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State Manager

Brown Forman Beverages


Job Description


• Serve as coach and leader to Brown-Forman Ohio team member (s) ensuring they progress in their roles, preparing them for future opportunities.

• Monitor business performance of team through frequent engagement, standardized performance reviews, and personal development plans.

• Ensure local and regional extended team remains clear on objectives and prioritization of those goals & priorities.

• Conduct monthly team meetings to ensure alignment as well as consistency of message and method.

Planning & Analysis

• Manage and build brand sales/marketing plans and budgets to meet or exceed the net sales targets developed and approved by Territory Manager and Division Director.

• Leads strategic business decisions within state of Ohio.

• With the support of the Territory Portfolio Manager and Regional Finance team; build and communicate the fiscal year portfolio commercial plans to local Broker/Distributor Leadership - agree on target, objectives, key priorities and budgets allocations.

• Lead pricing strategies that comply with BF national brand standards. Formulate and implement commercial plans and promotional strategies relevant for each core metropolitan market of the state.

• Analyze and plan Ohio on-premise & off-premise channel along with sub-channel business by tertile.

• Lead evaluation and adjustment to plans based on performance and success in the market. Develop and institute GAP and RAP plans as appropriate.

• Monitor and communicate competitive consumer pricing activity and recommend changes or necessary adjustments to Territory Manager and Territory Finance Manager.

• Serves as local conduit for implementation and evaluation of all National/Regional Retail programming, execution and evaluation.

• Leads TPS review meetings process with broker/distributor leadership team.

• Lead SEE & Greatvines Plus planning process for Brown-Forman Brands.

Distributor Management

• Serves as the primary contact with local distributor leadership & partners with Republic National Distributing Company (RNDC) leadership, BF-dedicated broker team members, and Southern Wine & Spirits/Glazers of Ohio.

• Collaborates with broker/distributor EVP’s/General Manager, VP of Sales and General Sales Managers, and Marketing Director for oversight of business management and execution.

• Responsible for the execution of all Ohio commercial and channel plans with local broker/distributor team, holding them accountable to agreed upon targets/goals.

• Monitors and measures performance of all broker/distributor activities that affect BF brands.

• Reconciliation and consistent management of Ohio investment funds, brand spending and brand activity support.

• Applying responsible conduct and behavior to all things that you do that affect our company, products, broker/distributor, and customers.


Must Requirements: • Bachelor’s degree plus 5-7 years sales experience (Beverage Alcohol Industry preferred), or 10 plus years of sales experience within Beverage Alcohol Industry • Demonstrated ability to build relationships and maintain effective working relationships with broker/distributor and accounts and all internal stakeholders. • Excellent manager and developer of people: demonstrated commitment to providing regular, constructive feedback to business partners; demonstrated coaching ability; ability to objectively assess both skills and potential. • Demonstrated knowledge of on and off-premise business and control states business & three-tier distribution system • Team leader: Able to build and sustain effective, results-producing teams, within the state, across business functions, and with business partners. • Action-oriented: Responds in a timely and effective manner to business issues and opportunities. • Highly organized: capable of meeting multiple deadlines and juggling multiple projects. • Literate with word processing programs (such as Word), spreadsheet programs (such as Excel), and presentation programs (such as PowerPoint). • Must be able and willing to travel 50% of the time. • Must have valid state driver’s license. • Must reside or relocate to Columbus or Cincinnati metropolit

Other Information

Posted On: 10/8/2018

Industry: Sales/Marketing

Position: State Manager


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