Off Trade and E-commerce Channel Sales Manager in Milano, Italy


Quote from Hiring Manager

“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 the partnerships with the customers and lead the team in order to deliver business goals and objectives.”

Meaningful Work From Day One

You will be responsible to achieve net sales volume , gross profit and distribution objectives assigned to the off trade and e-commerce channels, build and lead the team of Key Account Managers (regional and national) and Channel Assistant.

In collaboration with the Head of Sales, you will define the strategy for the channel in the long term together with the annual plan setting up the right KPIs to follow the business monthly.

You will also be direct responsible to manage some of the Key National Accounts that will be defined together with the Head of Sales.

Another key responsibility will be to build together with trade marketing the relevant channel and customer plan to achieve best in class promotional activity.

What You Can Expect

● Lead the team in order to achieve annual goals in terms of volume, net sales per case and gross profit in the channel & customers assigned monitoring properly performance against assigned objectives .

● Lead the preparation and development of the commercial plans for the assigned channels.

● Lead and oversee the negotiation with the customers and provide support and guideline to the team.

● Collaborate with Marketing, Trade Marketing, Commercial Finance and Supply Chain in order to provide reliable forecast, manage P&L, including discounts, allowances, rebates as well as build and implement the customer plans.

● Provide insights and foresights about customers and competitors.

● Build and lead the engaged and motivated team, develop the talent as well as grow skills and capabilities of the respective organization.

What You Bring to the Table

● At least 5 years of experience as Key National Account in one of the leading FMCG with proven track of records in customer and P&L management

● Proven leadership of high performing team, leading, motivating and guiding change and innovation in a large geographic area

● Strong knowledge of the Italian off-trade and e-commerce channels

● Good understanding and application of various RGM levers

● Communication with impact: fluent Italian and solid English are needed

● Knowledge of Finance, Trade Marketing, and business processes.

● Spirits industry experience is welcome

● IT literate (MS Office applications)

What Makes You Unique

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

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.

Nothing Better- 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: Europe Division

Function: Sales


State: Milano

Country: ITA

Req ID: JR-00007714

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