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Quote from Hiring Manager
The role will be responsible for the overall productivity and effectiveness of Brown-Forman Italy sales organization. Reporting to the Sales Director, the SOM also works closely with internal and external stakeholders to ensure the appropriate objectives and priorities are enabled within the sales organisation supported. You will also be responsible for planning and controlling sales budgets, namely all types of discounts and bonuses to all customers/channels. This is a role which requires a significant amount of influence and an ability to lead, inspire and empower the Sales Operations function.
Meaningful Work From Day One
The key responsibility of this role is to manage the strategy development, process development and management, as well as support functions essential to salesforce coherence to the strategy, productivity and efficiency of sales operations. These include planning, controlling, reporting, target setting and management, sales process optimization, sales program implementation and administration. The role requires the ability to build and manage strong relationships across the whole sales functions and the whole organization and coordinating and aligning plans across all channels.
This role is also a leadership role integral to the B-F Sales Leadership Team (Sales Management). The key responsibility as a team member is to be a steward of the organization culture, D&I and Win with Customers agenda across the organization by being an active and collaborative member of the Sales Leadership Team and others.
This is an office/hybrid role out of our office in Milan.
What You Can Expect

Value creation

• As a member of the Sales leadership team, provide input and leadership to sales strategy development and special projects
• Inspire and empower the Sales Operations function
• Act as a trusted advisor to other leaders to stimulate discussion and collaboration and drive better decision making
• Provide sales data and reports relating to forecasts, plans, and budget processes to the sales team
• Proactively monitors/controls and strives to maintain high levels of quality, accuracy, and process consistency in the sales organization’s planning efforts
• Prepare analysis and recommendations for colleagues with Sales, Finance, Marketing and other internal stakeholders
• Management, maintenance & integration of systems & tools such as Sales Force
• Develop & maintain a Sales calendar (promotional activities)

Controls Promotions and Discounts

• Coordinate promotional information and data across commercial functions and cooperate with other functional departments to resolve the discount issue
• Coordinate product allocation across customers

Leads & Inspires

• Acts as a role model of B-F values and culture
• Helps design structure of the Sales Operations team
• Leads a diverse and inclusive culture where different perspectives are encouraged and individuals feel connected and valued
• In collaboration with HR department, identify the organizational capability gaps and addresses them through appropriate learning and development programs
• Supports team development by providing opportunities and coaching to the team with on-going appreciative & constructive feedback
• Engages the team in company’s visions and directions and motivate the team to make active contribution
• Ensures effective training and development of staff
• Sets up tools that will address a needed change on continuous performance management for the sales field and the key account teams

Supports & Coordinates Sales Analytics

• Coordinates sales forecasting, planning, and budgeting processes used within the sales organization
• Proactively monitors/controls and strives to maintain high levels of quality, accuracy, and process consistency in the sales organization’s planning efforts
• Coordinates planning activities with other functions and stakeholders
• Supports the equitable assignment of sales force quotas and ensures quotas are optimally allocated to all sales channels and resources.
• Monitors the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization

Leads Continuous Improvement

• Proactively identifies opportunities for improvement
• Works closely with sales management to inspect sales process quality and prioritize opportunities for improvement
• Assists sales management in understanding process bottlenecks and inconsistencies
• Implements enabling technologies to field sales teams
• Monitors the assigned sales organization’s compliance with required standards for maintaining CRM data
• Works closely with sales management to optimize the effectiveness of the firm’s technology investments

Relationships & Partnerships

• Working with Accounting, Finance, and Human Resources, provides assistance with sales incentive compensation administration on an as-needed basis, or when required to arbitrate or clarify the application of sales compensation program policies and procedures
• Directs and supports the consistent implementation of company initiatives
• Builds peer support and strong internal-company relationships with other key management personnel

What You Bring to the Table

• Self-starter with ability to identify issues and projects, plan and prioritize with demonstrated ability to organize and manage multiple projects to completion by specific deadlines
• Great analytical skills, commercially savvy and solution focused to solving problems
• Excellent presentation skills and translating sales information in a clear, concise and visually appealing way
• Personal honesty and integrity. Strong work ethic with the ability to invest the hours needed to accomplish the objectives
• Superior communication skills (influencing, listening, presentations, written)
• Ability to build strong relationships at all levels with strong stakeholder awareness
• Collaborative team player, with conflict management skills
• Fluent English, both spoken and written

What Makes You Unique

• Strong Business Acumen, P&L experience
• Strong interpersonal skills; able to develop and maintain effective working relationships with all levels of internal and external contacts and with diverse cultures
• Leadership and people management skills
• Prior Experience in wine and spirits or luxury FMCG industries

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.
Many Spirits, One Brown‑Forman - We believe that an inclusive culture, one that values the diversity and unique perspective of each individual, allows us each to bring our best self to work and leads to greater teamwork, creativity, and trust.
Cultivating a Caring Culture - We know that our strong culture is one of the many reasons people love working at Brown‑Forman.
Nothing Better - At Brown‑Forman, we craft products known for bringing people together. Our employees have made us what we are today and are the reason for our success. Do not just take our word for it. Brown‑Forman is consistently recognized as a Great Place to Work® in countries around the world.
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.

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Requisition Type:
Employee
Management Level:
Leader
Global Job Level:
L2
Number of Openings Available:

Please refer the Job description for details