Area Sales Manager

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Quote from Hiring Manager

As the Area Sales Manager for Antalya & Mugla Region, 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 Aegean Region, 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 is responsible for driving sales and distribution activities, with a focus on brand building, increasing brand awareness among customers, and ensuring the optimal market position for Brown-Forman brands within TT. This role works closely with and supports the TT Channel Sales Manager. The Area Sales Manager is accountable for achieving both personal and team goals, and for managing and developing a team of Sales Supervisors.

What You Can Expect

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.
● It 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.

Distributor Management
● The role applies to the distributor agreement and terms of trade.
● Responsible for communication and coordination with distributors.
● The candidate 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.
● The role ensures that the distributors in their region are managed in line with monthly and annual targets.
● The candidate 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.
● The role 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.
● The candidate works in coordination with distributors for business development opportunities (Number of sales representatives required, regional organization planning, competitive analysis within the region, etc.)

Traditional Trade Management
● The role applies the traditional channel sales strategy in their region.
● The candidate creates action plans based on concrete analysis and delivers the strategic plan of his/her territory.
● The role makes regular visits to TT sales points in order to strengthen business partnerships with sales points in their region and to expand their scope.
● The candidate 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.
● The role is responsible for displaying the products in their region in accordance with legal regulations and B-F standards.
● The role 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, the candidate guides the Sales Supervisors and the teams of B-F business partners.
● The role makes regional analysis that supports increasing the sales of B-F brands and the realization of company targets, constructs action plans and implements these plans together with their teams.

● The role implements the opening and/or closing of traditional channel sales points in the system in line with company standards.
● The role ensures that the budgets allocated for the activities are implemented appropriately and efficiently in accordance with the standards applicable in the company in line with the installation mechanics and deadlines.
● The candidate ensures the correct and effective implementation of sales campaigns/promotional activities.
● The role ensures that permanent visibility investments are in line with the expected return on investment in their region.
● The candidate establishes and maintains good relations with all distributors as well as with selected traditional channel outlets.
● The candidate improves the performance and number of invested outlets in their region.
● Plans and implements the regular and systematic customer visit strategy of team
● Supervises the visit effectiveness of Sales Supervisors and takes action to improve as needed.
● The role enables Sales Supervisors to implement their route plans and achieve their visibility goals.

Administrative Duties:
● The role delivers the expected data, reports, and activity evaluation in a timely manner according to the standards and procedures applicable in the company.
● 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)
● The role is responsible for keeping the relevant database accurate and up-to-date for customers in their region.
● The role provides guidance and direct reports to Sales Supervisors, distributors and their teams for opportunities and threats based on Nielsen analysis.
● Prepares weekly sales closing reports based on SKU and distributor regularly.
● The role contributes to the Integrated Business Planning (IBP) process for distributors in their region, providing foresight and accurate sales forecasting monthly.
● Acts as the Brand Ambassador for the B-F Portfolio. Coordinates the preparation and execution of special product training for the sales personnel of B-F business partners.
● Provides B-F Sales Team with regular business update reports and other reports as needed
● The role ensures proper flow of invoices between B-F and distributors.

What You Bring to the Table

● Bachelor's degree in Business, Marketing, or a related field.
● Minimum of 5 years of sales experience in the spirits industry, with at least 3 years in a managerial role. Area Manager experience is a must.

● Competent computer use (MS Office - Excel, PowerPoint)
● Fluent in English and Turkish speaking and writing
● Driver license
● Knowledge of sales and negotiation techniques
● Comprehensive knowledge of the market
● Organization of the business process
● Easy of forming new relationships
● Use of financials in collaboration with customers
● Preparing and making presentations for clients

What Makes You Unique

● People management
● Business Development
● Strategic Vision
● Data-Driven Decision Making
● Negotiation, persuasion and influence
● Planning and Execution
● Proactive Approach
● Motivational Adaptation
● Result oriented
● Project Change Leadership
● Active Listening

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.

#LI #herradura

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