Business Development Manager – Drug Channel


Meaningful Work From Day One

Leads the B-F Business Development responsibilities for the drug channel. Analyze and optimize sales (Depletion and takeaway), pricing, and replenishment goals to grow B-F share within the accounts and the accounts’ share within the industry. Supply chain focus to drive OOS prevention and inventory optimization. Leadership role in the Joint Business Planning (JBP) process. Drive the Business Development strategy in the drug 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 B-F

Partners with customer and distributor partners to lead the Business Development initiative that supports profitable sales growth with the drug channel

Joint Business Planning: Volume forecasting, margin commitments/maintenance, innovation forecasting, inventory efficiencies, case pack improvement opportunities, OOS trend analysis with accountability plan, programming recommendations and post-activation analysis

Partnering with National Account Manager (NAM) to recommend strategies that support/maintain profit goals

Partners with NAM to identify portfolio growth opportunities that are mutually beneficial to Brown-Forman and Drug 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 NAM to drive key execution initiatives (e.g. featured programming, OOS 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

Own the Portfolio Maintenance within customer and proprietary systems

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 B-F 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 Lead to deliver Business Reviews during key time frames

Account Management

Supplement National Account Managers 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 a minimum of 5 years of analytical/financial experience in the Consumer Package Goods industry (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, JDA/Blue Yonder)

Ability to travel up to 10% of the time

What Makes You Unique

Experience in alcohol beverage industry

Knowledge of drug channel, chains or national accounts

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.

Brown-Forman Corporation is committed to equality of opportunity in all aspects of employment. It is the policy of Brown-Forman Corporation to provide full and equal employment opportunities to all employees and potential employees without regard to race, color, religion, national or ethnic origin, veteran status, age, gender, gender identity or expression, sexual orientation, genetic information, physical or mental disability or any other legally protected status.

Business Area: USA & Canada Division

Function: Sales


State: Illinois

Country: USA

Req ID: JR-00007411