National Account Executive Wholesale

**Meaningful Work From Day One**

This role is first and foremost a sales relationship building role integral to the Wholesale and On Trade sales functions of B-F, driving performance and productivity through establishing effective relationships with On Trade Wholesale (OTW) sales teams in your region. The key responsibility is to deliver value 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 to your region.

Working with the Wholesale Sales Manager, you will also help define sales, distribution, inventory/ stock, promotional goals and commercial strategies for your own assigned accounts; including analysis of sales, distribution and promotion performance, implementation and evaluation of trade activities.

You will have a proven track record in working with OTW in the UK On Trade. 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 key OTW partners.

**What You Can Expect**

Build Strong Relationships
- Build and influence strategic partnerships with regional wholesale sales teams to broaden the reach of the B-F Portfolio to facilitate prospecting new business opportunities
- Build strong internal relationships across Brown-Forman’s UK operation and wider On Trade and Wholesale team’s through collaborative working.
- Be a key On-Trade point of contact for the business in your region attending events and building key relationships as appropriate
- 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

Business Development
- Continuously detect & develop customer's & B-F's business opportunities - identify risks, problems, root causes and ideal solutions
- Meet/exceed annual volume, value & profit objectives of all brands across your region and allocated accounts
- Work closely with your Line Manager, relevant Regional Sales Manager, Wholesale & On Trade Leadership Team, 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 and collaborate with relevant Field Sales Executives as appropriate
- Recommend actions to adapt to changes on a proactive basis
- Organize and facilitate On Trade sales drives within the Region to support key seasonal periods with both internal and external stakeholders

Commercial & Strategic Planning
- Work with your Line Manager 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 accounts responsible for
- Manage budgets & profitability
- Manage your time, workload and journey planning accordingly to build the most effective relationships with your external customer counterparts and effectively manage your own assigned accounts

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
- Stock management & availability at all times (accurate planning & forecasting - internally & externally)
- Clear communication of progress of business performance initiatives

**What You Bring to the Table**
- Proven ability to build and establish an effective network and relationships in the OTW sector
- Significant, progressive Sales experience, ability to quickly identify customer and channel needs as well as the ability to unlock insights from data and use them to drive growth with our trade partners
- Depth of experience in customer negotiations at a national and regional level, and a sound knowledge of UK retail environment
- Strong Business Acumen, P&L experience

**What Makes You Unique**
- Prior Experience in wine and spirits or luxury FMCG industries
- Fluent English, both spoken and written
- Great analytical skills, commercially savvy and solution focused to solving problems
- Excel