Area Manager

2 days ago

Fatih, Istanbul, Turkey Brown-Forman Australia Pty. Ltd. Full time

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.

Quote from Hiring Manager

As the Area Sales Manager for Istanbul, you will take on a key leadership role in one of the world's most dynamic markets, representing iconic brands under the Brown-Forman portfolio. This is a unique opportunity to drive strategic growth across the European side of Istanbul, shaping the future of premium spirits in a competitive and rapidly evolving industry. Join us and make a lasting impact in a high-visibility position.

Meaningful Work From Day One

The Area Sales Manager performs sales and distribution related tasks with activities aimed at brand building, increasing brand awareness among customers, and strives for the best possible market position for Brown-Forman brands at TT. The person in this position supports and cooperates with TT Channel Sales Manager. This role is responsible for meeting and executing personal and team goals. The Area Sales Manager manages and develops a team of Sales Supervisors.

What You Can Expect

  1. Team management:
    • Leads the sales supervisor team and the team of B-F business partners.
    • Regularly coaches and develops the competencies of the Sales Supervisors in their team (During field visits, 1 to 1 meeting, PGP, development plan, talent pooling, etc.)
    • Supports and develops the Supervisor team and the teams of B-F business partners through regular feedback, effective communication, listening to ideas, and open-mindedness to change.
    • Provides effective communication between the region and KA, traditional channels, On Trade, Marketing/Commercial Marketing and Finance.
    • Holds regular weekly sales meetings with Sales Supervisors to update results and gain improvement opportunities.
    • Make field visits with Sales Representatives and Sales Supervisors at least once a week.
    • Leads B-F Values and D&I in the traditional channel team and distributor teams.
  2. Off-Trade – TT
    • Applies the traditional channel sales strategy in its region.
    • Creates action plans based on concrete analysis and delivers the strategic plan of his/her territory.
    • Makes regular visits to TT sales points in order to strengthen business partnerships with sales points in its region and to expand its scope.
    • Conducts regular distributor visits and site visits to enhance partnership-level cooperation.
    • Responsible for the sales (distributor purchases and field sales), distribution and visibility of B-F products.
    • Is responsible for displaying the products in its region in accordance with legal regulations and B-F standards.
    • Is responsible for applying the brands according to the determined planograms and positioning the POSM materials in the best possible way.
    • Responsible for the inclusion of potential new traditional channel outlets operating in the region. In this direction, he guides the Sales Supervisors and the teams of B-F business partners.
  3. Administrative Duties:
    • Delivers the expected data, reports, and activity evaluation in a timely manner according to the standards and procedures applicable in the company.
    • Read corporate emails regularly. Responds to emails in a timely manner.
    • Responsible for timely reporting in accordance with B-F standards through Univera & Vispera (Collecting data on BF products, market data, data on customers served, and information on competitors activities in the market).
    • Customers in their region are responsible for keeping the relevant database accurate and up-to-date.
    • Provides guidance and direct reports to Sales Supervisors, distributors and their teams for opportunities and threats based on Nielsen analysis.
    • Applies the distributor agreement and terms of trade.
    • Responsible for communication and coordination with distributors.
    • Monitors the compliance of the distributors & operations with B-F standards and legal processes, and takes action when necessary by coordinating with TT Channel Sales Manager.
    • Ensures that the distributors in its region are managed in line with monthly and annual targets.
    • Creates distributor orders and manages distributor product purchase targets by considering optimum stock levels and predicting field sales performance.
    • Ensure business needs and takes action in coordination with TT Channel Sales Manager as needed.
    • Regularly checks and monitors operational costs such as distributors cost per sales representative, distributors & open accounts in the market, credit limits of distributor-provided sales points, distributors & average collection days in the market, distributors& stock day adequacy, and makes action plans if necessary.
    • Works in coordination with distributors for business development opportunities (Number of sales representatives required, regional organization planning, competitive analysis within the region, etc.)

What You Bring to the Table

  • Demonstrable sales experience from a global FMCG company.
  • We are open to candidates who are an Area Manager already as well candidates who are currently working as a Sales Supervisor for a few years who are looking for the next step in their career.
  • Fluent in English and Turkish speaking and writing.
  • Knowledge of sales and negotiation techniques.
  • Comprehensive knowledge of the market.
  • People Management Experience.
  • At least 5 years of experience in distributor management experience.

What Makes You Unique

  • Business Development expertise.
  • Strategic Vision.
  • Data-Driven Decision Making.

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.

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.

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