Вакансія Business Development and Trade Marketing Manager CIS

Сontext:
CIS, being part of emerging markets with significant opportunities for growth, are perceived by Brown Forman as investment priority in 2025 strategy.
In 2017, the risk factors have abated in the CIS region as local currencies were stable, commodity prices rise, political stability has been maintained throughout the economic crisis while Russia returned to growth which is critical to these regional economies as export demand picks up and remittance flows recover more strongly. More stability and improving growth drivers across the board increases the investment attractiveness while allowing for greater predictability in strategic planning compared to earlier years.
In F18, CIS cluster delivered very strong results, growing JD portfolio by 14,4% (+10K cs.) and FV by 13,9% (12K cs.). However, the performance of key competitors in the last year was even higher according to the most recent IWSR report.
Given the expectations of the business growth in CIS markets, Business Development Manager is an essential element of the further development of BF brands and has a direct influence on achievement short and long-term objectives.

Purpose:
This position plays a pivotal role in the expansion and evolution of B-F business in CIS markets. Business Development Manager needs to lead development and implementation commercial strategy as well as to make contribution to the priorities setting process in cooperation with the local distributors and BF team. The incumbent is responsible to drive the growth of BF portfolio according to the agreed short-term goals and budget targets by developing and executing annual trade channels plans and by achieving the aligned Key Performance Indicators.

Responsibilities:

• Develop and implement commercial strategy for the CIS cluster and individual markets aligned with brands strategy, the long-term company goals and priorities.
• To cooperate with the local distributors in building annual sales plans ensuring integration of the BF brand strategies into all trade channels and including quantitative and qualitative targets such as distribution, listing, merchandising standards, shelf share target, picture of success, strategic pricing positioning, temporary price reduction, trade education and motivation programs, etc.
• Ensure best in class execution of the agreed activities in trade channels and achieve annual budget targets.
• Regular monitor market trends and seek for regular updates from the business partners to ensure BF commercial strategy is relevant.
• Build and develop sustainable partnership and collaborative relation with the existing and new BF distributors, local commercial team, trade partners.
• Perform regular market visits and monthly calls with business partners to review KPIs, brand performance, competitive and promotional activities.
• Provide the local commercial teams with relevant brand education training's and coordinate Brand Ambassadors’ activities within trade channels.
• Lead close interactions and productive relationship with colleagues from all BF departments by understanding of goals and objectives in the frame work of teamwork.
• Identify additional brand building/growth opportunities within trade channels, agree on action plan with Marketing and Finance Teams and ensure top class execution.
• Continually update understanding of BF brands including history, heritage, competitive set, market positioning, strategic direction, long-term goals and short-terms targets to support and protect the portfolio through education of BF partners.
• Manage and control trade/discount budget and customer P&Ls ensuring efficient brand/trade investment in order to meet annual targets.
• Build efficient reporting system and conduct regular reports to BF team providing updates of trade channels and brand activities in CIS.
• Ensure that EECCA key stake holders are informed on a timely basis of any significant changes in the CIS cluster or in the local distributors market position.
• Develop consistent investment plans across markets and trade channels ensuring the investment criteria and objectives are constantly evaluated and optimize based on ROI model.
• Track brand performance/KBIs and provide solutions and recommendations to management team of any changes to budget projections or strategic/tactical direction to ensure continuous business development.

Other Responsibilities:

• Development and execution of commercial strategy and trade channel plans
• Implementation of trade activities, cooperation with distributors, market audits
• Reporting
• Budgeting and activity evaluation

Must Experience:

• Bachelor’s Degree in Business
• 7+ years of experience in sales, channel management, CIS markets (experience in spirits will be an advantage)

Knowledge and Skills:

• Strategic vision, ability to differentiate short and long-term goals, possess out-the-box thinking to uncover new market opportunities within the channel and create savvy sales tools and instruments
• Commercial acumen, ability to translate business strategy into daily operational tactics, ability to unpack the needs of customer and provide persuasive offer
• Demonstrated ability to manage, prioritize and complete workload for self and the team in a high pressure/ fast paces environment within established deadlines
• Strong leadership skills, ability to keep teams motivated and support growing expertise and commercial capabilities.
• Ability to take initiative to act independently and solve problems by analyzing and finding effective solutions, Strong and Weighted Decision Making
• Socially Intelligent, self-motivated, high-energy, and capable to work effectively and efficiently under the stress and time pressure, while keeping high level of professionalism and courtesy
• Negotiations skills
• Team player with excellent interpersonal skills, persuasive, and able to build strong working relationships (local and international)
• Must be willing to travel internationally and in-country for up to 50% of the time
• Must be able and willing to adjust working hours according to the job to be completed
• Fluent English and Russian speaking and writing
• Strong communication skills (influencing, listening, presentations, written)
• IT literate
• Time management and organizational skills
• Project & Change Management