Area Sales Manager

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Quote from Hiring Manager

As the Area Sales Manager for Istanbul, you will take on a key leadership role in one of the world’s most dynamic markets, representing iconic brands under the Brown-Forman portfolio. This is a unique opportunity to drive strategic growth across the European side of Istanbul, shaping the future of premium spirits in a competitive and rapidly evolving industry. Join us and make a lasting impact in a high-visibility position.

Meaningful Work From Day One

The Area Sales Manager performs sales and distribution related tasks with activities aimed at brand building, increasing brand awareness among customers, and strives for the best possible market position for Brown-Forman brands at TT. The person in this position supports and cooperates with TT Channel Sales Manager. This role is responsible for meeting and executing personal and team goals. The Area Sales Manager manages and develops a team of Sales Supervisors.

What You Can Expect

Team management:

• •Leads the sales supervisor team and the team of B-F business partners.
• •Regularly coaches and develops the competencies of the Sales Supervisors in their team. (During field visits, 1 to 1 meeting, PGP, development plan, talent pooling, etc.).
• •Supports and develops the Supervisor team and the teams of B-F business partners through regular feedback, effective communication, listening to ideas, and open-mindedness to change.
• •It provides effective communication between the region and KA, traditional channels, On Trade, Marketing/Commercial Marketing and Finance.
• •Holds regular weekly sales meetings with Sales Supervisors to update results and gain improvement opportunities.
• •Make field visits with Sales Representatives and Sales Supervisors at least once a week.
• •Leads B-F Values and D&I in the traditional channel team and distributor teams.

Off-Trade – TT

It applies the traditional channel sales strategy in its region.

Creates action plans based on concrete analysis and delivers the strategic plan of his/her territory.

It makes regular visits to TT sales points in order to strengthen business partnerships with sales points in its region and to expand its scope.

Conducts regular distributor visits and site visits to enhance partnership-level cooperation.

Responsible for the sales (distributor purchases and field sales), distribution and visibility of B-F products.

It is responsible for displaying the products in its region in accordance with legal regulations and B-F standards.

It is responsible for applying the brands according to the determined planograms and positioning the POSM materials in the best possible way.

Responsible for the inclusion of potential new traditional channel outlets operating in the region. In this direction, he guides the Sales Supervisors and the teams of B-F business partners.

It makes regional analysis that supports increasing the sales of B-F brands and the realization of company targets, constructs action plans and implements these plans together with their teams.

Implements the opening and/or closing of traditional channel sales points in the system in line with company standards.

It ensures that the budgets allocated for the activities are implemented appropriately and efficiently in accordance with the standards applicable in the company in line with the installation mechanics and deadlines.

It ensures the correct and effective implementation of sales campaigns/promotional activities.

It establishes and maintains good relations with all distributors as well as with selected traditional channel outlets.

It improves the performance and number of invested outlets in its region.

Plans and implements the regular and systematic customer visit strategy of team.

Supervises the visit effectiveness of Sales Supervisors and takes action to improve as needed.

It enables Sales Supervisors to implement their route plans and achieve their visibility goals.

Administrative Duties:

It delivers the expected data, reports, and activity evaluation in a timely manner according to the standards and procedures applicable in the company.

Read corporate emails regularly. Responds to emails in a timely manner.

Responsible for timely reporting in accordance with B-F standards through Univera & Vispera. (Collecting data on BF products, market data, data on customers served, and information on competitors activities in the market).

Customers in their region are responsible for keeping the relevant database accurate and up-to-date.

It provides guidance and direct reports to Sales Supervisors, distributors and their teams for opportunities and threats based on Nielsen analysis.

Prepares weekly sales closing reports based on SKU and distributor regularly.

It contributes to the Integrated Business Planning (IBP) process for distributors in its region, providing foresight and accurate sales forecasting monthly.

Acts as the Brand Ambassador for the B-F Portfolio. Coordinates the preparation and execution of special product training for the sales personnel of B-F business partners.

It ensures that permanent visibility investments are in line with the expected return on investment in its region.

Provides B-F Sales Team with regular business update reports and other reports as needed.

It ensures proper flow of invoices between B-F and distributors.

Distributor Management

Applies the distributor agreement and terms of trade.

Responsible for communication and coordination with distributors.

It monitors the compliance of the distributors & operations with B-F standards and legal processes, and takes action, when necessary, by coordinating with TT Channel Sales Manager.

It ensures that the distributors in its region are managed in line with monthly and annual targets.

It creates distributor orders and manages distributor product purchase targets by considering optimum stock levels and predicting field sales performance.

Ensure business needs and takes action in coordination with TT Channel Sales Manager as needed.

It regularly checks and monitors operational costs such as distributors cost per sales representative, distributors & open accounts in the market, credit limits of distributor-provided sales points, distributors & average collection days in the market, distributors& stock day adequacy, and makes action plans if necessary.

Works in coordination with distributors for business development opportunities (Number of sales representatives required, regional organization planning, competitive analysis within the region, etc.)

What You Bring to the Table

Education: College/University (Bachelors or Equivalent).

Competent computer use (MS Office - Excel, Power Point).

Fluent in English and Turkish speaking and writing.

Driver license.

Knowledge of sales and negotiation techniques.

Comprehensive knowledge of the market.

Organization of the business process.

Easy of forming new relationships.

Use of financials in collaboration with customers.

Preparing and making presentations for clients.

What Makes You Unique

People management

Business Development

Strategic Vision

Data-Driven Decision Making

Negotiation, persuasion and influence

Planning and Execution

Proactive Approach

Motivational Adaptation

Result oriented

Project & Change Leadership

Active Listening

Who We Are

Brown-Forman is one of the largest American-owned global spirits companies. For more than 150 years, Brown-Forman Corporation has enriched the experience of life by responsibly building fine-quality beverage alcohol brands. Brown Forman is publicly traded on the New York Stock Exchange and has been recognized as one of the "Wor