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Brown-Forman National Account Executive - Specialist Retail in Glasgow, United Kingdom

Meaningful Work From Day One

This role is an integral sales role to the off-trade sales function of B-F, driving performance for B-F UK’s specialist retail partners. The key responsibility is to grow business and relationships within the specified territory, managing distribution, volume, pricing strategy, brand education, visibility and promotional activation for the B-F portfolio to win in the off trade.

With support from the National Specialist Retail Account Manager you will take on the responsibility of developing and implementing the strategic plan for specialist retailers, defining and delivering your sales, distribution, promotional goals and commercial strategies for your area, taking ownership of growing the business and evaluating sales data to evolve your strategy plans.

What You Can Expect:

Business Partnering

  • Sustain and grow day to day relationships with all customers within the specialist retail space

  • Work with Customers to deliver Business Plans and drive volume and value growth

  • Prospect area for new accounts, new openings and sign up new relevant accounts for our brands

Commercial Planning

  • Maintain a live strategic territory plan for internal use

  • Create robust Account Plans for top accounts and demonstrate volume and value growth YoY in line with key KPIs and in correct outlet segmentation

Business Development

  • Consolidate customer(s) information to help other departments (finance, sales operations, customer marketing, brands) evaluate commercial initiatives

  • Maximize new business development opportunities (including distribution & listings with focus on signature portfolio)


Operative Processes

  • Maximize the prominence of our brands

  • Develop and execute experiences and/or brand activities that encourage the tasting and repurchase of our focus brands

Sales Administration

  • Activate and evaluate brand activations within set timings and budgets

  • Review territory sales reports to highlight areas of opportunity and concern

  • Analyse data - extract commercial and consumer insights to develop new strategies

We Are Looking For People Who Have:

  • A Bachelor's degree in a Business related area or equivalent experience

  • Understanding of the UK Off Trade

  • Established network of key individuals/businesses within the UK

  • Successful track record of sales negotiations

  • Strong Business/Commercial Acumen

  • A strong knowledge and experience of working in the Scotch Whisky category

  • Experience of working with specialist stores across the UK

What’s It Like To Work Here:

Our vision is to transform B-F UK to be the industry leading organization by delivering top tier results, through building a diverse culture that inspires people, celebrates teamwork and rewards agility.

Just six months since launching its newly independent organisation in the United Kingdom, Brown-Forman UK has officially been certified as a Great Place to Work and a Centre of Excellence in Wellbeing in 2020-2021. “Being certified as a Great Place to Work is a testament to the commitment, hard work and enthusiasm of everyone in our new organisation.”-Jeremy Shepherd, Brown-Forman, Vice President, General Manager, UK & Ireland.

We believe all employees can realize the true value of diversity and inclusion and create a stronger, more competitive organization where each employee has the opportunity to reach their desired potential. In the UK we have a Diversity Council consisting of our UK Leadership Team and also three employee resource groups for our employees: GROW (Growing Remarkable Outstanding Women), YP (Young Professionals), and PRIDE (LGBTQI+).

Nothing Better In The Market:

Total Rewards at Brown-Forman is designed to engage our people to ensure our sustainable and profitable growth for generations to come. As a premium spirits company, we offer premium and equitable pay & bonus for individual and company performance. We offer a range of premium benefits that reflect our company values and meet the needs of our diverse workforce.

In Brown-Forman UK, some highlights of the competitive benefits we offer include, but not limited to, medical/dental insurance, flexible-working options, product allowance and gym membership; along with global career opportunities.


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.

Business Area: Europe Division

City: Glasgow


Country: GBR

Req ID: JR-00002003