On Trade Channel Manager

21 hours ago

Fatih, Istanbul, Turkey Brown-Forman Full time
CURRENT EMPLOYEES, CONSULTANTS, AND AGENCY PARTNERS:

If you currently work for Brown-Forman, please apply by clicking the Careers icon on the Workday portal.

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Quote from Hiring Manager

As the On-Trade Channel Manager Türkiye, 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 Antalya, 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

This is a leading position in developing On Trade strategy, responsible for delivering the Key Performance Indicators (i.e. distribution, brand education, visibility) for Brown-Forman brands within On Trade channel. This position fulfills distribution, listing targets and development of functional reports. Interfacing with all levels of On trade outlets, On trade team to encourage and develop strategy, programs and goals to achieve objectives in channel. The role is responsible for leading business (strategic execution) as well as people (reports consist of On Trade Sales Supervisor-SDS).

What You Can Expect

People Management
  1. Regular on the job coaching and developing competences of the group of SDS (PGP, 1 to 1 meetings, coaching reports, development plan, succession plans).
  2. Support & develop subordinates on the job by regular feedback, effective communication, listening to the ideas, open minded for the change.
  3. Ensures effective communication in channel as well as between Key Accounts, Off Trade, Marketing, Trade Marketing & Finance.
  4. Provide regular sales meetings with subordinates to update on the results and collect feedback of the development opportunity.
On Trade Management
  1. Leading On trade Sales teams.
  2. Active route management according to the company standards and strategies.
  3. Manage volume, distribution, market share, OOS level, contracts, shelf presence by achieving targets in designed channels.
  4. Develop & Communicate channel's vision & strategy to its team. Provide strategic inputs from the field to other departments in the company.
  5. Management & Relationship building with business partners in On trade Channel.
  6. Implementing Brand strategies in channel.
  7. Implement and evaluate annual/ad hoc promotional activities developed by Marketing & Trade Marketing.
  8. Implement and evaluate central channel activities.
  9. Aligns the investments with the company's strategic objectives.
  10. Maintains channel operations in compliance with company standards. Constantly challenge status quo looking for better solutions & more effective activity.
  11. To be continuously in touch with the market, competitor activity, category trend, as well as highlight regional opportunities and threats to the business.
  12. Execute regular and systematic trade visits strategy for the channel according to work plan.
  13. Provides regular communication of relevant information on channel competitor activity and category trends as well as highlights opportunities and threats to the business.
  14. Develops and manages customers' databases. Constantly challenge the present status quo to focus visits of the people on the key volume maker customers.
  15. Cooperation with the finance department regarding checks, collectives, letter of guarantees etc.
  16. Leads the Integrated Business Plan (IBP) process for distributors and acts as the owner of the process on behalf of the On-Trade channel, especially for long term sales forecasts.
  17. Regularly ensures that distributor orders meet monthly and annual targets in line with on-trade forecasts.
  18. Collaborates with Traditional Trade Channel Manager for the distributor management. In this context, OT Channel Manager develops, leads and manages distributor contracts and terms strategy.
Financial Management
  1. A&P & net sales budget management, ensuring that all activities are aligned to channel & brand plans and deliver maximum return on investment.
  2. Controls operational costs of team.
  3. Cooperates with Back Office in planning and budgeting processes ensuring integration of the B-F brands strategies into On-Trade channel strategy.

What You Bring to the Table

  1. Education: College/University (Bachelors or Equivalent).
  2. Competent computer use (MS Office programs - Excel, Power Point).
  3. Proficient in spoken and written English.
  4. Driver's license.
  5. Minimum of 7 years of experience in FMCG, preferably within the same category/field.
  6. Strong knowledge of sales and negotiation techniques.
  7. Comprehensive understanding of the market.
  8. Excellent business process organization skills.
  9. Proven ability to establish and maintain easy, sustainable commercial relationships.
  10. Experience in utilizing financials in collaboration with clients.
  11. Ability to prepare and deliver effective presentations to clients.

What Makes You Unique

  1. Strategic Vision & Change Leadership.
  2. Data-Driven Business Development.
  3. Relationship & Partnership Building.
  4. Influence & Persuasive Communication.
  5. Project & Execution Excellence.
  6. Proactive & Adaptive Problem Solving.
  7. Result-Oriented Performance Management.
  8. Compelling & Active Communication.
  9. Negotiation & Stakeholder Management.
  10. Accurate Self-Insight & Continuous Improvement.

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.

Requisition Type: Employee

Management Level: Leader

Global Job Level: L3

Number of Openings Available: 1

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