Senior KAM E-Commerce and Premium Retailers

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.
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