Business Development Manager

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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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Requisition Type:

Employee

Management Level:

Leader

Global Job Level:

L2

Number Of Openings Available:

1