The Key Account Manager (KAM) will be accountable for developing long-term partnerships with the assigned Key Accounts. Ensure that these partnerships lead to strong sales and Gross Profit performance for both sides, always thinking in short and long terms. Implement tactics and execute the business plan. Connect with key business executives and stakeholders. You will liaise between customers and cross-functional internal teams to ensure the timely and successful delivery of our solutions in line with customer needs.
The KAM is the lead Brown-Forman Mexico point of contact with the assigned key accounts and will be accountable for a successful customer business relationship, coordinating appropriate resources to meet the customer´s needs.
Accountable for sales performance, both takeaway and deployments, strategies and tactics in coordination with Shopper Visibility, Sales Field Operations, Credit and Collection, Finance, and Marketing for the assigned customer portfolio.
Responsible for driving sales and Gross Profit through strong, value-added relationships and business understanding,
Develop a trusted advisor relationship with key customer stakeholders and executive sponsors
Lead contract negotiations for the assigned accounts.
Develop and evaluate account business plans, ensuring they meet strategic business objectives and align with emerging trends and market changes.
Elaborate and present Executive Business Summaries to accounts, encompassing accurate business results, market data, financial outcomes, and operational issues.
Demonstrate highly effective account management skills and exemplary selling competencies.
Collaborate with internal KSH on identifying business opportunities and developing appropriate tactics and strategies.
Track market trends and analyze these to identify new opportunities to build up B-F’s business.
Perform market visits to identify potential opportunities and ensure plan implementation.
Track and manage sales volume forecasting to anticipate demand.
Assist with high-severity requests or issue escalations as needed
Communicate clearly the progress of monthly/quarterly initiatives to internal and external stakeholders.
Build close relationships with customers and KSH to improve the partnership's effectiveness and efficiency. The KAM will develop and manage key business activities for the assigned accounts, negotiate and maintain a sustainable long-term relationship, work to facilitate the generation of mutual benefits, unlock opportunities, and always avoid zero-sum activities.
Maintain and further develop key relationships with retail senior buyers and corporate-level executives.
Introduce key members of the Brown-Forman Mexico team to further develop the partnerships as needed, always looking for possible business expansion.
Establish and formalize the Key Account Strategy, from ideation to implementation, looking to strengthen Brown-Forman Mexico's relationship with top retailers.
Review business results with the key account business partner.
Align and develop internal resources to grow overall Key accounts relationships by building strong links to Brown-Forman Mexico key stakeholders.
Manage allocated accounts, budget, and resources provided, yielding maximum effectiveness and impact.
Responsible for developing business plans involving cross-functional collaboration.
Facilitate account management by coordinating selling activities and customer interactions through effective leadership and communication with other areas to ensure appropriate customers’ needs are met.
Track assigned KPIs, providing adequate coaching and feedback to develop a sound plan of action for each account.
Order calls tracking and management (order generation through to deliver)
Assure an appropriate financial tools management to invest on discretionary discounts and Trade Marketing Funds resources in order to maximize value creation.
Work closely with Supply Chain to assure sales order fill-rate compliance (order frequency and fill-rate compliance, management for minimum order call, inventory levels)
Competitor promotion and activities tracking
Manage billing, A/P, and invoicing issues and use internal resources to solve and communicate issues.
Balance promotional activities across Retailer Development accounts.
Monitoring the financial portfolio of each of your assigned business partners’
Bachelor of Business Administration, Marketing, Finance (Economic - administrative areas)
2-4 years’ experience in Modern Channel in consumer goods companies in a similar position.
Knowledge, Skills & Abilities:
Strong commercial acumen.
Strong analytics and data skills
Strong knowledge of office suites, e.g., Excel, PowerPoint, Word
Drive Innovation
Collaboration with Regional, Customers, and Other Stakeholders
Ability to think and act both strategically and tactically, from developing strategic plans, working with large amounts of data, to applying metrics to test hypotheses, develop insights, and quantify results.
Demonstrate strong learning capabilities on new skills, new methodology etc.
Driving for Results
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.
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.
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.
