State Manager Chains - Texas

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Meaningful Work From Day One

Texas is a pivotal market for Brown-Forman, and the State Manager, Chains role is at the center of our success in the state. In this leadership position, you will spearhead the strategy, planning, and execution that drive performance, while leading a high-performing team and fostering strong partnerships with our distributor and customers. This role offers a unique opportunity to shape the Texas business landscape, influence our brand presence in the market, and achieve meaningful, sustainable growth.

As the State Manager, you will oversee all aspects of Texas chain commercial planning, including volume planning, pricing, category management, programming, gift allocations, incentives, and commercial spend budgets. You will work closely with our distributor to engage with national and regional off-premise chains, ensuring our plans are executed exceptionally in the market.

What You Can Expect

• Strategic Leadership: Lead the Texas chain business strategy, implementing Brown-Forman's chain business plan, and ensuring distributor accountability for results. Develop and motivate the Texas chain team to achieve strong business outcomes and enhance organizational capability.
• Stakeholder Collaboration: Work closely with internal stakeholders like Region Chain Manager, Account Managers, Finance, Brand Teams, and Field Marketing to align priorities and maximize Texas business opportunities.
• Performance Monitoring: Evaluate business and program performance, adjusting plans as needed to meet objectives. Partner with Finance to manage commercial investments and ensure spending aligns with plans.
• Initiative Execution: Ensure effective implementation of key initiatives in line with priority calendars and customer chain plans. Lead tertile planning and business reviews with distributors to align priorities and resources.

Distributor Management

• Relationship Building: Foster strong relationships with distributor chain leadership and account teams, aligning around Brown-Forman priorities and execution standards. Establish clear expectations and accountability, regularly measuring performance.
• Incentive Management: Develop distributor incentives to support commercial priorities. Maintain market presence to understand customer dynamics and manage commercial investments for maximum ROI.
• Strategic Alignment: Conduct regular business reviews with distributor leadership to evaluate performance and ensure strong execution of Brown-Forman programming. Align with senior distributor leadership through strategic planning and engagement.

Customer Management

• Sales Strategy: Lead sales strategy and execution with regional chain accounts in Texas. Build influential relationships with key customers, serving as a strategic partner for mutual growth.
• Customer-Specific Strategies: Develop and execute strategies that drive sustainable growth and enhance profitability for both Brown-Forman and customers. Manage customer commercial investments effectively.
• Performance Reviews: Conduct regular business reviews with customers and distributor teams, using insights to identify opportunities and shape future plans. Leverage insights to strengthen customer plans and improve Brown-Forman's position in key accounts.

What You Bring to the Table

• Industry Experience: At least 5 years in sales within the beverage alcohol industry, with a proven track record of achieving key commercial objectives. Strong understanding of trade channels, chain customers, and the three-tier distribution system.
• Relationship Building: Ability to forge strong, productive relationships with customers, distributors, and internal partners. Proven leadership skills in coaching, developing, and motivating high-performing teams.
• Strategic Acumen: Strong commercial insight to translate business insights, customer needs, and market dynamics into actionable strategies. Collaborative leadership to build alignment and influence across functions and partners.
• Organizational Skills: Highly organized with the ability to prioritize, manage multiple initiatives, and meet deadlines. Strong analytical and business planning skills, proficient in Microsoft Excel, PowerPoint, and Word.
• Flexibility and Mobility: Willingness to travel up to 30% of the time and work evenings and weekends as needed. Ability to lift up to 30 pounds and hold a valid state driver's license.

What Makes You Unique

• Leadership in Complex Markets: Experience leading chain or key account business in large, complex beverage alcohol markets. Success in working with national and regional chain customers.
• Influence and Strategy: Proven ability to lead and influence distributor organizations at various levels. Strong understanding of pricing, promotional strategy, category management, and commercial investment within chain accounts.
• Data-Driven Decision Making: Experience using syndicated data, customer data, and marketplace insights to develop customer strategies and drive commercial decisions. Success in leading and developing direct reports or broader commercial teams.

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.

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.#LI

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