Territory Manager - Colombia, Ecuador, Venezuela & CARCAM
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Quote from Hiring Manager:
The Territory Manager is the primary responsible for and driver of the business in the market/geographic area, comprising the oversight of commercial, marketing, supply, financial, legal, compliance, human resources, and other topics to be coordinated with the respective functional counterparts.
Meaningful Work From Day One:
The Territory Manager is the primary in-country representative for Brown-Forman, responsible for overseeing all business activity in the area. This position will be based in Bogotá and is directly responsible for the development and growth of Brown-Forman’s business in Colombia, Ecuador, and Venezuela, while overseeing a team of area managers responsible for Central America and the Caribbean Islands. This cluster represents over $30 MM in Net Sales.
The Territory Manager plays a vital role in effectively developing and implementing countries’ strategies. This role is responsible for the Route to Market and Route to Consumer strategy and implementation in the area.
The Territory Manager is the key contact calling on our distributor partners, collaboratively building and translating strategies into commercial, portfolio and channel priorities. This role serves as the main conduit to all business aspects for Brown-Forman (marketing, finance, accounting, legal, supply chain, registration, governance, training and others).
The Territory Manager is responsible for leading a team of Area Managers and a Marketing Manager for the cluster, establishing ambitious but achievable goals, and managing their performance.
What You Can Expect:
Delivery of area budgeted volume sales and profit goals in accordance with fiscal year plans and long-term plans and strategies.
Ongoing champion and communication of business vision, strategy, barriers, priorities, and key changes to the Brown-Forman organization to secure alignment and support.
Leads the planning, focus, and execution of channel priorities, pricing, and physical availability KPIs through intense commercial leadership of distributor teams, inclusive but not limited to GM, head of sales, trade marketing, KAMs, and other constituencies inside the distributor network.
In addition to being the primary contact of local distributors’ top management. This role leads a team of dedicated Brown-Forman resources inside our distributor.
This role is accountable for managing the budget of discounts, A&P, and Value Added Packs to deliver P&L targets.
Stewards long-term strategy for assigned area inclusive of portfolio, geography, resources, RTM and RTC evolution to achieve these ambitions.
Collaborates with Brown-Forman stakeholders, such as marketing, finance, supply chain, customer service, production, legal, Brown-Forman centers of excellence, accounting, and others to enable value and sustainable business practices.
Brown-Forman point person to all external parties, government agencies, sanitary authorities, lobby groups, legal, trade associations, Media, etc. Point person for all Brown-Forman Internal Audit discussions and negotiations with distributor.
Legal Representative of Brown-Forman in the Colombian market. Responsible for leading the legal entity aspects, including treasury, taxes, local benefits partnerships - supported by administrative teams from Latin America extended resources.
What You Bring to the Table:
Education: College/University (Bachelor's or Equivalent); Business, Marketing, International Marketing, or equivalent discipline.
Experience: 10+ years of experience in the FMCG industry, preferably spirits, and knowledge of the distributor/brand owner relationship.
Fluent in English and Spanish
What Makes You Unique:
Education: Masters Degree preferable (M.A., MBA or Equivalent); Business, Marketing, International Marketing, or equivalent discipline.
Job Competencies:
Business acumen, prioritization, analytical thinking, problem-solving, and working with others.
Excellent communication skills in English and Spanish, and strong leadership to align the system around key priorities.
Strong commercial acumen, knowledge of price structures, negotiation, channels, customers, price-promotion modeling, execution measurement, and trade activation.
Understanding of on-, off-, and e-premise dynamics, differences by channel and shopper missions and baskets, average margins, and key demand generation levers by channel.
Self-management, responsibility, and time management for remote work.
Inspirational leadership: Developing others, leadership, performance management, and coaching.
Ability to solve problems, adaptability to change and focus on results, acting as a change agent.
Ability to work with internal and external teams, negotiation skills and flexibility.
Strategic planning skills
[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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Requisition Type:
EmployeeManagement Level:
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L3Number of Openings Available:
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