operational
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