Key Account Manager Off-trade
il y a 3 jours
**_Who is Brown-Forman?_**
In January 2014, B-F France opened its own distribution unit after 17 years with a local distributor. Brown-Forman is today the leader of American Whiskeys in the market.
The main brands of the portfolio in France are: Jack Daniel's Tennessee Whiskey, Woodford Reserve, Chambord, Finlandia, Herradura and El Jimador, BenRiach, GlenDronach and Glenglassaugh.
Brown-Forman France has been a Great Place to Work since 2016 and, since 2021, Great Place to Work for Women.
Brown-Forman France is strongly committed to diversity and inclusion and is a signatory of the Diversity Charter.
Excellence, caring, teamwork, creativity and respect are essential values in any role within this organization.
**_Meaningful Work From Day One_**
- Participate to the trade negotiation strategy and guarantee its implementation
- Define the strategic and operational axes to optimize Brown-Forman volumes and P&L within the off premise in accordance with the category strategy and the resources allocated.
- Ensure the commercial coherence of a group of customers.
- Manage a category vision with purchasing and marketing decision-makers and ensure its implementation in accordance with the Category Strategy “ American Whiskies”.
- Ensure the correct implementation at the point of sales, in accordance with the field sales and the area sales managers with a constant concern to optimize the Customer Marketing Plan.
- Negotiate annual trade agreements in accordance with the allocated resources and the defined trade policy.
**_What You Can Expect_**
**In charge of implementing Brown Forman's commercial policy in collaboration with the Sales Director**:
- Responsible, in collaboration with all the concerned departments (Marketing, Supply Chain, Finance...) for the development and implementation of the Customer Business Plan.
- Recommend the strategic development axes allowing us to prioritize our investments and actions in order to optimize Brown Forman's business development (analysis based on in-depth knowledge of customers and the market).
- Define in collaboration with the Sales Director the resources required for the coming year in terms of financial advantages (commercial cooperation, services, NIP, etc.) in relation to the actions to be implemented (promotions, product exclusivities, trade marketing operations, field actions, etc.) by integrating a vision of the added value of these actions.
- Co-define with the Category Manager the priority actions of development to be carried out and validate their compliance with the commercial policy.
Customer Operating Account Manager: define ambitious objectives to reach results while optimizing profitability (Net Sales, full customer costs, claims with the Supply Chain...).
**Responsible for the negotiation and implementation of trade agreements**:
- Responsible for the proper conduct of its annual negotiations in compliance with the allocated means and objectives.
- Responsible for the implementation (in compliance with the legal restraints), of the follow-up of the contracts negotiated with the clients.
- Ensure an active and relevant follow-up of all the necessary business elements to achieve the objectives, inform and alert the Sales Director, Area Managers, the marketing service, on the prospects and risks and define or recommend the corrective actions to be implemented to achieve the objectives.
- Ensure that the brands and promotional plans are implemented as negotiated.
- Participate in the development of the commercial networks of the customers, in order to know better and influence the Category and commercial policy of the customers.
**Control of the respect of the negotiated commercial conditions and agreements**:
- Coordinate with the Customer Service department the implementation of the General Terms of Sales and General terms of purchase.
- Define and optimize promotional quotas for its customers and ensure their implementation by Customer Service.
- Communicate the level of investment negotiated in its brands to its management and to Financial audit(financial benefits): commercial cooperation, distinct services, PIN).
- Ensure the financial follow-up of its clients (invoiced amounts vs. the level of agreement planned).
**Participation in the Supply Chain policy in its customers**:
- Ensure the correct transmission to the Supply Chain of the necessary information to achieve the projections.
- Analyze the CGAs (purchases) of the customers possibly issued by the customers with respect to the company's CGV. Negotiate and amend them in accordance with the commercial policy. To follow particularly the level of disputes/penalties and support the Customer Service in the negotiation as soon as needed.
- To know the Supply Chain process of its customers and to be supportive of the Supply Chain department in its relations with the customers.
**Communication / Cross-functionality**:
- Communicate at the right time and in the most relevant way any use
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