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Quote from Hiring Manager

This role is critical to lead our business in the Off trade channel having a direct responsibility in managing all the national customers with a central agreement, develop the business in discounters and premium retails as well as lead Amazon.

The key responsibility as a team member is to create the strategy, in alignment with the Head of Off trade, and to perfectly execute it into the market. This role is an individual contributor, with a strong relationship with the rest of the Off trade team to cascade the national agreements and to support the field team in maximizing the performances.

Meaningful Work From Day One

The Off trade National Account Manager has a national scope being the counterpart of the Italian national players and entrusted E-commerce customers.

Your first key task is to shape the strategy for the L1 negotiations with the national players in alignment with the Off trade commercial policy.

Secondary to this, you will be responsible for building the productive business relationships and joint business plans with entrusted customers, managing them, creating promotional calendars and negotiating with them.

This role requires strong leadership/ management and negotiations skills, in depth understanding of the off trade trade universe and financial acumen. The experience in working in Spirits is a plus.

In this role you will be reporting to the Head of Off trade and E-commerce channel and you will collaborate with the rest of the Off trade team to ensure perfect execution.

What You Can Expect

● Sales Strategy: Develop and implement effective sales strategies to drive sell-in and sell-out performance of the assigned customers. Execute commercial strategies including pricing/promotions initiatives in line with channel commercial objectives. Define sales strategy with the assigned customers.

● Customer Relationships: Build and maintain strong relationships with customers. Build trust and promote further collaboration as appropriate to maximize mutual sales and profit. This ranges from an effective transactional relationship to a collaborative Category approach and strategic Joint Business initiatives in order to develop multi-year plan/strategy to capitalize on opportunities.

● Negotiations: Lead annual negotiation of trade terms and achieve ´win-win´ agreements with key accounts including all promotional plans, programs and activities developed in cooperation and support of Marketing and Trade Marketing functions. Interact and communicate effectively with key decision influencers internally and externally (speak in the customer’s language) and be perceived as a value-adding partner. Active participation in regional groups responsible for customer management (PEKA).

● Market and Customer Analysis: Monitor market trends, competitor activities, and customer feedback to identify opportunities and threats. Communicate channel’s/customer vision and provides strategic input to other departments in the company incl. co-creation of business strategies.

● Performance & Financial Management: Manage customers P&Ls, conduct regular performance reviews and collaborate with other departments to maximize results. Actively use and drive revenue growth management mindset and tools. Analyze the portfolio of promotional activity against both financial and strategic criteria and look for ways to optimize the overall investment.

● New business development: Define new business opportunities.

● Sales Reporting: Prepare and present sales reports, forecasts, and performance analysis to Head of On trade and Head of Sales. Provide ROI analysis to senior management and communicate efficiencies, results, and impact to the business (cash flow, share vs. profit, etc.). Proactively measure and communicate results and share best practices with others (re: physical availability, display, merchandising, pricing, promotions, competitors, customer care/service levels).

● Budget Management: Manage the sales budget for the assigned customers, ensuring efficient allocation of resources.

● Compliance: Ensure all sales activities comply with company commercial policies and industry regulations. Ensure any agreements negotiated and reached do not put the organization at risk legally.

What You Bring to the Table

● Minimum of 5 years of sales experience as a Senior KAM and/or NAM

● Bachelor’s degree in Business, Marketing, or a related field.

● Proven track record of successfully delivering sales growth in a similar role.

● Demonstrated ability to build and maintain effective working relationships customers.

● In-depth knowledge of the off-trade market and customer base. Prior Experience in the spirits industry is a plus.

● Knowledge in developing Premium+ and luxury categories.

What Makes You Unique

● Strong leadership, communication, and negotiation skills. Entrepreneurial approach is needed.

● Proficiency in sales analytics and CRM software (Salesforce).

● Results-oriented, strategic thinker, and team player with a passion for the spirits industry.

● High experience in management and business development in multinational companies with complex distribution channels.

● Experience in managing big National customers with different layers and levels of complexity.

● Good command of written and verbal English, Italian is a must.

● Change management and start up approach are a plus.

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. 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.

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. We offer a range of premium benefits that reflect our company values and meet the needs of our diverse workforce.

Business Area: Europe Division

Function: Sales

City: Milano

State: Milano

Country: ITA

Req ID: JR-00008099