Business Development Manager - Costco/Convenience

Business Development Manager - Costco/Convenience

Atlanta ,

Georgia

Meaningful Work From Day One
Leads the Brown-Forman Business Development responsibilities for both Costco and the Convenience Channel. Analyze and optimize sales (depletion and takeaway), pricing, and replenishment goals to grow Brown-Forman share within the accounts and the accounts’ share within the industry. Supply chain focus to drive Out-of-Stock prevention and inventory optimization. Leadership role in the Joint Business Planning process. Drive the Business Development Strategy in Costco and the Convenience Channel through the formulation of ideas to address the strategic needs and requirements of key stakeholders.
What You Can Expect
Business Development
Supports the Business Development strategy for the customer with primary focus on sustaining buyer targeted margin goals and growth of the overall topline business volume for Brown-Forman
Partners with customer and distributor partners to lead the Business Development initiative that supports profitable sales growth within assigned accounts
Joint Business Planning: Volume forecasting, margin commitments/maintenance, innovation forecasting, inventory efficiencies, case pack improvement opportunities, Out-of-Stock trend analysis with accountability plan, programming recommendations and post-activation analysis
Partnering with National Account Manager to recommend strategies that support/maintain profit goals
Partners with National Account Manager to identify portfolio growth opportunities that are mutually beneficial to Brown-Forman and assigned accounts by uncovering opportunities to assist in driving sales initiatives and growth potential through assessment of internal data and syndicated data, market visits, and collaboration with Consumer/Shopper Insights to identify relevant consumer trends
Partners with the distributors and National Account Manager to drive key execution initiatives (e.g. featured programming, Out-of-Stock closure, Void/Add-Delete compliance, and pricing consistency)
Drive pricing thought leadership, aligning on forward-looking pricing strategies and margin impact that aligns with buyer goals
Utilizes all available resources and collaborates with internal business partners to build a robust business case for customer presentations
Own the Portfolio Maintenance within customer and proprietary systems
Supports National Account Director with ad-hoc projects as needed
Business Reporting and Analytics
Supports Customers and Brown-Forman by providing reports and insights for account initiatives and review meetings
Maintains scorecards to monitor trends and communicate key wins and shortfalls with plan of action, along with Category scorecards for benchmarking Brown-Forman business vs. other suppliers, reviewing high level trends and identifying gaps/opportunities
Identifies and analyzes opportunity gaps in Margin, Share, Sales, Inventory and Programming performance vs. Annual Business Plan.
Evaluates promotional awards to ensure compliance with activation and monitor lift commitments
Tracks competitive market level price points on key items for core markets to assist with pricing strategies
Works with internal and external partners to implement process/cadence addressing Out-of-Stocks, Adds/Deletes, Value Added Packaging opportunities.
Collaborates with Customer Marketing Manager and National Account Leads to deliver Business Reviews during key time frames
Account Management
Supplement National Account Manager’s ownership of account relations through the objective presentation and participation in key meetings, delivering value-added insights and recommendations to grow category and brand sales based upon core retailer definition for success:
Use space planning software to effectively merchandise the wine and spirits department according to category and retailer strategy
What You Bring to the Table
A Bachelor’s Degree with 5-7 years of analytical/financial experience with a multinational Consumer Products Goods company, Master’s Degree and 3-5 years of experience, or 11-13 years of relevant experience (Beverage alcohol experience a plus)
Demonstrated knowledge and expertise in producing high quality marketing, sales and/or financial analysis
Demonstrated intellectual curiosity, passion for problem solving and strong diagnostic skills in order to connect the dots and provide a thorough business analysis
Demonstrated creativity and innovative approaches in solving analytical problems
Demonstrated expertise utilizing various data sources (e.g. Nielsen, NABCA, AOffice, Financial, Consumer Insights, Spectra, internal account data, etc.) for analysis
Demonstrated business acumen, sound business judgment and ability to provide advice to management based on the analysis
Ability to learn econometric modeling concepts with the ability to interpret the output, communicate the business insights through storytelling, and influence business decisions throughout the organization.
A proactive self-starter with a strong consultative customer approach to their work with a bias towards making a value-driving business decision as a result of the analytical work
The ability to take national level analysis and work with local finance/sales teams to localize the analysis in order to make the work actionable
Ability to work both independently and within a team while putting the success of the group ahead of personal ambitions
Personal honesty and integrity: the ability to effectively handle confidential information and materials
Exhibit the intellectual integrity and professional maturity to provide management with objective and impartial analysis
Excellent oral and written communication skills, relationship building and influencing skills with the ability to collaborate with partners across a broad organization (Sales, Marketing, Operations, Finance)
Proficient with Microsoft Excel, PowerPoint, and Google applications along with ability to be proficient with relevant database and business warehouse programs (e.g. SAP, AOffice, Nielsen Connect, Tableau)
Ability to travel up to 10% of the time
What Makes You Unique
Experience in alcohol beverage industry
Knowledge of chain account management
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. Many Spirits, One Brown‑Forman- We believe that an inclusive culture, one that values the diversity and unique perspective of each individual, allows us each to bring our best self to work and leads to greater teamwork, creativity, and trust. Cultivating a Caring Culture- We know that our strong culture is one of the many reasons people love working at Brown‑Forman. Enriching Life. Enriching Careers- At Brown‑Forman, we craft products known for bringing people together. Our employees have made us what we are today and are the reason for our success. Do not just take our word for it. Brown‑Forman is consistently recognized as a Great Place to Work in countries around the world.
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.
Pay if based in Irvine, CA
The range of pay for the role is: $114,512 - $143,308 plus a Target Short-Term Bonus of $13,700.
The base pay salary will be $104,102 - $130,280 paid semi-monthly, plus the cost of labor allowance equal to 10% of the base salary.
NOTE: Base salary range depends on a combination of job-related factors to include candidate skills, experience and internal equity.
Pay if based in Seattle, WA
The range of pay for the role is: $119,717 - $149,822 plus a Target Short-Term Bonus of $13,700.
The base pay salary will be $104,102 - $130,280, paid semi-monthly, plus the cost of labor allowance equal to 15% of the base salary.
NOTE: Base salary range depends on a combination of job-related factors to include candidate skills, experience and internal equity.
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