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Head of Off Trade

hace 2 semanas

Barcelona, Barcelona, España Brown-Forman A tiempo completo

Quote from Hiring Manager
This role is a critical contributor to the success of the off trade channel. The incumbent is expected to set the strategies for the off trade channel, establish the partnerships with the customers and lead the team in order to deliver business goals and objectives.

This position will be on the Iberia Leadership team.

Meaningful Work From Day One
You will be responsible to achieve net sales volume, gross profit and distribution objectives assigned to the off trade, build and lead the team of Key Account Managers (regional and national) and Sales analyst. You will be the responsable to 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. Another key responsibility will be to build together with trade marketing the relevant channel and customer plan to achieve best in class promotional activity.

What You Can Expect

  • Achievement of the annual goal in terms of volume and gross profit in the channel. Monitors and manages performance against objectives
  • Create and develop the Commercial annual plan definition, including source of business and RTM (evaluating current customer structure).
  • Development overall off trade channel annual commercial strategy and plan aligned with the Country Commercial strategy including goals and KPI´s
  • Set up trade pricing strategy in line with country price strategy & brands guidelines and execute in the assigned channel and top customers
  • Communicates channel vision and provides strategic inputs to other departments in the company.
  • Provides GM and brand managers with regular business status reports and with other reports as necessary
  • Develop and demonstrate a real knowledge of the market, consumers, culture, ways of working, business framework within the market/s
  • Collects and updates information about competitors' activities.
  • Develop National Key account plan (by top national customer), including volume, promotional activity, visibility, logistics, financials (P&L by customer) and KPI´s to measure results.
  • Together with RKAMs leads final rounds of annual negotiations of trade terms in key national or regional customers assigned to RKAM
  • Build strong working relationships with key customers with the objective to motivate them to purchase, promote and ensure proper shelf management of our brands.
  • Continuously improves relationships with key accounts, executing regular and systematic trade visits to main customers in order to diversify the list of strategic contacts
  • 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 ensuring ROI of all activities in the market.
  • In close relations with Finance, manage the budget of allowances/rebates.
  • Work with the key customers owners/buyers to educate them on BF brands, to ensure their understanding of the brands and their strategies, and to maximize their attention to them.
  • Identify opportunities and strategies to develop new business within assigned channel and top customers.
  • Together with Trade Marketing department and aligned with Marketing guidelines define & develop annual trade promotional plan for the assigned channel & customers.
  • Define qualitative and quantitative objectives for the team. Define key priorities, responsibilities and key task. Monitoring and evaluating goals vs. performance.
  • Manage, develop, coach, control and motivate the team to develop their skills to ensure that a high professional standard is achieve and monthly sales target and KPI target are met.

What You Bring To The Table

  • At least 10 years of experience as Key National Account in one of the leading FMCG with proven track of records in customer and P&L management
  • Proven leadership of high performing team, leading, motivating and guiding change and innovation in a large geographic area
  • Strong knowledge of the Spanish off-trade
  • Good understanding and application of various RGM levers
  • Communication with impact: fluent Spanish and solid English are needed
  • Knowledge of Finance, Trade Marketing, and business processes.
  • Spirits industry experience is welcome
  • IT literate (MS Office applications)

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.

\ #jackdaniels
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.

Business Area: Europe, Africa, APAC Division

Function: Sales

City
Barcelona

State
Country: ESP

Req ID: JR