Finance (sales) Operations Manager
Brown-Forman Corporation (Minneapolis, Minnesota)

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 TO APPLY: Please visit us at http://www.brown-forman.com/careers/

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COMPANY:

Brown-Forman Corporation is an independent, publicly-traded producer and marketer of premium spirits, wines, and other adult beverages, including Jack Daniel’s Tennessee Whiskey, Finlandia Vodka, Southern Comfort, Fetzer Vineyard California Wines, Korbel California Champagnes, Sonoma-Cutrer Estate Bottled Wines, Tuaca, Chambord, and, Herradura and el Jimador Tequila.  For more information about Brown-Forman and our brands, please visit our website at www.brown-forman.com

Sales Operations Manager (Finance Manager)

Job Description:

Planning & Analysis

•           In conjunction with the State Manager and sales team translate branded field marketing plans into actionable priorities and programs that can be activated through traditional distributor programming and/or direct brand/consumer activation in accounts

•           Responsible for coordination and creation of tactical field sales plan position.  This manager will be responsible for Minnesota, North Dakota and South Dakota

•           Prioritizes brand activities to ensure executional success

•           Manages Price Structures and implements brand pricing guidelines in the local market including reconciliation of discounting (77-17 & DAs)

•           Provides post-program feedback and analysis

•           Manages territory spending (both B-F & Distributor Investment)

•           Monitors Shipments and Distributor Inventory

•           Gathers and communicates monthly depletion information

•           Assists in the coordination of consumer and channel information that focuses on issues & opportunities in the market

•           Creates standardized reporting highlighting distributors, business practices, key accounts, contracts

Distributor Management

•           Key Point of Contact for Distributor Management including planning, negotiating, and implementing programs & pricing with the distributor.

•           Responsible for the total understanding of B-F's financial relationship with the distributor including: distributor margins by brand/channel/size, discounting and 77-17 tracking, managing and properly allocation distributor investments

•           In conjunction with the state manager, responsible for conducting regular distributor business review meetings.

Reporting Relationships:

Reports to: State Manager or Territory Manager

Partners with: State Manager, Distributor, local sales team, Division Finance Manager, BBM’s, and DBO

Direct reports: Commercial Analysts

Success Factors:

•           Analytical Ability:  The ability to independently identify problems, analyze relevant data, think critically generate alternatives, and recommend appropriate and actionable solutions.  Think rationally and logically, recognize and test assumptions, move to problem resolution by identifying facts, causes and issues and present solutions.

•           Negotiation Skills:  The ability to influence the behavior of others through written, oral, or interpersonal communication toward desired outcomes.  The utilization of appropriate styles and methods of guiding individuals or groups towards task accomplishment.  Able to appropriately influence others to accept ideas and follow his/her lead.

•           Financial Acumen: Demonstrates good business sense, including the ability to correctly interpret financial information, and make effective and efficient use of financial resources to achieve optimal results from the brands.  Ability to utilize appropriate financial, competitive, and brand data to determine appropriate pricing structures and margins for the distributors.  Proven ability to understand the financial impact of business processes and decisions on brands, consumers and customers – having a total portfolio view.

•           Leadership: Manages and influences formal direct report teams and informal internal/external) teams. Allocates roles, accountabilities and major assignments. Decides on solutions based on team input. Sets, monitors, and provides team members with performance feedback, including performance improvement and recommendations with respect to rewards, redeployment, and termination. Coaches, mentors, and trains all team members in organizational, industry/ business, behavioral, and technical skills.

•           Goal setting and Evaluation:  Jointly or individually establishes and communicates performance and provides feedback on progress towards the accomplishment of established goals and objectives.

•           Connect/Collaborate: Demonstrated ability to work on projects with cross-functional teams to meet consensus goals.

•           Business Acumen:  Demonstrates good business sense, including the ability to correctly interpret financial information, and make effective and efficient use of financial resources to achieve intended objectives. Knowledgeable of CPG industry practices.

•           Evaluation Skills:  Seeks to understand the reasons why the business is exceeding expectations or under-performing by identifying and measuring the quantitative and qualitative factors that drive the business.  Goal is to minimize/eliminate those initiatives and programs that are not delivering value and redirect resources to those initiatives /programs /people which are driving results.

•           Excellent Communications: Proven ability to communicate information and ideas to others in an understandable manner.  The ability to comprehend and understand new information. The ability to establish vehicles, structures and processes for open exchange of information.

Must have requirements:

•           Bachelor’s degree plus 5-7 years experience in the beverage or CPG industries.

•           Interpersonal skills combined with strong oral and written communication skills.

•           Effective Management and coaching skills.

•           Proven ability to independently organize work projects.  Collect, analyze data and present results in a concise actionable format.

•           Demonstrated proficiency in Word, Excel, and Power Point.

•           Demonstrates good business sense, including the ability to correctly analyze financial information, and make effective and efficient use of financial resources to achieve optimal results from the brands.  Ability to utilize appropriate financial, competitive, and brand data to determine appropriate pricing structures and margins for the distributors.  Proven ability to understand and communicate the financial impact of business processes and decisions on brands, Brown-Forman, distributors and retailers.