State Manager Off Premise - CA Chains

Last updated 3 days ago
Location:Irvine, California
Job Type:Full Time

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A career at Brown-Forman is just like a good bottle of bourbon: unique and refined, with a bit of a kick. Making our products from barrel to bottle requires detailed planning along each step. Just like bourbon production, our employees work in many different aspects to create the best possible product. This way, our customers can enjoy the world-class brands we promise to deliver. Here’s the kicker - we, too, get to enjoy this process, just one of the sweet benefits of leading the market with the world’s favorite whiskey. Whether in the ground, in the store, or in the office, we hand pick all of our ingredients in order to be proud of what we achieve.

Position Title: State Manager, Off Premise - Chains, California

Business Area: US Sales

Grade: FS5

Reports to: General Manager CA/HI
Partners with: Region Chain Manager, Customer Account Manager, National Account Manager, Finance Team, Customer Marketing Managers, Field Marketing Managers and Brand Teams

Meaningful Work From Day One:

Oversees CA Chain business volume planning, gift allocations, incentive programming, pricing, category management, TMF budgets and all chain commercial planning. Calls on Regional off-premise Chains in partnership with Young’s Market Company including Raleys, Food Source, Savemart, Luckys, Foodmaxx, Stater Bros, BevMo, Trader Joe’s, Gelsons, Sprouts, Ralphs, Food 4 Less, Smart & Final, Whole Foods.

What You Can Expect:

  • Leads the CA chain business. Manages the implementation and execution of B-F chain business plan with distributors and holds them accountable for results.

  • Lead, train and motivate the Brown Forman CA chain team includes Customer Account Managers and Chain Managers.

  • Works closely with internal stake holders- Region Chain Manager, National and Regional Account Managers, Finance, Brand Teams, Customer Marketing Managers and Field Marketing Managers.

  • Monitors and measures Chain program performance.

  • In concert with Chain Finance Program Manager, Manages and Monitors Cumulative scan discounting Funding against plan.

  • In concert with BF State Merchandising Manager insure implementation and execution of all programs in accordance to the priority calendar and monthly customer chain planners.

  • Leads California Chain tertile planning and monthly meetings with Young’s Market Account Executives.

Distributor Management

  • Hold regular sales meetings with Distributor Chain Leadership teams (both national & regional accounts) and Local Chain Account Executives to align on goals and measure progress.

  • Responsible for all distributor incentives to help achieve Brown-Forman goals.

  • Regularly works the market place to understand market factors and key competitor information.

  • Manages account budgets related to pricing and promotion activities (i.e. discounting / POS)

  • Conducts monthly sales meetings to insure proper distributor execution of all Brown-Forman programming.

  • Strategically aligns with top distributor management and conducts tertile planning sessions to ensure Brown Forman will achieve all sales goals.

Customer Management

  • Responsible for leading Sales in assigned regional accounts for CA; Raleys, Food Source, Savemart, Luckys, Foodmaxx, Stater Bros, BevMo, Trader Joe’s, Gelsons, Sprouts, Ralphs, Food 4 Less, Smart & Final, Whole Foods.

  • Assumes leadership role in understanding, developing and implementing customer initiatives.

  • Creates customer focused initiatives that enhance BF and customer profitability.

  • Manages account budgets related to pricing and promotional activities. (i.e. scan/discount/pos).

  • Conducts customer performance reviews with the distributor and the accounts.

Your Profile:

  • Bachelor’s degree plus 5-7 years sales experience or 8+ years sales experience within Beverage Alcohol Industry

  • Demonstrated ability to lead a team and hold team accountable to the plan and goals.

  • Ability to build relationships and maintain effective working relationships with distributors and accounts and all internal stakeholders.

  • Demonstrated knowledge of beverage alcohol business and three-tier distribution system.

  • Strong communication skills both written and verbal.

  • 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 (by air and car) up to 40% of the time.

  • Must have valid state driver’s license

Requisition Type:


Number of Openings Available: