Senior Sales Rep - On Premise

Specialist in the development and construction of our brands in the on premise channel. The Sr. OP Sales Rep is a business advisor both internally and externally for the growth of B‑F brands by developing and executing innovative initiatives and activities that drive the deployment of the company's focus brands.

The Sr. OP Sales Rep is accountable for developing long‑term partnerships with his/her portfolio of assigned accounts and territory of influence. He/She is primarily responsible for identifying and prospecting accounts, negotiating and monitoring activities that allow us to have a dominant position in the most important and representative accounts in the assigned area. He/She shall connect with key business executives and stakeholders and work as a liaison between customers and cross‑functional internal teams to ensure the timely and successful delivery of our solutions according to customer needs.

DRIVE BUSINESS FORWARD

• Develop and execute their weekly work plan including the visit plan uploaded to the salesforce platform.
• Identify and prospect target accounts for B‑F.
• Develop the negotiation strategy to achieve them.
• Ensure that the accounts in their charge are correct according to the strategy of the brands.
• Propose, develop and execute commercial strategies that help us have a leading position in the channel.
• Identify the best practices of the channel inside and outside the industry that can be implemented in our operation.
• Identify major national and regional events in the on premise channel.
• Identify the main trends that influence the dynamics of the channel (gastronomy, mixology, music, equipment, etc).
• Act as a channel consultant/advisor.

CUSTOMER RELATIONSHIP

• Identify and maintain a close business relationship with the key players in each account (owners, partners, crews, bartenders, etc).
• Establish close relationships with clients and KSH to enhance the effectiveness and efficiency of the partnership.
• The Sr. Sales Representative will develop and manage key business activities for assigned accounts, negotiate and maintain a long‑term sustainable relationship, work to generate mutual benefits, unlock opportunities, and always avoid zero‐sum activities.
• Maintain and further develop key relationships with senior executives of our wholesale clients.
• Introduce key members of BFM team to further develop the partnerships as needed, always looking for possible business expansion.
• Review business results with key account business partners.
• Manage allocated accounts, budget, 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.
• Focus on strict accountability & compliance culture.

OPERATIVE PROCESSES

• Catalog and ensure the availability of the focus brands of the portfolio.
• Guarantee brand visibility.
• Implement experiences and/or brand activities that encourage the testing and repurchase of our focus brands.
• Train staff, account owners and consumers through tastings, presentations, etc.
• Execute, manage and evaluate incentive plans for staff and account owners.
• Ensure that the pricing strategy of our brands is correctly implemented in each account.
• Follow up the agreements established with their accounts and ensure proper execution in each of them.
• Effective planning and control of the company’s budget and resources.
• Weekly update of the information of each one of its accounts in the system (salesforce and Siscocc).
• Monitoring and weekly report of own activities and of the competition.
• Detection of areas of opportunity in the channel and openings of new accounts relevant to our brands.
• Monitoring and compliance of administrative activities of the channel (chequebonos, reports, agendas, FGs, etc).

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. Accommodations available upon request including an Interpreter.