National Account Manager - On Premise Job at Brown-Forman
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"This role offers an opportunity to lead some of the top On-Premise National Accounts in the dynamic lodging and concessions
channel. As
business and personal travel pick up across the US this channel continues to
experience significant
growth. This
is a great opportunity for a driven individual to join a highly collaborative and energetic team, partner and execute the strategic vision for the channel, and lead the path for the next generation of growth." - Region Chain Manager - East
This role can be located in any major city in the Northeast.
What You Can Expect:
- Responsible for developing and maintaining a true strategic partnership with assigned BF Key customers
- Assumes a leadership role in understanding, developing, and implementing key customer initiatives.
- Creates customer-focused win-win initiatives that enhance B-F and customer profitability. Reviews data relevant to account/market/channel with customer marketing manager and channel analysts to convert insights to actions for key customer presentations.
- Lead/facilitates customer meetings at all levels within the customer organization to brainstorm and gain agreement on joint initiatives.
- Develop customer plans and presentations; assume ownership of attaining all relevant goals.
- Manages account budgets.
- Directs analysts regarding establishing programming metrics, completing the post-program analysis, and providing support documents for customer meetings. Conducts customer performance reviews in accordance with customer planning.
- Provides annual customer overview for brand teams.
- Communicates pricing expectations to customers and brands.
- Engages regional on-premise managers in the execution of national customer programs.
Success Factors:
Creative Intuition: Ability to quickly orient to assignment, shift gears and change direction when working on multiple projects in different stages of the program cycle, innovative and creative approach programs, quickly understand and respond, pursue related information, ask appropriate questions, identify connections between issues and go beyond the obvious.
Collaborative Approach: Understands and demonstrates awareness of the inter-relatedness of different functions within organizations and collaborates appropriately when addressing problems, resolving issues, or formulating strategies.
Results Orientated: The ability to operate with a high level of energy focused on outcomes, Establish, communicate and develops methods for monitoring performance against objectives. Engages in the process of consultative problem solving, which creates new and effective solutions. Demonstrated ability to work on projects to accomplish established goals and objectives. The ability to influence the behavior of others through written, oral and interpersonal communication toward desired outcomes.
Strategic Thinking: Initiates, guides and participates in the establishment and articulation of a long-term strategy including a plan for allocation of staff time and resources. Ability to identify new opportunities and applications that add value for the customer while enhancing the value for B-F.
Strong Communication: Proven ability to communicate information and ideas to others in an understandable manner. The ability to comprehend and understand new information. The ability to be straightforward, candid while setting a professional standard for treating others with dignity and respect. Ability to act as spokesperson/educator at consumer events. Represent the brand in a manner consistent with the brand building model.
Financial Acumen: Demonstrates good business sense, including the ability to correctly interpret financial information. Ability to utilize appropriate financial data to develop, track and monitor a budget.
Functional knowledge of the sales process: Identifying new opportunities and applications that add value for the customer while enhancing the value for B-F. Experience managing large, multi-site clients. Demonstrated ability to drive sales and marketing growth while building brand equity.
Leadership: The ability to articulate vision and inspire others toward achieving brand goals. Establish and communicate clear directions while developing and inspiring a shared sense of purpose. Able to persuade and influence external shareholders to take incremental interest in Brown-Forman brands.
Planning, organizing and prioritizing: Directs or allocates finite resources towards the achievement of specific plans, projects, goals, or objectives which are identified as having precedence in importance. Ability to effectively manage and complete all aspects of complex projects.
Analytical Ability: The ability to appropriately allocate necessary and sufficient time and effort to analyze and resolve problems. The ability to develop alternative courses of action and commit to actions based on logical assumptions that reflect factual information; providing rationale for recommendations; appropriately weighing and prioritizing data. The ability to identify problems, analyze relevant data, think critically, generate alternatives, and select solutions to problems.
What Exactly Are We Looking For?
- Bachelor’s Degree plus 5-7 years of sales experience or equivalent education/experience in Bev/Al Industry or CPG.
- Experience calling on/managing large multi-unit National/Regional accounts.
- Excellent interpersonal skills, and oral and written communication skills.
- PC proficient in Google Docs, Word, Excel, and PowerPoint.
- Demonstrated ability to create, control, and maintain financial and/or business analyses, including budgets.
- Team player: Able to put the needs of the overall Brown-Forman business above the specific needs of the territory or team. Seeks out opportunities to collaborate with leaders in other channels and territories. Keeps relevant parties informed of activity and seeks similar behavior from the area team.
- Excellent strategic and tactical skills; demonstrated ability to implement and adapt national programs to the field.
- Strong interpersonal skills; demonstrated ability to develop and maintain effective working relationships with all members of extended brand teams.
- Sound financial skills: Experience in building and managing a budget.
- Willingness to travel 50-70%
What Makes You Unique:
- Experience calling on large-scale hotel/lodging customers at the corporate level.
Requisition Type:
Employee
Management Level:
Leader
Global Job Level:
L2
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