Purpose     

To negotiate, agree and monitor compliance of annual business plans for all customers whilst growing portfolio volume and profitability across workload.

To gain profitable and sustainable new distribution linked to status within target National accounts.

To ensure achievement of budgeted BC and Volume through account base whilst managing profit stream between wholesale and retail.

To Deliver DVA (Distribution, Visibility and Activation) principles to all listings gained in retail accounts to maximise our ROP.

Context

With the Introduction of Russian Standard Vodka to the Whyte and Mackay portfolio of brands from January 2012 there is a need to grow our On-trade National accounts team to ensure we have the correct resource to deliver our ambitious growth plans in this highly competitive sector.

We have a strong brand portfolio which offers an attractive alternative to the current brands that monopolise this sector and we believe that with our product quality and creativity we can establish our brands within this sector of the trade.

To realise the opportunity we require an experienced, creative and passionate On-trade account handler to make our targeted growth a reality.

Key Outputs

To negotiate and agree annual distribution and status across account portfolio and generate business plans where required

To control profit per case, volume and account marketing budgets as agreed with UBM Nationals across portfolio

Maintain & update forecasts weekly

To facilitate sustainable and profitable growth within On-trade National accounts

To build key relationships across buying teams, operations and marketing teams of all customers within workload

To work with the UBM Nationals to  generate DVA strategy for On-trade National accounts across all brands

To cross functionally work with the UBM team to ensure correct use of Field Sales Force team to deliver DVA activity within National accounts as required

To creatively generate account specific marketing solutions in line with brand guidelines to deliver DVA within account base.

Key Internal Relationships

• UBM National
• On-Trade Sales Director
• UBM Scotland, London and E&W
• Customer Marketing
• Commercial Finance
• Customer Service

Qualifications  / capabilities                                          

• Languages: Fluency in English
• Highly numerate and able to demonstrate sound commercial awareness
• Microsoft Office
• Qualified to Degree level

Experience (priority order)                                               

Minimum of 2 years experience of managing large National Accounts within the UK On-trade

Demonstrate in depth knowledge of National retail accounts including buying teams, marketing teams and operations

Demonstrate true understanding of the segmentation by fascias of large National Accounts

Demonstrate strong commercial expertise within National Account environment and wholesale channel.

Demonstrate a working knowledge of the England & Wales Regional and National Wholesale market

Demonstrate Premium Spirits knowledge including understanding of the Premium Vodka, Blended Whisky, Malt Whisky, Gin, Rum and Cognac categories

Demonstrate knowledge of the Cocktail, long drink and shot markets

Characteristics            

• Socially confident & engaging across mainstream and high end social settings..
• Strong communicator.
• Commercially Creative
• Team player
• Passionate and committed
• Driven and ambitious.
• Sets self challenging goals.
• Strong relationship builder.
• Strong admin skills
• Positive in the face of adversity.
• Self-starter.
• Likes nightclubs and bars.