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Brown-Forman Regional Account Executive - MPO Scotland & NI Maternity Cover (Field Based) in Glasgow, United Kingdom

Meaningful Work From Day One

This is a Regional Sales role accountable for driving B-F joint business partnerships with the Managed Premium Operators located on the specified geography. This position sits within the On Trade Retail Sales function of B-F but requires a cross functional approach to crafting and delivering joint business plans with defined MPO partners in order to grow the B-F premium portfolio of brands and ultimately deliver sales plans.

This role provides the right candidate the exciting opportunity to shape the B-F direction within this area of the On Trade, working to grow with an enviable portfolio of premium brands ensuring the right fit with MPO partners. With support also from the Regional Sales Manager and the wider B-F Team, you will take on the responsibility of crafting and delivering regional MPO sales and activation plans working with some of the fastest growing groups within this diverse, dynamic and expanding area of the On Trade.

This is a 12 month maternity leave contract starting from October.

What You Can Expect:

Business Partnering

  • Sustain day to day relationships across customer departments

  • Work with Customer to deliver Joint Business Plans

  • Detect areas of opportunity in the channel and prospect for New Business

  • Continuously improving the relationship with customers in the On Trade Retail Channel at a regional level

  • Build strong internal relationships across Brown-Forman’s UK operation. Working with the brand teams, category insights, finance and supply chain teams among others to effectively deliver growth and business development on your region

  • Be a key On-Trade point of contact for the business in your region attending events and building key relationships at appropriate events and activities

  • Ensure corporate and social responsibility are always front of mind

Commercial & Strategic Planning

  • Create robust and timebound Joint Business Plans for accounts and demonstrate volume and value growth YoY in line with key KPIs and in correct outlet segmentation

  • Negotiate and close commercial agreements with defined customers

  • Prospecting and Tender negotiations for new business

  • Manage budgets for your area of responsibility within company guidelines and to exceed objectives

  • Utilise data and work with the On Trade Category & Trade Marketing team to proactively maximise business opportunities

  • Review and evaluate the performance of our brands within the defined portfolio of on trade outlets in all aspects of KPI’s e.g. Distribution, Visibility, and Activation


Operative Processes

  • Responsible for specific key brand executions

  • Gain product distribution listings and ensure the availability of B-F brands

  • Maximize the prominence of our brands at each venue and audit ongoing compliance

  • Develop and execute suitable experiences and/or brand activities that encourage the trial and repurchase of priority brands

  • Lead product tastings and presentations to customer decision makers

  • Organise appropriate level of customer training and education and/or consumer tastings

  • Effective planning and control of the company's budget and resources

We Are Looking For People Who Have:

  • Strong Knowledge of UK On Trade and market dynamics

  • Clear understanding of the Route to Market channel

  • Established network within the UK On Trade

  • Significant, progressive Sales experience covering a range of environments

  • Depth of experience in customer negotiations and account management to regional level

  • Strong Business Acumen, P&L experience

  • Ability to unlock insights from data and use them to drive growth with customers

  • Prior Experience in wine and spirits or luxury FMCG industries

What’s It Like To Work Here:

Our vision is to transform B-F UK to be the industry leading organization by delivering top tier results, through building a diverse culture that inspires people, celebrates teamwork and rewards agility.

Just six months after launching its newly independent organisation in the United Kingdom, Brown-Forman UK was officially certified as a Great Place to Work and a Centre of Excellence in Wellbeing in 2020-2021. “Being certified as a Great Place to Work is a testament to the commitment, hard work and enthusiasm of everyone in our new organisation.”-Jeremy Shepherd, Brown-Forman, Vice President, General Manager, UK & Ireland.

We believe all employees can realize the true value of diversity and inclusion and create a stronger, more competitive organization where each employee has the opportunity to reach their desired potential. In the UK we have a Diversity Council consisting of our UK Leadership Team and also four employee resource groups for our employees: GROW (Growing Remarkable Outstanding Women), YP (Young Professionals) SEED (Supporting & Elevating Ethnically Diversity) and PRIDE (LGBTQI+).

Nothing Better In The Market:

Total Rewards at Brown-Forman is designed to engage our people to ensure our sustainable and profitable growth for generations to come. As a premium spirits company, we offer premium and equitable pay & bonus for individual and company performance. We offer a range of premium benefits that reflect our company values and meet the needs of our diverse workforce.

In Brown-Forman UK, some highlights of the competitive benefits we offer include, but not limited to, medical/dental insurance, flexible-working options, product allowance and gym membership; along with global career opportunities.


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.

Business Area: Europe Division

City: Glasgow


Country: GBR

Req ID: JR-00002682