Overview
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.
Position
Your Role: 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.
Responsibilities
- Lead multiple distributor relationships with the key Nordic (Denmark, Finland, Iceland, Norway & Sweden) and Baltic (Lithuania, Latvia & Estonia) regions, with a far-reaching impact (~14%) on the NWE Region.
- Strategy & Business Development (about 30%): Lead, develop, and translate the B-F commercial strategy aligned with brand strategy and long-term priorities; explore and accelerate new growth opportunities; lead portfolio expansion; identify opportunities to optimize ways of working in collaboration with cross-functional stakeholders.
- Distributor Management and Execution of Plans (about 40%): Build and strengthen sustainable partnerships with distributor teams; develop annual sales plans (Market/Portfolio/Channel) and deliver against Sales targets; manage KPIs (distribution, listing, merchandising standards, shelf share, pricing and promotions) and qualitative targets (trade education, training, onboarding & coaching); lead development and management of route-to-consumer models; negotiate distributor contracts to drive long-term growth.
- Collaborate with B-F Marketing and Finance to define Annual Country/Brand Business Plans and enrich with trade insights; support planning and evaluation of activity; monitor trade spend and value chain to optimize Net Sales and Margin; implement Revenue Growth Management initiatives.
- Planning & Evaluation (about 20%): Monitor trade spend, plan, order, and allocate POSMs; partner with Marketing for forecasting and resource allocation.
- Business Updates / Ad-hoc Initiatives (about 10%): Provide quarterly business reviews updates on market environment, portfolio developments, and promotions; provide regular in-flight updates and adjust course as needed; lead rolling forecasts with distributor partners.
- Other: Travel up to 20%; IT literacy; project/time management; leading change.
What You Bring to the Table
- Preferred location: London
- 8+ years’ experience in FMCG, preferably spirits, with knowledge of distributor/brand owner relationships.
- Deep commercial understanding with 8+ years of direct customer/distributor expertise
- Strategic vision, with ability to uncover new market opportunities; translate strategy into operational tactics
- Commercial acumen to translate business strategy into actionable initiatives; strong decision making
- Ability to manage workload in a high-pressure environment; initiative and problem-solving skills
- Excellent negotiation and communication skills (influencing, listening, presenting, writing; fluent English)
- Emotionally intelligent, self-motivated, high-energy, capable of working under stress with professionalism
- Foster own and team development; be a D&I champion
- Be part of the Sales Leadership team; collaborate across B-F functions and external stakeholders
- Willing to travel up to 20%
- IT literate; project & time management; ability to lead change
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. You will grow both personally and professionally, solving problems, seizing opportunities, and generating bold ideas in a team-focused environment.
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 and a range of premium benefits that reflect our values and meet the needs of our diverse workforce.
If you are ready to become a part of our team and drive our business to new heights, we want to hear from you!
Join us at Brown-Forman and be part of a company where your contributions truly matter.
Equality & Opportunity
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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