Business Development Manager - Nordics, Baltics and Ireland - Flexible location across the UK
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.
Quote from Hiring Manager
Lead the commercial strategy for NWE Partner Markets, collaborating with distributors and regional management to drive growth. Reporting to the NWE Commercial Director and forming part of the NWE Extended Leadership team, this role is key to Brown-Forman’s regional success. Are you ready to join the team?
Meaningful Work From Day One
Leading multiple distributor relationships with the key Nordic (Denmark, Finland, Iceland, Norway & Sweden), and Baltic (Lithuania, Latvia & Estonia) regions, this role has a far reaching and sizable impact (c14%) on the NWE Region.
Strategy & Business Development 30%
- Leading, developing and translating the B-F commercial strategy, aligned with B-F brand’s strategy and the long-term B-F priorities
- Explore and accelerate new growth opportunities and lead B-F portfolio expansion across the territory
- As the B-F expert in the region, identify opportunities to optimize, streamline and improve ways of working and business operations in close collaboration with key cross‑functional stakeholders.
Distributor Management and Execution of Commercial/Portfolio/Channel Strategy Plans - 40%
- Develop and strengthen sustainable partnerships and collaborative relationships with the distributor teams, leading with influence as the main commercial point of contact
- Build annual sales plans (Market/Portfolio/Channel) and deliver against Sales targets with focus on: Key Performance Indicators (distribution, listing, merchandising standards, shelf share targets, picture of success, strategic price positioning, promotional pricing and promotional effectiveness) and Qualitative targets (trade education and motivation programs, DP team on‑boarding & coaching)
- Lead development and management of route‑to‑consumer models and lead negotiation of distributor contracts in the market(s), in order to drive long‑term, sustainable growth
- Collaborate with B-F Marketing team and the Finance business partner on defining Annual Country/Brand Business Plans, and enrich with insights from trade resources, i.e distributors and customers throughout the year
Plan and Activity Evaluation - 20%
- Monitor trade spend provided via price structures/value chain ensuring efficient trade investment
- Partner with B-F marketing team in the process of planning, ordering and allocating global POSMs
- In collaboration with Finance business partner, monitor the value chain to effectively manage Net Sales and Margin, whilst identifying and implementing key Revenue Growth Management (RGM) initiatives
Business Updates / Ad-hoc Initiatives - 10%
- As part of Quarterly Business Reviews, provide updates to the leadership team on market environment, portfolio/channel developments and promotional activities.
- Provide regular in-flight updates on performance, monitoring and course correcting as necessary
- Working with the distributor partners, lead rolling forecasting updates for the market(s) and ensure resource allocation (discounts, gift, A&P) is supporting relevant growth expectations.
What You Bring to the Table:
- 8+ years’ experience in the FMCG industry, preferably spirits/image products and ideally be knowledgeable of the distributor/brand owner relationship.
- Deep commercial understanding with +8 years of direct customer/ distributor expertise
- Strategic vision and thinking ability, possess out-of-box thinking to uncover new market, portfolio, channel opportunities
- Commercial acumen, ability to translate business strategy into operational tactics, ability to unpack the needs of channels/customers and provide a “persuasive offer”
- Demonstrated ability to manage, prioritize and complete workload for self and team in a high pressure/ fast-paced environment
- Ability to take initiative to act independently and solve problems by analyzing and finding effective solutions, strong and balanced decision making
- Excellent negotiation and communication skills (influencing, listening, presenting, writing, fluent English)
- Emotionally intelligent, self‑motivated, high‑energy, can‑do attitude and capable to work effectively and efficiently under stress and time pressure, while keeping high level of professionalism and courtesy
- Foster own and team development and be a D&I champion
- Be an integral part of the Sales Leadership team , interact closely and foster productive relationships across B‑F functions and with external stakeholders (team player)
- Willing to travel up to 20% of time
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.
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.
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