Area Sales Manager

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Meaningful Work From Day One

The Area Sales Manager performs sales and distribution tasks to build the brand, increase customer awareness, and achieve the best possible market position for Brown-Forman brands at TT. This person supports and cooperates with the TT Channel Sales Manager. This role is responsible for meeting and executing personal and team goals. The Area Sales Manager manages and develops a team of Sales Supervisors.

What You Can Expect

Team management:

• Leads the Sales Supervisor team and the B-F business partner team.
• Regularly coaches and develops the competencies of the Sales Supervisors in their team. (During field visits, 1-to-1 meetings, PGP, development plan, talent pooling, etc.).
• Supports and develops the Supervisor team and the teams of B-F business partners through regular feedback, effective communication, listening to ideas, and an open mind to change.
• Provides effective communication between the region and KA, traditional channels, On Trade, Marketing/Commercial Marketing, and Finance.
• Holds regular weekly sales meetings with Sales Supervisors to update results and gain improvement opportunities.
• Makes field visits with Sales Representatives and Sales Supervisors at least once a week.
• Leads B-F Values and D&I in the traditional channel team and distributor teams.

Off-Trade – TT

• It applies the traditional channel sales strategy in its region.
• Creates action plans based on concrete analysis and delivers the strategic plan for his/her territory.
• Makes regular visits to TT sales points to strengthen business partnerships in the region and expand its scope.
• Conducts regular distributor visits and site visits to enhance partnership-level cooperation.
• Responsible for the sales (distributor purchases and field sales), distribution and visibility of B-F products.
• Responsible for displaying products in its region in accordance with legal regulations and B-F standards.
• It applies the brands according to the determined planograms and positions POSM materials in the best possible way.
• Responsible for including potential new traditional channel outlets operating in the region. In this direction, he guides the Sales Supervisors and the teams of B-F business partners.
• Conducts regional analysis to support increased sales of B-F brands and the achievement of company targets, develops action plans, and implements them with their teams.
• Implements the opening and/or closing of traditional channel sales points in the system in line with company standards.
• Ensures budgets allocated for activities are implemented appropriately and efficiently, in accordance with company standards, installation mechanics, and deadlines.
• It ensures the correct and effective implementation of sales campaigns/promotional activities.
• It establishes and maintains good relations with all distributors and selected traditional channel outlets.
• It improves the performance and number of invested outlets in its region.
• Plans and implements the team's regular, systematic customer-visit strategy.
• Supervises the visit effectiveness of Sales Supervisors and takes action to improve as needed.
• It enables Sales Supervisors to implement their route plans and achieve their visibility goals.

Administrative Duties:

• Delivers expected data, reports, and activity evaluations on time, in accordance with company standards and procedures.
• Read corporate emails regularly. Responds to emails in a timely manner.
• Responsible for timely reporting in accordance with B-F standards through Univera & Vispera. (Collect data on BF products, market data, customers served, and competitors' activities in the market).
• Customers in their region are responsible for keeping the relevant database accurate and up to date.
• It provides guidance and direct reports to Sales Supervisors, distributors and their teams for opportunities and threats based on Nielsen analysis.
• Prepares weekly sales closing reports by SKU and distributor.
• It contributes to the Integrated Business Planning (IBP) process for distributors in its region, providing foresight and accurate monthly sales forecasts.
• Acts as the Brand Ambassador for the B-F Portfolio. Coordinates the preparation and execution of special product training for the sales personnel of B-F business partners.
• Ensures permanent visibility investments align with expected return on investment in its region.
• Provides the Brown-Forman Sales Team with regular business update reports and other reports as needed.
• It ensures proper flow of invoices between B-F and distributors.

Distributor Management

• Applies the distributor agreement and terms of trade.
• Communicates and coordinates with distributors.
• It monitors distributor and operations compliance with B-F standards and legal processes and takes action, when necessary, by coordinating with the TT Channel Sales Manager.
• It ensures that the distributors in its region are managed in line with monthly and annual targets.
• It creates distributor orders and manages distributor product purchase targets by considering optimum stock levels and predicting field sales performance.
• Ensures business needs are met and takes action in coordination with the TT Channel Sales Manager as needed.
• Regularly checks and monitors operational costs such as distributors' cost per sales representative, distributors & open accounts in the market, credit limits of distributor-provided sales points, distributors & average collection days in the market, distributors& stock day adequacy, and makes action plans as needed.
• Works with distributors on business development opportunities (Number of sales representatives required, regional organisation planning, competitive analysis within the region, etc.).

What You Bring to the Table

• Education: College/University (Bachelor's or Equivalent).
• Proficient computer skills (MS Office: Excel, PowerPoint).
• Fluent in English and Turkish, both spoken and written.
• Driver's license.
• Knowledge of sales and negotiation techniques.
• Comprehensive knowledge of the market.
• Organisation of the business process.
• Ease of forming new relationships.
• Use of financials in collaboration with customers.
• Preparing and making presentations for clients.

What Makes You Unique

• People management
• Business Development
• Strategic Vision
• Data-Driven Decision Making
• Negotiation, persuasion and influence
• Planning and Execution
• Proactive Approach
• Motivational Adaptation
• Result oriented
• Project & Change Leadership
• Active Listening

Who We Are

Brown-Forman is one of the largest American-owned global spirits companies. For more than 150 years, Brown-Forman Corporation has enriched the experience of life by responsibly building fine-quality beverage alcohol brands. Brown-Forman is publicly traded on the New York Stock Exchange and was recognised as one of the "World's Most Ethical Companies©" in 2022 & 2023, and 2024.
Brown-Forman Turkiye has operated its own distribution since 2012. The Türkiye operation covers Turkiye and North Cyprus. Brown-Forman Türkiye also has a strong premium portfolio, including Jack Daniel's family of brands, Woodford Reserve, GlenDronach, Benriach, Glenglassaugh, Chambord, Herradura, El Jimador, Fords Gin, and Gin Mare.

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. We offer a range of premium benefits that reflect our company values and meet the needs of our diverse workforce.
Please find below some highlights of the competitive benefits that we offer:

• A hybrid working model that offers flexibility and balance for office employees.
• Embracing a diverse and inclusive work culture.
• Continuous professional and personal development through tailored training programs.
• Year-round social events to connect and celebrate as a team.
• Active ERG groups to support community and collaboration.
• Well-being first with our Live Well initiatives.
• Prime office location in Kanyon / Levent, Istanbul.
• Celebrating milestones and special moments together.
• Rewarding excellence through our Recognition & Rewards platform.

#LI #jackdaniels

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