Job Description

CURRENT EMPLOYEES, CONSULTANTS, AND AGENCY PARTNERS:

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The Sr. KAM will be accountable for developing long term partnerships with your portfolio of assigned Key Accounts. Ensure that these partnerships lead to strong sales and Gross Profit performance for both sides always thinking in short and long terms. Implement tactics and the overall execution of the business plan. Connect with key business executives and stakeholders. You will liaise between customers and cross-functional internal teams to ensure the timely and successful delivery of our solutions according to customer needs.

What You Can Expect

• The Sr. KAM is the lead BFM point of contact with the assigned key accounts. This role will be accountable for the customer experience coordinating appropriate resources to meet the customer´s needs.
• Accountable for sales performance, strategies and tactics in coordination with Customer Marketing, Field Sales Operation, Finance & Marketing for the assigned customer portfolio.
• Responsible for driving sales and Gross Profit through strong, value added relationships.
• Develop a trusted advisor relationship with key customer stakeholders and executive sponsors
• Lead contract negotiations for the assigned accounts.
• Develop and evaluate account business plans and ensure they meet strategic business objectives and align with emerging trends and market changes.
• Elaborate and present Executive Business Summaries to accounts; encompassing accurate business results, market data, financial outcomes and operational issues.
• Demonstrate highly effective account management skills and exemplary selling competencies.
• Collaborate with internal KSH on identifying business opportunities and developing appropriate tactics and strategies.
• Track market trends and analyzes these to identify new opportunities to build up B-F’s business.
• Perform market visits to identify potential opportunities and assure plans implementation.
• Track and manage sales volume forecasting to anticipate demand.
• Assist with high severity requests or issue escalations as needed
• Communicate clearly the progress of monthly/quarterly initiatives to internal and external stakeholders
• Lead contract negotiations for the assigned accounts.
• Assess tactical executions and how they affect the entire channel.
• Build close relationships with customers and KSH to improve effectiveness and efficiency of the partnership. The Sr. KAM will develop and manage key business activities for the assigned accounts, negotiate and maintain a sustainable long term relationship, work to facilitate the generation of mutual benefits, unlocking opportunities and always avoiding Zero Sum Activities.
• Maintain and further develop key relationships with retail senior buyers and executives at a corporate level.
• Introduce key members of BFM team to further develop the partnerships as needed, always looking for possible business expansion.
• Establish and formalize the Key Account Strategy; from ideation to implementation, looking to strengthen BFM relationship with top retailers.
• Review business results with Key account business partner.
• Align and develop internal resources to grow overall Key accounts relationships by building strong links to BFM KSH.
• Manage allocated accounts, budget and resources provided, yielding maximum effectiveness and impact.
• Responsible for developing business plans involving cross functional collaboration.
• Facilitate account management by coordinating selling activities and customer interactions through effective leadership and communication with other areas to ensure appropriate customers’ needs are met.
• Track assigned KPIs, providing adequate coaching and feedback to develop a sound plan of action for each account.
• This position must have a very strong leadership to develop work teams
• Order calls tracking and management (order generation through to deliver)
• Assure an appropriate financial tools management to invest DD and TMF resources in order to maximize value creation.
• Work closely with Supply Chain to assure sales order fill-rate compliance (order frequency & fill-rate compliance, management for minimum order call)
• Competitor promotion and activities tracking
• Manage billing, A/P and invoicing issues and use internal resources to solve and communicate issues.
• Balance promotional activities across Retailer Development accounts.

What You Bring to the Table

Education: Business, Marketing or Financial Degree (economic – administrative areas)

Experience: 5 years minimum experience on similar positions within Modern Channel (Walmart Group/Costco/Supermarkets) with Fast-moving consumer goods companies.

Knowledge, Skills & Abilities:

• Financial knowledge.
• English is a plus
• Office,
• Retail Link,
• Nielsen, ScanTRack.

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

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Requisition Type:

Employee

Management Level:

Leader

Global Job Level:

L2

Number of Openings Available:

1