Brown-Forman Job - 31125644 | CareerArc
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Company: Brown-Forman
Location: Dubai, Dubai, United Arab Emirates
Career Level: Mid-Senior Level
Industries: Food, Beverage


Job Summary:
The Duty Free and Travel Retail channel across the India, Middle East and North Africa
markets represents a significant and important international market for Brown Forman
brands. As a consequence, management of that channel and the associated brand
building activity are critical to the growth of the category. This role has full P&L
oversight for all travel retail business within the IMENA region.
The Area Manager TR role will focus on the ongoing development of Brown-Forman
brands in the Duty Free channels ensuring tight alignment with our brand building
philosophy and global brand strategies.
Reporting to the IMENA Director and VP Director of Strategic Accounts - GTR, the Area
Manager TR role will be responsible for the management of all duty free activities in the
covered territory. These responsibilities include:
* Evaluate market conditions, develop marketing strategies, implement sales plans and
recommend changes to provide optimal long-term financial return and long term
consumer franchise building for B-F brands.
* Direct customer selling and ensure that B-F's plans are successfully implemented with
key TR customers.
* Direct Oversight of P&L.
Territory Goals:
Work with the IMENA General Manager, travel retail team and brand teams to establish
brand plans and budgets to achieve regional goals in the assigned territory. Assigned
territory will include, but not be limited to, India, Middle East, North Africa & Israel.
Develop B-F's core spirits businesses through the effective account management of
Duty Free customers who operate across the area. Main contacts include the
Purchasing Director / Manager, Marketing & Promotions Director / Managers and Store
Managers for each account as well as Product Category Managers in addition to Media
/ Advertising Managers.

Job Responsibilities:
Commercial :
* Work directly with key retailer personnel to identify and act upon profitable growth
opportunities for the Brown-Forman spirits portfolio in the IMENA area.
* New Business Development: Seek new business opportunities across the IMENA
region, including new markets and customers of interest.
* Develop strong commercial relationships with key contacts in each Duty Free
customer in order to maximize our Brown-Forman portfolio visibility and reach. Act as
the primary two-way conduit between the key DF/TR customers and B-F.
* India Market development and exploration. Serve as a strategic lead for the India
Travel Retail business by collaborating with the India Commercial director and the
Regional Sales team leads to ensure proper execution and maximization of business
* Managing the region's Brown-Forman Travel Retail A&P and Distributor in-market TR
* Actively take the lead in annual and long range planning.
* Collaborate with Brown-Forman Finance teams to monitor, identify and communicate
any pricing and marketing opportunities or irregularities to ensure B-F brands' equity
and profitability is being fully optimized.
* Work closely with MMI TR to complete regular forecasting of depletions and
calculation of consequent shipments with each customer and RTM partner to ensure
optimum stockholding in all markets.
* Support and activate key promotional campaigns in Jack's Bar & Grill (DXB and Jack's
Smokehouse AUH). Liaise directly with ELR and MMI Marketing team to identify
opportunities to increase consumer footfall and as a result drive sales of Jack Daniel's
in the respective locations.
* Conduct monthly training, reporting and updating of in-store sales consultants across
the MENA TR area, including dedicated B-F brand consultants. Incentivise and reward
consultants to achieve stretch targets.
* Manage new SKU requirements in the region and the introduction of new products
with particular attention to Value Added Packs (GJ Pack).
People Leadership/Development:
* Responsible for direct oversight for two employees
* Ability to hire, train and develop a team for business success and long-term
professional growth
* Provide commercial and marketing skills coaching
* Serve as key support for team, providing direction and focus to ensure goal attainment
* Work closely with marketing, Finance and supply chain to ensure a coordinated and
efficient approach to sales activities
* Work with IMENA Trade Marketing Manager to build a comprehensive three year
Marketing vision and strategy for key IMENA Duty Free markets.

* Support IMENA Trade Marketing Manager to lead annual brand activation planning,
implementation and analysis for IMENA Travel Retail.

Required Experience & Education:
Education: College/University (Bachelors or Equivalent);
Experience: 7+ years, of which minimum 3-4 years in sales & or marketing experience;
preferably in spirits
Preferred Experience & Education:
Education: Masters Degree (M.A., MBA or Equivalent);
Experience: * Knowledge and experience in dealing with numerous distribution
* Experience working with global retailers
* Experience in Travel Retail

Job Competencies:
*Strong oral and written communications skills
* Ability to develop and maintain effective relationships with internal and external
* Proven negotiation skills
* Demonstrated ability to implement and adapt programs to Travel Retail needs
Experience working with and managing outside agencies
* Must possess passion for our portfolio of brands and have a brand building mentality
* A team player supportive to all functions
* Able to operate in a matrix management structure, with minimum supervision and to
independently prioritize tasks
* Strong commercial finance knowledge and managing budgets
* Fluent spoken and written English
* Must be willing to travel extensively (approximately 40% of the time)


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