Brown-Forman Customer Account Manager - On Premise in Phoenix, Arizona

Job Description:

Position Title: Customer Account Manager, On Premise

Business Area: National Accounts/West Division

Location: Phoenix, AZ

Reports To: Division Chain Manager, On Premise


Customer Management

• Responsible for developing and maintaining a partnership with assigned BF key customers overall account direction (nationally and regional) by assuming leadership role for communication, collaboration and coordination of account channel resources

• Responsible for HQ calls within assigned accounts, as well as, Regional/franchisee coverage buying calls throughout assigned geography. Reviews data relevant to account/market/channel with Regional On Premise Manager to develop customer plans and presentations; assumes ownership of attaining all relevant goals.

• Leads/facilitates distributor and customer meetings at all levels within distributor and customer organization to brainstorm and gain agreement on joint initiatives

• Collaborates with Distributor National Accounts/On Premise Leadership, Division, Channel and State stakeholders to leverage growth opportunities and brand platforms to drive business with customers

• Build relationship/partnership with local Franchise/Operations team to help drive BF localized programming

• Manages the execution of National/Regional programs through distributor national accounts/on premise management and account teams.

Planning & Analysis

• Collaborates with respective B-F Territory Managers, Regional On Premise Managers, NAMs and State On-Premise managers on programming, pricing and execution for those regional calls.

• Reviews data relevant to account/market/channel with trade marketing manager and channel analyst to convert insights into actions for key customer presentations

• Consults analyst(s) regarding establishing programming metrics, completing post-program analysis, and providing support documents for customer meetings

• Conducts distributor and customer performance reviews in accordance with distributor and customer planning

• Provides annual customer overview for ROPM, Territory Managers and FMM’s

• Communicates pricing expectations to customer and brands utilizing BF National Pricing and state distributor pricing models

• Engages Distributor and B-F On Premise Managers in execution and compliance of national/regional customer programs via monthly BF ROPM bi-monthly calls.

• Owns and manages Territory Marketing Funds – provide business solutions to achieve target depletion goals.

• Conducts annual channel and customer business review with Regional On Premise Manager and other key stakeholders to determine account selection criteria and matrix position.

High Impact Communication

• Communicates fiscal year plans with customer to Division, Channel and State stakeholders and works to align BF priorities with customers

• Maintains communication link with key distributor On-Premise personnel regarding account programming, account compliance gaps, marketing strategy, and pertinent pricing issues.

• Ensures two-way communication with National Accounts team (including ROPMs, NAMs, and Channel Directors)

• Coordinates and plans ongoing distributor performance reviews with on premise leadership in the distributor.

• Engages Distributor and B-F On Premise Managers in execution and compliance of national/regional customer programs via monthly BF ROPM bi-monthly calls.

• Coordinates communications of adjustments to plan based on performance and success within assigned Customer(s)/Channel(s).

• Provide monthly account update and depletion recap report – provide commentary for plus/minus depletion variance (versus prior year) including buying patterns, and competitive intelligence.

• Provides annual customer overview for brand teams.

Must Requirements:

Education/Experience: Bachelor’s Degree plus 3-5 years sales within the beverage or CPG industry; or 7+ years of relevant experience

• Excellent interpersonal skills, oral and written communication skills.

• PC proficient in Word, Excel and PowerPoint.

• Demonstrated ability to create, control, and maintain financial and/or business analyses, including budgets.

• Team player: Able to put the needs of the overall Brown-Forman business above the specific needs of the territory or team.

• Seeks out opportunities to collaborate with leaders in other channels and territories. Keeps relevant parties informed of activity and seeks similar behavior from the area team.

• Excellent strategic and tactical skills; demonstrated ability to implement and adapt national programs to the field.

• Strong interpersonal skills; demonstrated ability to develop and maintain effective working relationships with all members of extended brand teams.

• Sound financial skills: Experience in building and managing a budget.

• Positive Attitude with Business Growth mindset.

• Ability and willingness to travel 50% of the time, including some weekends

• Valid driver’s license

Preferred Requirements:


• Spirits/ Bev Alcohol industry experience.

#AP 1



About Brown-Forman:


For more than 145 years, Brown-Forman Corporation has enriched the experience of life by responsibly building fine quality beverage alcohol brands, including Jack Daniel’s Tennessee Whiskey, Jack Daniel’s & Cola, Jack Daniel’s Tennessee Honey, Jack Daniel’s Tennessee Fire, Gentleman Jack, Jack Daniel’s Single Barrel, Finlandia, Korbel, el Jimador, Woodford Reserve, Old Forester, Canadian Mist, Herradura, New Mix, Sonoma-Cutrer, Early Times, Chambord, BenRiach and GlenDronach. Brown-Forman’s brands are supported by nearly 4,600 employees and sold in approximately 160 countries worldwide

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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: NAR Sales

City: Phoenix

State: AZ

Country: United States

Req Type: Exempt

AutoReqId: 4230BR