Senior KAM E-Commerce and Premium Retailers

CURRENT EMPLOYEES, CONSULTANTS, AND AGENCY PARTNERS:

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Meaningful Work From Day One:

The Senior KAM E-Commerce and Premium Retailers will be accountable for developing long-term partnerships with their portfolio of assigned Key Accounts. Ensure these partnerships drive strong sales and Gross Profit performance for both sides, always thinking short- and long-term. 

This is a strategic leadership role accountable for developing, aligning, and executing the commercial strategy for the e-premise, marketplaces, last-mile apps, and premium retail accounts. This position is responsible for managing the P&L of assigned clients to drive distribution, sell-in, and takeaway growth, while ensuring sustainable, long-term, and mutually beneficial partnerships. 

This will be accomplished in a compliant manner with a high degree of integrity, strictly following all Brown-Forman policies and all applicable Mexican laws.

What You Can Expect:

1. Strategic Account Management and Relationship Building

• Act as the lead Brown-Forman point of contact for assigned premium retailers and e-commerce platforms (Marketplaces, Last-Mile Apps, and Off-Premise E-Commerce).
• Establish, formalize, and implement the Key Account Strategy and Joint Business Plans (JBP) to strengthen relationships with senior buyers and corporate executives.
• Foster a "trusted advisor" relationship with key customer stakeholders, focusing on mutual benefits and actively avoiding "Zero-Sum" activities.
• Connect internal Key Stakeholders (KSH) with customer executives to expand business opportunities and maximize alignment.
• Accountable for sales performance (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. 
• Perform market visits to identify potential opportunities and ensure plan implementation.
•  Competitor promotion and activities tracking

2. Commercial, Financial and P&L Management

• Manage the allocated customer portfolio P&L to achieve sales volume, revenue, and Gross Profit performance targets.
• Supervise and administer the channel’s budget ("chequera"), ensuring strategic planning and execution.
• Optimize the use of financial tools, Discount and Allowance (DD), and Trade Marketing Funds (TMF) to maximize value creation and ROI.
• Oversee financial health by ensuring regular customer payments, managing billing/invoicing issues, and maintaining a healthy balance sheet.
• Track and manage sales volume forecasting to anticipate demand.
• Monitoring the financial portfolio of each of your assigned business partners’
• Manage billing, A/P, and invoicing issues, and use internal resources to resolve and communicate them.
• Balance promotional activities across Retailer Development accounts.

3. E-Commerce and Digital Shelf Execution

• Drive the three main pillars of E-Commerce: Marketplaces (e.g., Amazon, Mercado Libre), Last-Mile Apps, and Off-Premise clients.
• Collaborate with the Digital Shelf Specialist to guarantee full SKU listings with accurate images, descriptions, and brand standards.
• Optimize promotional campaigns to boost takeaway across the Brown-Forman portfolio, aligning sales discounts with website/app communication and social media.
• Implement a robust "test and learn" plan across platforms to continuously improve campaign objectives and brand strategy.
• Provide strategic guidance and constant support to the E-Commerce Jr. KAM for flawless execution.

4. Operations, Forecasting and Analytics

• Track and manage sales volume forecasting and order generation (from call to delivery) to anticipate demand and avoid out-of-stocks.
• Work closely with Supply Chain to ensure sales order fill-rate compliance, optimal inventory levels, and minimum order frequency.
• Analyze market trends, competitor promotions, and data metrics to identify new business opportunities and adjust tactics.
• Develop and present Executive Business Summaries covering financial outcomes, key takeaways, and operational metrics to internal and external stakeholders.
  

5. Leadership & Team Development

• Demonstrate strong leadership to develop, coach, and inspire teams aligned with Brown-Forman strategy and values.
• Track team and account KPIs, providing timely feedback and actionable plans for continuous improvement.

What You Bring to the Table:

Education and Experience

• Education: Bachelor’s Degree or equivalent in Sales, E-Commerce, Marketing, Trade, or a business-related field.
• Experience: 5–8 years of experience in similar positions managing E-Commerce channels, New Revenue Streams, or Premium Key Accounts.
• Industry Experience: Proven track record within the Fast-Moving Consumer Goods (FMCG) or Wine and Spirits industry.

Technical and Professional Skills

• E-Commerce Expertise: Deep knowledge of e-commerce platforms, marketplaces, and last-mile digital ecosystems.
• Data and Analytics: Strong analytical and data skills; ability to work with large datasets, apply metrics to test hypotheses, develop insights, and quantify results.
• Business and Financial Acumen: Good financial/business sense, with a deep understanding of P&L impacts, commercial investment indicators, and budget management.
• Language: Fluent in English (written and spoken).

Competencies and Soft Skills

• Strategic and Tactical Thinking: Ability to shift seamlessly between long-term strategic planning and hands-on tactical execution.
• Ownership and Action Bias: Highly effective working in a fast-paced, fluid environment that requires proactivity and high-quality results.
• Negotiation and Influence: Exceptional selling, relationship-building, and negotiation competencies at the corporate executive level.
• Agility and Continuous Learning: Strong capability to quickly learn new methodologies, digital tools, and market trends.

Who We Are

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.

What We Offer

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.

#LI-Hybrid

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