Directeur National Off-Trade

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.

Many Spirits, One Brown‑Forman - We believe that an inclusive culture, one that values the diversity and unique perspective of each individual, allows us each to bring our best self to work and leads to greater teamwork, creativity, and trust.

Cultivating a Caring Culture - We know that our strong culture is one of the many reasons people love working at Brown‑Forman.

Nothing Better- At Brown‑Forman, we craft products known for bringing people together. Our employees have made us what we are today and are the reason for our success. Do not just take our word for it. Brown‑Forman is consistently recognized as a Great Place to Work® in countries around the world.

Meaningful Work From Day One

Reporting to the VP Managing Director France-Belux, the Head of Off Trade 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 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.

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 significant Off-Trade experience.

Fluent English and French in speaking and writing.

Negotiation and management skills.

High commitment to deliver expected results.

Who We Are

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 leading brands of the portfolio in France are Jack Daniel's Tennessee Whiskey, Woodford Reserve, Chambord, Herradura and el Jimador, Benriach, GlenDronach, Glenglassaugh, Gin Mare and Diplomatico. Brown-Forman France has been recognised as a Great Place to Work since 2016 and, since 2020, Great Place to Work for Women. Brown-Forman France is firmly committed to diversity and inclusion and is a signatory of the Diversity Charter. Integrity, respect, trust, teamwork, and excellence are essential values in any role within this organisation.

Nothing Better in the Market

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 including:

25 days holiday + 11 RTT

Lunch vouchers - 60% funded by the company or Lunch indemnity for field positions

Private Medical Care - 60% funded by the company

Life and providency/ life insurance - 100% funded by the company

Private Pension Scheme - 100% funded by the company (after 6 six months of tenure)

Profit-sharing and incentive plans ( except interns)

Additional Benefits:

Hybrid working: 2 days from home/3 days in the office

D&I environment, ERG (Employees Resource Groups), Volunteer Days through an annual Live Well Program, committees run by employees (D&I committee, committee of responsibility...)

Works council: participation in the sports club, gifts for Christmas, vacation vouchers...

#diplomatico

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.