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National Off-Trade Business Director

Il y a 2 mois

Paris, Île-de-France Brown-Forman Temps plein

Job Summary

We are seeking a highly experienced and skilled National Off-Trade Business Director to lead our Off-Trade business in the domestic market. As a key member of our leadership team, you will be responsible for driving and ensuring the growth of our portfolio in the Off-Trade Channel.

Key Responsibilities

  • Develop and implement a sales strategy to increase market share and profitability.
  • Plan and implement local sales strategy through visibility, promotional, and price policies.
  • Drive negotiations at regional level with central purchasing, remaining consistent with national negotiations.
  • Manage the Area Sales Managers team.
  • Maintain a perfect collaboration with the Key Account Managers, the Revenue Growth Management Customer Category Manager, the marketing, and trade marketing departments.
  • Plan and implement local, regional, or national sales promotions.
  • Assist, train, and develop the commercial teams.
  • Lead and analyze the results through KPIs, taking quick decisions/initiatives to reach the targets.
  • Build the annual sales plan and adjust it quarterly due to the need of the business strategy.
  • Organize incentives and bonuses to boost teams.
  • Organize, plan, and present national meetings.

Off-Trade Commercial Strategy

  • Propose and implement the Off-Trade commercial strategy.
  • Couch and lead the commercial team composed of 2 Key Account Managers Off-Trade and KAM Junior.
  • Define the channel strategy and guidelines for the annual KAM negotiations, in charge of the Trade terms strategy.
  • Develop a short- and medium-term vision of customer, channel, and category strategy.
  • Forecast, manage, and control all Off-Trade budgets.
  • Contribute actively to the development of business plans by optimizing all commercial, category, financial, and logistical levers.
  • Ensure a good level of collaboration between the company's various departments: Marketing, Finance (management control, accounting), Logistics (Customer Service, Sales Forecasting), HR, Legal, and Sales Force.
  • Manage investments and improve their profitability: responsible for customer P&L and RGM.
  • Ensure the signature of contracts with all customers within the timeframe imposed by law and in line with company objectives (both financial and volume).
  • Supervise RGM actions in order to ensure RGM KPI's and RGM plans of action.
  • Participate in European working groups and collaborate with other countries.

Requirements

  • Significant experience working in FMCG branded products.
  • Experience in field sales force/National KAM/Category management positions.
  • Experimented Negotiating Skills with the Off-Trade accounts at National level.
  • Solid general management experience with strong experience of changes.
  • Deep knowledge of the French retail environment, with at least five years of significant Off-Trade experience.
  • Fluent English and French in speaking and writing.
  • Negotiation and management skills.
  • High commitment to deliver expected results.