Forma de trabajo

• We are a unique omni-channel sales committee on the market, gathering expertise in all sales channels: modern
  trade, wholesale, specialists, e-commerce, on trade, institutional and direct sales.
• We are a multi-category hub with a precise understanding of market drivers and trends with the objective to
  create value for the short and the long terms.
• SOCD methodology allows us to split the market in sales 36 sub-channels to design an ad-hoc distribution
  strategy for each of our brands and products in line with the brand positioning and to seek the highest impact
  on the market within the BLN Brands value strategy.
• “Glocal” philosophy: think global, act local. We are experienced in driving global brands in international leading
  companies. We developped sensitivity as Brand Owners to design and to implement meaningful sales initiatives,
  building on a regionalized structure and ad-hoc strategies.
• Top 3 average RSP on the market, generating value all through the value chain: our clients, our brand owners
  and BLN Brands.
• 1.5 millones de casos, 11 categorías, 87 expertos en ventas apoyados por 212 vendedores y promotoras para atender a 200 clientes del canal Off trade en 23 ciudades.

• We service all key cities across the country and embrace their diversity. We segment the on trade channel in 19 subchannels
  covering Restaurants, Hotels and Night Clubs. Together with the marketing team, the brand owners and our regional managers we design specific plans and recommendations for consumer targets, outlets profiles and region characteristics, deploying our SOCD methodology.
• “Night on trade team”, multiregional team leading the channel, tackling opportunities across the country, sharing best
  practices improving the performance of our brands in the night.
• México, one of the most visited countries in the word, with more than 30 million tourists per year, 30% coming from USA
  & Canada. We have a specialized team focus on the main touristic areas: Cabos, Puerto Vallarta, Cancún and San Miguel
  de Allende.
• Follow up of the performance with our own sales force software named “OPI” (On Premise Intelligence). We monitor any
  agreed KPI at the account level such as volume, visibility, brand activations, listings and trainings.
• Universo comercial con 2.200 cuentas, atendidas por un equipo de 31 ejecutivos de ventas, divididos en 6 regiones.

• 6 business units encompass 11 different categories. BLN Brands has positioned iconic global and local brands as consumers
  favorites in Mexico. Our team adapts as a chameleon according to each brand needs with strategic capabilities that can
  translate global strategies to ad-hoc local marketing plans, brand campaigns, and BTL activities.
• Every year the team designs and executes plans for a sum of 30 million dollars investments, where each brand gets a specific
  plan based on market / consumers opportunities and a selective distribution strategy. More than 1,000 on trade accounts are
  activated from fine dining restaurants to high energy night clubs, 1,600 off trade accounts activated annually in modern trade,
  specialized stores, convenience or e-commerce, and 8 million dollars communication plans that goes from TV, OOH, Digital, PR,
  and marketplaces ads.
• The team tracks each of our partners performance through monthly business reviews including sales performance, control of
  A&P investments, an omni-channel activation tracker. Objective is to ensure alignment with plans and agreed targets, as well as
  to design potential corrective actions and additional initiatives to drive growth.
• We have agency partners (Digital, Media, PR) in our network that insert our brands into contemporary cultural settings & help
  us to understand our consumer needs. In addition, tools such as social bakers for social listening and Kantar brand tracking
  studies give us vital market insights to build on.
• Data strongly drives our decisions. Our business intelligence team can find market insights using different data points from
  ISCAM, NIELSEN, and IWSR that we use to strengthen our brand plans.

• We ensure privileged visibility in 1600 POS and create 9,000 breath-taking shopper & customer experiences
  every year.
• Metodología propia SOCD: una plataforma innovadora interna para impulsar nuestro modelo de distribución selectiva y orientar el comercio.
• Via our SFAs “Kimetrics & OPI” we monitor the POS execution and Brand performance with the highest global
  standards both in On & Off trade channels.
• We manage 25 millions USD off-trade investment via PICO, a proprietary budget planning and controlling software
  that enables us to manage in real-time.
• We embrace strategic business pilars together with the marketing team and the Brand owners. Objective is to cover all
  the cicle brief process in terms of planning (TM Strategy), design (TM Implementation) and execution (TM
  Operations).
• Nationwide execution covering 1,160 stores with 12 supervisors, 133 merchandisers & 79 pushgirls.
  investment in line with brands strategies, building on our precise market understanding

