National Account Executive

1 month ago

Glasgow, United Kingdom Brown-Forman Full time

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 role is first and foremost a sales role integral to the on-trade sales function of B-F, driving performance in one of B-F UK’s major RTM partners. The key responsibility is to deliver SNS and profitability for Brown Forman as well as to establish and maintain a strong relationship with the customer and to achieve the objectives assigned to the channel and specifically your assigned account(s).

Working with the NAM RTM, you will help define sales, distribution, inventory/ stock, promotional goals and commercial strategies for your account; including analysis of sales, distribution and promotion performance, implementation and evaluation of trade activities.

You will have a proven track record in working with RTM in the UK. You will also work to establish effective and trusted business partnerships across all relevant business functions including category, supply chain, marketing and finance and provide clarity to the Sales and UK leadership team on business performance and future outlook of B-F’s relationship with major RTM partners.

What You Can Expect:
Build Strong Relationships
- Build strategic partnerships with customer(s) - (establish a top to bottom network)
- Develop a strong relationship with customers and understand what drives their decision making process. Motivate them to purchase, promote and ensure visibility for our brands.
- Take time to learn about the business and spend time in trade, providing insight that the customer will value
- Build strong internal relationships across Brown-Forman. Working with the brand teams, category insights, finance, customer marketing, commercial operations and supply chain teams among others to effectively deliver growth and business development on your account(s)

Business Development
- Continuously detect & develop customer's & B-F's business opportunities - identify risks, problems, root causes and ideate solutions
- Meet/exceed annual volume, value & profit objectives of all brands across your account(s)
- Work closely with the NAM, the National RTM Manager, the Head of Channel, peers and other internal stakeholders on the development of business and portfolio strategies, yearly budgets and quarterly projections, trade terms, price structures, profit margins, etc;
- Maximize new business development opportunities;
- Recommend actions to adapt to changes on a proactive basis;

Commercial & Strategic Planning
- Work with the RTM NAM to develop annual plans including volume, promotional activity, visibility, logistics and financial information along with KPIs for measuring results
- Negotiate and close annual and seasonal commercial agreements with account
- Manage budgets & profitability and deliver growth performance with rigorous commercial management

Business Analytics and Insights
- Provide in-depth ongoing analysis of market trends, competitor activity and identification of company/brand’s strengths and weaknesses;
- Manages the company’s sales planning, controlling of discounts spending and sales results, reporting and budgeting requirements and processes;
- Evaluate results and improve ROI

Operative Processes
- Understand customers’ commercial trading terms & agreements
- Customer Admin set up & ongoing management (all admin relating to NPD, Legal, pricing & promotions, finance, customer service, etc.)
- Manage billing, A/P and invoicing issues and use internal resources to solve and communicate them
- Communicate logístical terms & conditions (including min. order) from 3PL
- Accurate planning & forecasting, effective stock management
- Inventory analysis - act in a timely manner to avoid shortages/ stock outs and excess inventory.
- Check, download and manage information from your customers and generate reports that will allow timely decision-making.
- Clear communication of progress of business performance initiatives
- Use and adhere with sales processes and tools

Culture and Values
- As a trusted and experienced member of the RTM team you will help with developing the talent and culture within the entire team.
- Embrace B-F values through a diverse and inclusive culture where different perspectives are encouraged, and individuals feel connected and valued.

What You Bring To The Table:

- Proven ability to build and establish an effective network and relationships in the RTM sector
- Significant,

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