Brown-Forman
Commercial Manager, Ready To Drink (RTD) Brands - West Region
🇺🇸Irvine, California, United States8 days ago
$150K – $182KMidFull Time
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Meaningful Work From Day One
The Ready To Drink (RTD) Commercial Manager for the West Region plays a critical role in driving the growth of Brown-Forman’s Ready To Drink (RTD) portfolio. This position partners with regional leadership, Marketing Teams, Commercial Finance, and Distributor Partners to execute strategies and deliver results in this fast-growing category. Key responsibilities include managing distributor relationships, aligning on commercial plans, and monitoring performance to meet brand goals. Additionally, the role oversees distributor investments, brand spending, and activity support to maximize growth opportunities. This is a leadership position with the opportunity to shape the future of Brown-Forman’s Ready To Drink (RTD) portfolio.
What You Can Expect
Commercial Leadership
Shared P&L Responsibility: Partner with regional and cluster leadership to deliver the fiscal plan for the RTD portfolio.
Portfolio Accountability: Drive performance for RTD brands, including Jack Daniel’s RTDs, el Jimador RTDs, and future innovations.
Monthly Business Reviews (MBRs): Conduct MBRs with the USA&C RTD Leadership Team, sharing insights and opportunities with regional leadership.
Distributor Execution: Collaborate with regional teams to create and execute programs that ensure superior distributor execution of Ready To Drink (RTD) brand initiatives.
Insights and Mitigation Plans: Provide insights, opportunities, and mitigation plans to ensure fiscal commercial plan delivery.
National and Regional Accounts: Partner with National Accounts to create and drive execution of Ready To Drink (RTD) account programs for both on- and off-premise channels.
Market Planning: Work with Market Managers to establish account universes and market plans, including KPIs, distributor pricing/incentives/programming, and brand development plans.
Resource Allocation: Partner with Finance and State leadership to allocate resources and manage budgets for Ready To Drink (RTD) brands.
Business Reviews: Participate in preparation for business reviews in key markets for assigned Ready To Drink (RTD) brands.
Program Development: Collaborate with Marketing and Regional Marketing leadership to create and execute key programs and trade/consumer initiatives.
Distributor Management
Serve as the primary point of contact for multiple distributors, building strong relationships with distributor leadership while managing P&L and navigating a fast-paced, dynamic environment.
Oversee a complex network of distributors across multiple geographies to ensure seamless operations.
Partner with distributor General Sales Managers and Managing Directors to provide strategic oversight of business management and execution.
Lead the execution of all assigned state commercial and chain plans in collaboration with distributor teams, holding them accountable for achieving targets and goals.
Monitor and measure distributor activities to ensure alignment with Brown-Forman’s brand standards and objectives.
Manage and reconcile distributor investments, brand spending, and activity support to ensure effective use of resources.
Team Leadership & Development
Team Development: Hire, train, and develop a team of agency partners to deliver the plan within the target account universe.
Distributor Training: Establish plans to continually train distributor/agency personnel representing RTD brands in assigned metro markets.
Market Visits: Conduct market visits with clear objectives, proper recaps, and follow-ups, ensuring information is shared with key stakeholders.
Training Coordination: Serve as the RTD commercial team segment expert and coordinate training activities in assigned regions.
What You Bring to the Table
Educational & Experience Requirements: Bachelor’s degree with 7-9 years of sales experience in the beverage alcohol (Bev Alc) or beverage industry, or 10+ years of relevant sales experience in the beverage industry.
Commercial Expertise: Strong commercial acumen with a proven track record of managing geographic or brand P&Ls effectively.
Relationship Building: Demonstrated ability to establish and maintain strong relationships with distributors, accounts, and internal stakeholders.
Leadership Skills: Proven experience in leading and developing teams, with a focus on fostering collaboration and driving results.
Team-Oriented Mindset: A team player who prioritizes the success of the overall Brown-Forman business over individual territory or team objectives.
Technical Proficiency: Skilled in Google Suite applications, including Slides, Sheets, and Docs.
Travel Flexibility: Willingness and ability to travel up to 40% of the time.
Driver’s License: Possession of a valid state driver’s license.
Physical Requirements: Capability to lift up to 60 pounds as part of the role.
What Makes You Unique
Experience working with Ready To Drink (RTD) brands or a super-premium portfolio.
Pay
If based in Irvine, CA the base pay range for this role will be $150,000 - $165,000 plus a 10% cost of labor allowance bringing the range of pay to $165,000 - $181,500 paid semi-monthly plus a 30% bonus. The bonus will be calculated off the base pay and cost of labor allowance paid annually contingent on performance of the company and individual.
Who We Are
We believe great people build great brands. At Brown-Forman, you’ll grow both personally and professionally while solving problems, seizing opportunities, and generating bold ideas. You’ll belong to a place where teamwork matters, and you’re encouraged to bring your best self to work.
What We Offer
Total Rewards at Brown-Forman is designed to engage our people and ensure sustainable, 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. Our benefits reflect our company values and meet the needs of our diverse workforce.
Requisition Type:
EmployeeManagement Level:
LeaderGlobal Job Level:
L4Number of Openings Available:
1
