MPO Account Executive (On-Trade Sales) - London

Location:Greater London

Reporting to: Regional Sales Manager

Location: Flexible (Field based)


At Brown-Forman, we enrich the experience of life, in our own way, by responsibly building beverage alcohol brands that thrive and endure for generations. Brown-Forman is one of the largest American-owned spirits and wine companies and among the top 10 largest global spirits companies. By expertly combining five behaviors (Be Curious, Be Courageous, Be Collaborative, Be Creative, Be a Champion) with our vision and purpose, we seek to create an enduring and growing Brown-Forman UK.

This role is a Regional Sales role accountable for driving B-F joint business partnerships with the Managed Pub Operators located on the specified geography. This position sits within the On-Trade Sales function of B-F but requires a cross functional approach to crafting and delivering joint business plans with defined MPO partners in order to grow the B-F premium portfolio of brands and ultimately deliver sales plans. It will provide the right candidate the exciting opportunity to shape the B-F direction within this area of the On Trade, working to grow with an enviable portfolio of premium brands ensuring the right fit with MPO partners. With support from the Regional Sales Manager and the wider B-F Team you will take on the responsibility of crafting and delivering regional MPO sales and activation plans working with some of the fastest growing groups within this diverse, dynamic and expanding area of the On Trade.


  • Build strong relationships, both within B-F and externally with customers in the on-trade channel at regional level through regular trade visits and meetings to deliver and execute business plans

  • Create robust and timebound Joint Business Plans for accounts and demonstrate volume and value growth YoY in line with key KPIs and in correct outlet segmentation

  • Manage prospecting and tender negotiations for new business and negotiate and close annual and seasonal commercial agreements with defined customers

  • Manage budget for your area of responsibility and utilise data and work with the On Trade Category & Trade Marketing team to proactively maximise business opportunities

  • Review and evaluate the performance of our brands within defined portfolio of on trade outlets in all aspects of KPIs e.g. Distribution, Visibility, and Activation

  • Responsible for specific key brand executions, gaining product distribution listings, maximising the prominent of of our brands at venues and ensuring the availability of the brands

  • Develop and execute experiences and brand activities that encourage trial and repurchase of priority brands, including product tastings, presentations and customer training/education

  • Manage the submission of Customer Invoices to release agreed investments in addition to Investment Rationales and Promotional Sales Agreement forms for sign off


The successful candidate will be educated to degree level in Business or a related field with a proven track record within the on-trade sales channel. They will have a high level of understanding of the on trade as a whole, an established network within the on trade, as well as the ability to drive a premium portfolio. Previous experience working in wine and spirits or luxury FMCG is preferable. Pivotal to this role will be a proven track record of personal accomplishment within a competitive FMCG environment, solid negotiation skills at a regional or head office level, a high level of understanding of the on trade and key dynamics within, as well as the ability to drive a premium portfolio with a long term strategy. You will have the ability to establish and maintain an effective network within the sector at a regional level and the ability to extrapolate and analyse data in order to identify and seize genuine opportunity.

Total Rewards

Total Rewards at Brown-Forman is designed to engage our people to ensure our sustainable and profitable growth for generations to come. As a premium spirits company, we offer premium and equitable pay & bonus for individual and company performance.

We offer a range of premium benefits that reflect our company values and meet the needs of our diverse workforce. In Brown-Forman UK, some highlights of the competitive benefits we offer include, but not limited to are medical/dental insurance, flexible-working options, product allowance and gym membership; along with global career opportunities.

Assessment Centres

Assessments centres for these roles will take place in early to mid December 2019

Brown-Forman Corporation is committed to equality of opportunity in all aspects of employment. It is the policy of Brown-Forman Corporation to provide full and equal employment opportunities to all employees and potential employees without regard to race, color, religion, national or ethnic origin, veteran status, age, gender, gender identity or expression, sexual orientation, genetic information, physical or mental disability or any other legally protected status.

Business Area: International

City: London


Country: GBR

Req ID: JR-00001130