Reports to: Sales Manager
Salary: TBD (depending on experience)
Location: Field Based

Responsible for account management of a portfolio of regional key account groups in London. Management of a free trade accounts in postcode territory – with outlet focus based on the business brand segmentation model. Activates brands by implementing activation programmes in key outlets within a territory, recruiting consumers whilst improving distribution and visibility.

Key Responsibilities & Critical Success Measures:

  • Working with minimum supervision, manage a core number of accounts within a territory to deliver the on-trade brand building plan and activation programme. Giving examples of activation, perfect serve, sampling, tailored competitions, menu presence, permanent unique brand visibility.
  • Achieve preferred partner status with key outlets by developing tailored solutions to meet consumer needs and establishing expert status through advice on the spirits category, proposing range by segmentation.
  • Deliver brand training modules to educate bar professionals and utilise Brand Managers and or Sales Managers to supplement this as appropriate.
  • Record relevant outlet information via technology provided. In all outlets: record outlet information, activation and deliver appropriate presentations.
  • Manage budgets to deliver KPI targets e.g. pouring accounts, menu presence, listings, activation, incentives
  • Identifying opportunities via market intelligence and networking with customers to enable the targeting of the right consumers.
  • Effectively plan and manage the working day to ensure coverage is achieved at key trading times of customers. This will involve evening work and a requirement to live within reasonable travelling distance of the core area.
  • Ensure that customers are equipped to serve and promote the brand to consumers and enable them to become champions/ambassadors for our brands.

Functional Competencies:

  • Planning & Organising: Demonstrates an ability to plan, organise and execute activities using own initiative.
  • Communication: Expresses self in a clear, succinct and compelling manner in both individual and group situations.
  • Customer/consumer commitment: Knowing, understanding and delivering a high level of quality service to both internal and external customers.
  • Business Awareness: Has a comprehensive understanding of own business area and its impact on the wider organisation.

Knowledge, Skills and Experience:

  • Broad knowledge of UK on-trade and strong commercial experience ideally with a Spirits background.
  • Comprehensive understanding and working knowledge of brand building with the ability to balance commercial delivery.
  • Strong influencing and negotiation skills with the ability to develop and maintain relationships at all levels.
  • Experience of activating brands in the on-trade is essential.
  • Financial acumen.
  • Strong understanding of balance between commercial delivery and brand building agenda.
  • Strong IT skills and able to use data to interpret insights.
  • Strong presentation skills and experience at delivering training / presentations.
  • Previous experience in sales or marketing is desirable.
  • Experience working in a premium venue as a bartender is desirable.
  • