Quote from Hiring Manager As part of the Sales Leadership Team, you will be responsible for driving value and impact for our portfolio across the Off Trade. Accounting for c80% of the B-F UK business, your drive for results, people leadership and cross-functional collaboration will be critical in delivering the plan and elevating customer relationships. Meaningful Work From Day One This role is first and foremost a sales leadership role integral to B-F UK, driving strategy & performance across the channel. The key responsibility will be to lead, develop, manage and implement the Off Trade strategy, supporting your team to achieve successful results, through delivering commercial growth in value, volume & distribution across the B-F portfolio, whilst building and maintaining long term partnerships with key customers. Reporting directly into the Sales Director, you will lead a team of c16 (with 3 direct reports). Enhancing the established, effective and trusted business partnerships across all relevant business functions will be a key success factor. You will provide clarity to the wider business on performance, challenges and opportunities, proactively managing your business unit, driving accountability and ownership throughout the team. This is a 12 month maternity cover contract with a possible extension. What You Can Expect Team Leadership & Development ? Provides strong leadership and direction to 3 direct reports with multiple indirect reports ? Acts as a role model of B-F values and culture ? Develop and nurture a team of high performing Senior National Account Managers through mentoring and training ? Lead a diverse and inclusive culture where different perspectives are encouraged and individuals feel connected and valued ? In collaboration with HR department, identify the organisational capability gaps and address them through appropriate learning and development programs ? Supports team development by providing opportunities and coaching to the team with on-going appreciative & constructive feedback ? Engages the team in the company's visions and directions and motivates the team to make an active contribution ? Leads the Talent Management and succession planning processes for the channel i.e. Talent Review, Performance Growth Planning, etc. Strategic Leadership ? Responsible for delivering, embedding and optimising the UK O Trade strategy ? A key member and contributor to the Sales Leadership Team (SLT) and Extended Leadership Team (XLT), positively shaping and leading the organisation ? Support the strategic plan for e-Commerce, demonstrating where and how Brown-Forman UK can accelerate growth and transformation in e-Commerce across the O Trade Channel ? Support the B-F UK strategic direction, proactively balancing the short-term needs with longer-term ambition Business Development ? Meet/exceed annual volume & profit objectives across all key brands ? Work closely with Sales Leadership team and other internal stakeholders on the development of business and portfolio strategies, annual budgets and quarterly projections, trade terms, price structures, profit margins; ? Support the development of National account plans, including value, volume, promotional activity, visibility, logistics, financials and KPI´s to measure results. ? Ensure the timely management of annual and seasonal commercial agreements with top national accounts. ? Continuously improve 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 ensure achievement of volume, GP goals and defined KPI´s ? Take financial decisions demonstrating a full understanding of the financial situation of the Channel, providing accurate forecasting in financial and volume budgeting (P&L) and ensuring ROI of all activities in the market. ? Identify opportunities and strategies to develop new business within the Channel and top customers (e.g. Discounters) Improving Capabilities ? Collaborate in relevant projects and with relevant teams to ensure that BF-UK adopts best in class commercial capabilities. ? Identify and prioritise key capabilities that should be honed or gained in order to accelerate our commercial performance. ? Keep abreast of competitor performance and changes within this fast changing and dynamic channel, sharing key insights in a timely fashion. Budget & Forecasting Accountability ? Manages budgets and achieves profitability objectives through rigorous control of investments made by his/her team: agreements and promotion. ? Enhance forecast accuracy in close collaboration with the demand / supply teams. ? Collaborate with the marketing/trade marketing to develop the focus brands in the priority customers. ? Ensure the implementation and monitoring of annual, monthly and weekly KPIs: volume, revenue, promotions and allowances. What You Bring to the Table ? Significant experience in complex negotiation within the FMCG market. ? Strong Business Acumen, P&L ownership / experience ? Excellent leadership skills and demonstrated people management experience ? Good knowledge of the UK Off Trade channel and proven strong relationship with key stakeholders of the top national customers ? Experience in management and development of high performing teams, leading, motivating and guiding change and innovation (Minimum 3 years) ? Prior experience in wine and spirits or luxury FMCG industries ? Familiar working in a multinational matrix organised company What Makes You Unique ? Ability to manage a large talented team ? Excellent presentation skills and translating sales information in a clear, concise and visually appealing way ? Results oriented, not afraid of challenges and has an ability to evolve in a demanding environment. ? Superior communication skills (influencing, listening, presentations, written) ? Ability to build strong relationships at all levels with strong stakeholder awareness 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 beneits 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: London State: Country: GBR Req ID: JR-00008642