Off Trade and E-commerce Channel Manager

Meaningful Work From Day One:
Person responsible for the achievement of sales volume, gross profit and distribution objectives assigned to the off trade channels and e-commerce and lead a team of Key account managers (regional and national).

Working with the Head of Sales, you will define the strategy for the channel in the long term together with the annual plan setting up the right kpis to follow the business monthly.

You will also be direct responsible to manage some Key National Accounts that will be chosen together with the Head of Sales.

Another key responsibility will be to build together with trade marketing the best channel and customer plan to achieve best in class promotional activity.

**What You Can Expect**:

- Achievement of the annual goal in terms of volume, net sales per case and gross profit in the channel & customers assigned monitoring properly performance against objectives
- Support the head of sales in the Commercial annual plan definition contributing with a clear strategy for the off-trade channels including goals and KPI´s
- Communicates channel vision and provides strategic inputs to other departments in the company.
- Set up trade pricing strategy in line with country price strategy & brands guidelines and execute in the assigned channel and top customers
- Collect and report in a proper way information about competitors’ activities.
- Participate and give business update in our regular business meetings.
- Fully understand the impact of the off-trade customers in the rest of the business.
- Represent Spain in the international forums related to off trade and International customers.
- Be the champion of the Brown Forman commercial way chapters related to the off trade.

**Commercial**
- Develop National Key account plan (by top national customer), including volume, promotional activity, pricing, promotional plan and KPI´s to measure results.
- Negotiate and support the team to negotiate annual and seasonal commercial agreements with top national key accounts.
- Build strong working relationships with key customers either your direct customers or attending regularly with the team to other customers.
- Set up good networking in the commercial environment where we build our business including attendance to key commercial forums.
- Superb implementation and execution of the Off Trade annual commercial Plan to assure achievement of volume, GP goals and defined KPI´s
- Take financial decisions demonstrating a full understanding of the financial situation of the area, providing accurate forecasting in financial and volume budgeting (P&L) and analyze ROI of key activities in the market.
- In close relations with Finance and Head of sales, manage the budget of allowances/rebates.
- Identify opportunities and strategies to develop new business within assigned channel and top customers.

**Promotional / Activation**
- Work very close with the Trade Marketing to define & develop annual trade promotional plan for the assigned channel & customers.
- Superb execution, implementation and evaluation of the annual promotional activity plan

**Team Leadership**
- Leads a commercial team formed by national and regional key accounts manager.
- Define qualitative and quantitative quarterly and annual goals for the team monitoring and evaluating goals vs. performance.
- Create the right team governance to cover team and individual leadership.
- Manage, develop, coach, control and motivate the team to develop their skills to be sure that a high professional standard is achieve
- Be recognized as the off trade champion
- One of the kpi’s to measure team leadership is the results of the Great Place to Work and the internal value survey.

**We Are Looking For People Who Have**:

- At least 5 years as key national account in FMCG with proven negotiation skills
- At least three years of proven leadership of high performance teams, leading, motivating and guiding change and innovation in a large geographic area
- Good knowledge of the off-trade Spain channel and proven strong relationship with key stakeholders of the top national customers.
- High experience in management and business development and / or business in multinational companies with complex distribution channels.
- Excellent communication skills
- Good understanding of how RGM have a very positive impact on company profitability
- Driving license
- Languages: fluent in Spanish and English is a must
- Knowledge of Finance, Trade Marketing, and business processes.
- Desirable multifunctional experience and /or geographic, including international.
- Spirits Industry experience.
- Bachelor Degree in Business**#LI-RP1**

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, gen