• Supply planning through personalized monthly S&OP with each of our brand owners, where together review
  more than 500 SKUs, to deliver high degrees of reliability (75% forecast accuracy).
• We manage 29,000 orders annually from 300 customers, shipping to 1,200 different delivery addresses
  nationwide, with a fill rate above 96%.
• 4 Distribution Centers (CeDis) (Mexico City, Guadalajara, Cancun, and Los Cabos) operated by 90 employees,
  that provide warehousing in more than 14,000 m2 for 13,000 pallet positions. The locations allow us to be
  close to our customers and support the sales regional strategy. All “CeDis” have refrigeration capabilities that
  ensure the highest quality storage of our wines. In addition, these “CeDis” also can work on demand, in the
  transformation and packaging processes of the products.
• We import more than 950 containers annually from 10 countries by sea and land. Also, we bring products in
  more than 150 containers from national brand owners from 5 Mexican states.
• We strictly comply with industry and government regulations such as employee and merchandise safety, ETI
  Code, fiscal precinct, product labeling and fiscal stamps, advised by external experts.

• Supported by a high-standard analysis culture, driven by the expertise of the Business Control team; our
  business-pillar organization method ensures an efficient focus on each brand owner and brand with both
  cross-sectional and ad-hoc KPIs.
• Implementation of a virtuous value chain specific to the strategy of each brand, taking care of the parties’
  interests and ensuring the margin levels of each stakeholder.
• Efficient planning through a collaborative process with brand owners, based on an agreed-upon calendar to
  tackle short- and long-term goals with Monthly Business Reviews, an Annual Budget, and a 3Y Plan.
• Implementing solid processes and efficient IT tools guarantees precise management and risk prevention.
  We work with SAP S/4 Hana, SAP Analytics Cloud, Salesforce, Concur, and in-house add-ons and software.
• We have the support of great financial partners such as BBVA, Santander, Sabadell, HSBC, Monex, Invex,
  CiBanco, and KPMG annually audits our accounts.

• Disfrutamos de un legado de 75 años de sólidos valores familiares y una reputación inigualable en el mercado.
• An effective method to identify, attract, and retain the best talent in the market, ensuring the highest international standards
  in line with our brand owners’ requirements. We have less than 5% turnover and an average length of service of 8 years.
• We have an arsenal of human resources tools (OMR, individual career plans, talent calibration, succession planning) that
  ensure the growth and development of our teams and our organization. We are driven by culture of high standards, accuracy,
  structured methods, agility and adaptability to the change we face constantly.
• Through our organizational development platform, “Engage me,” we evaluate and guide our team members toward goal
  achievements and professional growth.
• We work with international standards in learning: 100% of our sales team is trained in WSET’s (Wines & Spirits Education
  Trust) Level 2 getting an award in Wines to ensure the highest level of knowledge on the market. We have a Leadership Team
  trained on innovation, creativity, negotiation and purchasing skills.
• Creemos firmemente en la equidad y fomentamos la diversidad. Lideramos la principal fundación ESG de la industria en el mercado.
• Creemos en el éxito personal sumado a las victorias del equipo para impulsar resultados y logros significativos adicionales.

Habilidades de Comunicación: Un BD debe ser capaz de negociar. Aunque puede que no sea el encargado de cerrar el trato, es el responsable de generar clientes potenciales y de hacerlos avanzar por el embudo comercial.

Gestión de proyectos: Estas habilidades incluyen liderazgo, el análisis, la gestión de riesgos y el diseño de estrategias priorizando y comprometiendo todas las áreas conectadas, apoyando el trabajo en equipo, resolviendo conflictos y evaluando el rendimiento.

Habilidades de ventas y marketing:BD debe comprender los principios básicos de ventas y marketing y cómo aplicarlos en su rol, el objetivo es hacer crecer el negocio a mediante la prospección, el fomento de las relaciones con los BO (Business Owners) y la actualización de la plataforma de gestión de clientes.

Conocimiento del negocio: El Desarrollador de Negocios (BD) utiliza los conocimientos como herramientas y tiene un profundo conocimiento de los mercados. Estas habilidades implican investigar las necesidades y entender a la competencia para obtener una visión más amplia del mercado objetivo.

Análisis de ROI y de Datos: El Desarrollador de Negocios (BD) debe ser capaz de realizar un seguimiento del retorno de la inversión (ROI) y contar con los datos que lo respalden al presentarlo a la organización. El BD debe buscar continuamente formas de impulsar el crecimiento de la empresa, beneficiando la capacidad de tener éxito en el camino.

Creatividad: El Desarrollador de Negocios (BD) tiene la capacidad de explorar y generar ideas que ayuden a los equipos a eliminar los límites y ver los retos de una manera diferente.