National Off-trade Manager

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Meaningful Work From Day One

Reporting to the VP Managing Director France-Belux, the National Off-Trade Manager is responsible for leading the Off-Trade business in the domestic market. He/she is responsible for driving and ensuring the growth of the Brown-Forman portfolio in the Off-Trade Channel, including commercial strategy (trade terms and negotiations, category management) and the Off-Trade field sales force management. He/ she will also supervise the Revenue Growth Management (RGM) in order to propose action plans to drive sales, profit and margins.

Regarding the Sales responsibilities, he/she leads a team of 4 Area Sales Managers and a team of about 30 sales professionals based all across France in charge of developing BF brands portfolio. According to the market coverage strategy, he/she will also develop and coordinate commercial actions through third party (or contractors) sales force.

Furthermore, he/she leads, with a team of Off-Trade Key Accounts, the commercial strategy of this network, establishing fluid relationships with the dedicated KAMs for successful commercial negotiations. He/she also coordinates the global commercial strategy in close collaboration with his/her On-Trade counterpart.

What You Can Expect

National Field Sales responsibilities:
- Develop and implement a sales strategy for increase of market share and profitability.- Plan and implement local sales strategy through visibility, promotional and price policies.- Drive the 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 RGM 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.- Coach 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 logístical 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.

What You Bring to the Table- 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 signif