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California: Sales Operations Manager

brown-forman3

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.
• 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)
• Provide post-program feedback and analysis
• Manages and tracks Territory spending (both B-F & Distributor Investment)
• Monitors Shipments and Distributor Inventory
Distributor Management
• Works with State Manager and Commercial Analyst to manage the distributor 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, 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 and Division Finance Manager
Partners with: State Manager, Distributor, local sales team, and BBM’s, DBO
Direct reports: Commercial Analysts
Success Factors:
Analytical Ability: The ability to identify problems, analyze relevant data, think critically generate alternatives, and select appropriate solutions. Individuals 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 behaviour 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.

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