Head of Sales - CEE Distributor Markets

At Brown-Forman, we believe great people build great brands. We are looking for a HEAD OF SALES / SENIOR BUSINESS DEVELOPMENT MANAGER of to lead our commercial strategy across the Central Eastern Europe (CEE) Partner Markets. In this role, you will be a key member of our Leadership Team, shaping strategic partnerships and driving mutual growth with our local distributors.

If you are a strategic thinker with a passion for the Consumer Goods industry and a proven track record of leadership, we would love to welcome you on board!

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📍Location: Czechia (Hybrid) │🖱️Office: Prague city center │ ⏩Reports to: Senior General Manager and a member of the Leadership Team

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What You Will Do:

• Shape the Strategy: Propose, build, and lead long-term Route-to-Market strategies across the CEE region.
  Drive Partnerships: Set annual goals, negotiate contracts, and collaborate closely with our distributor partners to unlock new market opportunities.

• Financial Guardrails: Together with our Finance team, you’ll keep an eye on the entire value chain—monitoring distributor net sales, margins, and ensuring every trade investment is optimized based on ROI.

• Smart Planning (IBP): You will lead the Integrated Business Planning (IBP) and rolling forecasting processes, making sure our resources (from discounts to gifts and marketing budgets) are allocated to drive maximum growth.

• Market Intelligence: You’ll keep your finger on the pulse—tracking market environments, competitive activities, and channel trends to provide the leadership team with fresh insights and tactical recommendations.

• Setting the Rules of the Game: You will establish smooth "ways of working" and efficient reporting systems with our distributors, making sure everyone is aligned and the business runs like a well-oiled machine.

• Lead & Inspire:Manage and develop your direct team, while influencing and guiding dedicated teams within our distributors' organizations.

• Manage Performance: Oversee annual plans, tracking projections, P&L, investments (ROI), and trade spending alongside our Finance team.

• Building Bridges: You’ll act as the key connector between local distributors and regional management, aligning expectations and fostering strategic partnerships based on mutual trust.

• Keep Us Connected: Maintain clear reporting on market trends, trade channels, and competitor activities for the leadership team.

What We Are Looking For:

Key Requirements:

• Education: University degree in Business, Marketing, Finance, or a related field.
• Experience: 8+ years of experience in FMCG (Luxury/Wine & Spirits is a major plus), with previous people management experience being an absolute must.
• Industry Knowledge: Experience with the brand owner–distributor collaboration model.
• Languages: Fluency in English (both spoken and written) is required.
• IT Skills: Advanced knowledge of MS Office and Google applications

Key Competencies / Personal Attributes:

• Self-starter: Ability to independently identify issues, plan, and prioritize projects.
• Analytical Thinking: Data-driven mindset with a strong focus on finding solutions ("solution-focused").
• Out-of-the-box Thinking: Ability to uncover new business opportunities where others might not see them.
• Communication: Excellent presentation and negotiation skills, with the ability to influence and actively listen.
• Travel: Willingness to travel internationally (approx. 25% of the time).

What We Offer You:

• Work-Life Balance: Hybrid work model that supports your lifestyle.
• Health & Security: Private medical care, life insurance, and a private pension plan.
• On the Move: Company car (also for personal use) or a car allowance.
• Well-being: Multisport card, parental benefits, and our Live Well program.
• Rewards & Growth: Competitive bonus plans and a thorough onboarding process.

🎁Some of the benefits you can enjoy include

• 5 weeks of vacation + 3 sick days
• Company car for both business and personal use
• Premium medical care
• Pension insurance
• Meal allowance
• Annual wellness and sports allowance
• Free or discounted company products

📢 Learn more about us (in CZ):
https://www.tribee.cz/cs/spolecnost/brown-forman

Ready to bring your best self to work? Apply today and let’s grow together!