Business Development Manager

Quote from Hiring Manager
"This is a role for someone who wants to make a real impact—working with a great team, representing iconic brands, building deep customer partnerships, and contributing meaningfully to Brown-Forman's growth in Australia. If you're a proven leader with sharp commercial instincts, a passion for the liquor industry, and the drive to succeed—we want to hear from you.

Meaningful Work From Day One
As a Business Development Manager at Brown-Forman, you will lead a high-performing team of seven Business Development Executives (BDEs), driving commercial outcomes across a portfolio of iconic spirits and Ready-To-Drink (RTD) brands. This is a dynamic, field-based leadership role where you'll build capability, strengthen customer relationships, and deliver against both short-term sales goals and long-term strategic business objectives.

What You Can Expect

• Lead the BDE team to deliver Stripped Net Sales (SNS) targets and grow on-premise share through new contracts and strong P&L outcomes.
• Coach and mentor your team to uphold best-in-class execution standards, including maintaining monthly call rates, sales call process, negotiation support, and Short-Term Incentive (STI) achievement.
• Delivering impactful Quarterly Sales Briefing and Planning sessions at branch/state level.
• Build and maintain strategic partnerships with key Retail and On-Premises customers.
• Support BDEs in crafting compelling, insight-led proposals that align customer needs with brand strategies.
• Drive commercially sound negotiations using deep market knowledge and strong customer insights.
• Collaborate cross-functionally with Marketing, Category, and Finance teams to bring customer-specific programs to life.
• Champion Brown-Forman's sales process in every customer interaction, coaching others to do the same.
• Deliver on any assigned projects to assist in delivering continuous improvement outcome
• Serve as a trusted leader, coaching and influencing both internal and external stakeholders to deliver best-in-class outcomes

What You Bring To The Table

• Proven experience leading, coaching, and developing high-performing field sales teams in the liquor or FMCG sector.
• A people-first leadership approach that inspires, empowers, and holds teams accountable to deliver outstanding results.
• Strong coaching mindset with the ability to uplift capability across execution, customer engagement, and commercial acumen.
• Skilled at creating a culture of trust, feedback, and continuous improvement—balancing challenge with support.
• Excellent interpersonal and communication skills, with a proven ability to influence, motivate, and lead through change.
• Familiarity with tools and processes that support team performance, such as CRM systems, performance metrics, and field coaching plans.
• A passion for growing others and shaping the next generation of sales leaders.
• Deep understanding of the Australian liquor landscape, including market, channel, and shopper dynamics.
• High personal accountability, a solution-focused mindset, and a consistent drive to deliver results.
• Knowledge of the spirit industry is highly desirable and will be seen as a strong advantage.

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.

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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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: Europe, Africa, APAC Division

Function: Sales

City
Melbourne

State: Victoria

Country: AUS

Req ID: JR