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About the Role

This pivotal leadership role is responsible for driving the commercial success and brand footprint of our portfolio across the National on-premise channel. You will lead, mentor, and inspire a high-performing team while maintaining an active, hands-on presence with our most vital on-premise customers, national groups, and key distribution partners.

Responsibilities

• Develop, own, and execute the national on-premise strategy to drive volume, value, and premiumisation across the portfolio.
• Serve as an active voice on the Sales Leadership Team and Senior Management Team, providing channel insights, reporting on performance, and aligning on-premise goals with the broader company vision.
• Own the national on-premise P&L. Oversee trade spend, promotional budgets, and pricing strategies to maximise ROI and deliver profitable growth.
• Stay ahead of industry trends, competitor activities, and consumer behaviors within the hospitality and on-premise sector to identify and relentlessly pursue new commercial opportunities and untapped markets.
• Lead and develop a team of 5, comprising National Account Managers and Key Account Executives.
• Set clear KPIs, provide ongoing coaching, and build individual development plans to ensure the team is engaged, capable, and consistently hitting targets.
• Champion the on-premise channel internally, working closely with Trade Marketing, Brand, Supply Chain, and Finance to ensure seamless execution of channel plans.
• Act as the ultimate commercial "hunter," aggressively prospecting, pitching, and capturing high-value, net-new national on-premise groups and influential independent venues to exponentially grow market share.
• Spearhead end-to-end contract negotiations for prospective new business and key renewals.
• Lead from the front by building and maintaining strong, top-to-top relationships with new targets, existing tier-one customers, and major route-to-market/wholesale partners.
• Act as the ultimate ambassador for our portfolio in the trade, attending key industry events, trade shows, and customer activations, fostering a culture of brand loyalty among top-tier operators.

Requirements

• 15+ years of progressive sales experience within the alcohol/beverage industry, with a deep and demonstrable understanding of the on-premise channel.
• Proven experience leading, motivating, and developing sales teams (experience managing both account managers and executives is highly preferred).
• Strong ability to build long-term, data-driven commercial strategies and translate them into actionable, in-market execution.
• Exceptional interpersonal and negotiation skills, backed by a proven track record of closing complex contracts, acquiring lucrative new logo accounts, and an established network of key on-premise contacts and national group buyers.
• Highly commercially astute with strong P&L management, forecasting, and trade spend optimisation skills.
• High energy, resilient, and equipped with a relentless drive to win.
• Comfortable operating at both a strategic boardroom level and an operational "boots-on-the-ground" level.
• Operates with integrity.
• Drives for results every day.
• Has a passion for the liquor industry.
• Modeling diversity and inclusion.

Skills

• Sales
• On-premise channel strategy
• Commercial strategy
• P&L management
• Trade spend optimisation
• Negotiation
• New business acquisition
• Team leadership
• Cross-functional stakeholder management
• Brand advocacy

Location

• National

Work Type

• Full-time

Experience Level

• Senior
• Leader

Benefits

• Equitable pay structures for individual and company performance
• Premium employee experience
• Range of premium benefits that reflect company values and meet the needs of a diverse workforce

About the Company

• Brown‑Forman Corporation has been building exceptional spirits brands for more than 150 years, responsibly upholding our founding promise of “Nothing Better in the Market.”
• Our portfolio of premium brands includes the Jack Daniel’s Family of Brands, Woodford Reserve, Herradura, el Jimador, Korbel, New Mix, Old Forester, The Glendronach, Glenglassaugh, Benriach, Diplomático Rum, Chambord, Gin Mare, Fords Gin, Slane, and Coopers’ Craft.
• With a team of approximately 5,400 employees worldwide, we proudly share our passion for premium beverages in more than 170 countries.
• Discover more about us at brown-forman.com and stay connected through LinkedIn, Instagram, and X.

Equal Opportunity

• Brown-Forman Corporation is committed to equality of opportunity in all aspects of employment.
• It is the policy of Brown-Forman Corporation to provide full and equal employment opportunities to all employees and potential employees without regard to race, color, religion, national or ethnic origin, veteran status, age, gender, gender identity or expression, sexual orientation, genetic information, physical or mental disability or any other legally protected status.
• Accommodations available upon request including an Interpreter.