Head of Off Trade and E-commerce Channels

Head of Off Trade and E-commerce Channels

Location: Milan, TN Italy

Client: Brown-Forman

Job Category: Other

EU work permit required: Yes

Job Reference: 563ab84cc305

Job Views: 12

Posted: 15.02.2025

Expiry Date: 01.04.2025

Job Description: This role is a critical contributor to the success of the launch of the own distribution in Italy. The incumbent is expected to set the strategies for the off trade and e-commerce channel, establish partnerships with customers, and lead the team to deliver business goals and objectives.

Meaningful Work From Day One

You will be responsible for achieving net sales volume, gross profit, and distribution objectives assigned to the off trade and e-commerce channels. You will build and lead a team of Key Account Managers (regional and national) and a Channel Assistant. In collaboration with the Head of Sales, you will define the long-term strategy for the channel together with the annual plan, setting up the right KPIs to track business performance monthly. You will also manage some Key National Accounts defined with the Head of Sales. Another key responsibility will be to collaborate with trade marketing to develop the relevant channel and customer plan to achieve best-in-class promotional activities.

What You Can Expect

1. Lead the team to achieve annual goals in terms of volume, net sales per case, and gross profit in the assigned channels and customers, monitoring performance against objectives.
2. Prepare and develop commercial plans for the assigned channels.
3. Oversee negotiations with customers and provide support and guidelines to the team.
4. Collaborate with Marketing, Trade Marketing, Commercial Finance, and Supply Chain to provide reliable forecasts and manage P&L, including discounts, allowances, and rebates.
5. Provide insights and foresights about customers and competitors.
6. Build and lead an engaged and motivated team, developing talent and growing skills within the organization.

What You Bring to the Table

1. At least 5 years of experience as a Key National Account in a leading FMCG with a proven track record in customer and P&L management.
2. Proven leadership of high-performing teams, motivating and guiding change and innovation in a large geographic area.
3. Strong knowledge of the Italian off-trade and e-commerce channels.
4. Good understanding and application of various RGM levers.
5. Fluent in Italian and solid English communication skills.
6. Knowledge of Finance, Trade Marketing, and business processes; spirits industry experience is a plus.

What Makes You Unique

We are in a start-up mode, which is energizing and requires change management skills, the ability to navigate a dynamically developing environment, resilience, and a positive attitude. We are looking for strong team players.

Who We Are

At Brown-Forman, we believe that great people build great brands. Being part of our team means you will grow both personally and professionally, solving problems and generating bold ideas. We value diversity and encourage you 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. We offer equitable pay structures for individual and company performance alongside a premium employee experience and a range of benefits that reflect our values.