On Trade National Key Account Manager - Milano, Italy Quote from Hiring Manager
This role is critical to lead our business in the On trade channel, having a direct responsibility in managing the national wholesalers and being accountable for Level 1 negotiations with On trade consortiums. You will also open new business opportunities with big Horeca/Hotel chains across Italy. The key responsibility as a team member is to create the strategy, in alignment with the Head of On trade, and to execute it perfectly in the market. This role is an individual contributor, with a strong relationship with the rest of the On trade team to cascade the national agreements and support the field team in maximizing performance.
Meaningful Work From Day One
The On trade National Sales Manager has a national scope, being the counterpart of the main Italian integrated wholesalers, consortiums, and Horeca/Hotel chains. Your first key task is to shape the strategy for Level 1 negotiations with the national players in alignment with the On trade commercial policy. You will also manage key customers, create promotional calendars, define sales incentives, and cascade clear guidelines to the regional key account managers for the On trade.
This role requires strong leadership and management skills, along with a deep understanding of the wholesalers industry. Experience in working in Spirits is a plus. In this role, you will report to the Head of On trade and collaborate with the rest of the On trade team to ensure perfect execution.
This is an office/hybrid role out of our office in central Milan.
What You Can Expect
Sales Strategy: Develop and implement effective sales strategies to drive sell-in and sell-out performance of the assigned national customers. Execute commercial strategies including pricing/promotions initiatives in line with channel commercial objectives.
Customer Relationships: Build and maintain strong relationships with key wholesalers and on-trade consortiums, defining the strategy and managing a relevant portion of the business.
Market Analysis: Monitor market trends, competitor activities, and customer feedback to identify opportunities and threats.
Performance Management: Manage customers' P&Ls, conduct regular performance reviews, and collaborate with the regional team to maximize results.
New Business Development: Define new business opportunities with big On trade chains such as Horeca customer groups and Hotels.
Sales Reporting: Prepare and present sales reports, forecasts, and performance analysis to the Head of On trade and Head of Sales.
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.
What You Bring to the Table
Minimum of 5 years of sales experience as a National Account Manager in On Trade.
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 with direct and indirect customers.
In-depth knowledge of the on-trade spirits market and customer base (Wholesalers and On trade customers). 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.
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 startup 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 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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