On-Trade Sales Executive

Posted on 25 November 2019, Closing date: 31 December 2019

On-Trade Sales Executive image
  • Company: Brown-Forman
  • Location: United Kingdom, London
  • Contract: Full time
  • Hours: N/A
  • Start Date: 31 December 2019

At Brown-Forman, we enrich the experience of life, in our own way, by responsibly building beverage alcohol brands that thrive and endure for generations. Brown-Forman is one of the largest American-owned spirits and wine companies and among the top 10 largest global spirits companies. By expertly combining five behaviors (Be Curious, Be Courageous, Be Collaborative, Be Creative, Be a Champion) with our vision and purpose, we seek to create an enduring and growing Brown-Forman UK.

The scope of this exciting new role, integral to on-trade sales function of B-F, is to drive performance for B-F UK’s on-trade partners. The key responsibility is to deliver NSV and profitability for Brown Forman as well as to establish and maintain a strong relationship with the customer(s), managing distribution volume, pricing strategy, brand education, visibility and promotions for the B-F portfolio within the On Trade and within the geographical area of responsibility.


Build strong relationships, both within B-F and externally with customers in the on-trade channel at regional level through regular trade visits and meetings to deliver and execute business plans

Create account plans for top accounts, demonstrating volume and value growth YoY in line with key KPIs and in correct outlet segmentation.

Negotiate and close annual and seasonal commercial agreements with defined customers

Manage budget for your area of responsibility and utilise data and work with the On Trade Category & Trade Marketing team to proactively maximise business opportunities

List products and ensure the availability of the brands according to our picture of success, maximising the prominence of our brands at each venue

Develop and execute experiences and brand activities that encourage trial and repurchase of priority brands, including product tastings, presentations and customer training/education

Manage execute and evaluate incentive plans for staff and account owners, while ensuring pricing strategy is correctly implemented

Comply with all sales processes and tools, utilising the CRM system fully


The successful candidate will be educated to degree level in Business or a related field with a proven track record within the on-trade sales channel. They will have a high level of understanding of the on trade as a whole, an established network within the on trade, as well as the ability to drive a premium portfolio. Previous experience working in wine and spirits or luxury FMCG is preferable.

Total Rewards

Total Rewards at Brown-Forman is designed to engage our people to ensure our sustainable and profitable growth for generations to come. As a premium spirits company, we offer premium and equitable pay & bonus for individual and company performance.

We offer a range of premium benefits that reflect our company values and meet the needs of our diverse workforce. In Brown-Forman UK, some highlights of the competitive benefits we offer include, but not limited to are medical/dental insurance, flexible-working options, product allowance and gym membership; along with global career opportunities.

Assessment Centres

Assessments centres for these roles will take place in early to mid December 2019

Apply now: Nikola Dimov at Nikola_Dimov@b-f.com

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