National Account Executive, London Wholesale

Meaningful Work From Day One

This is an important role within Brown-Forman UK's On Trade & Prestige function, pivotal in executing the channel strategy. You'll be accountable for delivering key performance indicators across the B-F portfolio, including distribution volume, pricing, brand education, visibility, and promotions. Collaborating with your business unit leadership team, you will define sales, distribution, promotion goals, and commercial strategies for key industry wholesalers predominantly based in London, some with national reach. This includes analyzing performance, implementing, and evaluating trade and consumer promotions.

Crucially, this role demands a proven On Trade and Wholesale track record, with a strong understanding of IFT, MPOs, and Prestige sub channels (including elements of Prestige Retail), and the ability to drive a premium portfolio. Building and maintaining an effective regional network is essential, with significant time spent in trade at customer meetings to foster strong relationships. Your network of decision-making stakeholders will be critical.

What You Can Expect

• Drive Channel Sales Strategy: Directly influence and drive sales and distribution performance through strategic engagement with wholesaler head offices and their field teams.
• Develop Comprehensive Account Plans: Create and manage detailed account plans encompassing volume targets, promotional calendars, visibility strategies, logistics, and financial data.
• Achieve Sales and Distribution Targets: Consistently meet and exceed agreed-upon sales and distribution goals for all designated wholesale accounts.
• Manage Commercial Execution: Oversee and execute all critical commercial activities, including pricing structure, promotional mechanics, brand education, and point-of-sale visibility.
• Cultivate Key Stakeholder Relationships: Build, maintain, and prioritize strong professional networks both internally and externally, focusing especially on critical in-trade engagement.
• Pursue Business Growth Opportunities: Proactively identify and secure new business, developing a robust pipeline to drive overall portfolio expansion.
• Analyze and Optimize Performance: Conduct rigorous analysis of sales, distribution, and promotional initiatives to evaluate performance, measure ROI, and inform future strategy.
• Foster Critical Internal Collaboration: Establish and maintain strong cross-functional relationships, providing specific and essential support to the London IFT, MPO, and Prestige Sub Channels.

What You Bring To The Table

• Strong knowledge of the On Trade and Wholesale channels
• Established network within the On Trade and Wholesale channels
• Significant sales experience covering a range of On Trade and Wholesale environments, ability to quickly infer customer and regional needs as well as the ability to unlock insights from data and use them to drive growth with our trade partners
• Depth of experience in customer negotiations at a regional level, and a sound knowledge of UK on-trade environment
• Strong Business Acumen
• High level of P&L experience
• Passion for brands and a proven ability to deliver brand sales stories.

What Makes You Unique

• Strong analytical, commercial, and problem-solving skills
• Excellent influencing skills with the ability to convey sales information clearly, concisely, and visually
• Self-motivated with a proven ability to identify issues and projects, plan and prioritize effectively, and manage multiple projects to completion by deadlines
• Strong business acumen, judgment, and strategic capabilities
• Superior communication skills (listening, presentations, written)
• Ability to build strong relationships at all levels with strong stakeholder awareness
• Collaborative team player with conflict management skills
• Adaptable, flexible, and resilient
• IT literate in Google and MS Office applications

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.

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Key skills/competency

• Wholesale Channel Expertise
• On Trade Sales Strategy
• Key Account Management
• Commercial Execution
• P&L Management
• Negotiation Skills
• Distribution & Volume Growth
• Brand Education
• Stakeholder Relationship Building
• Sales Data Analysis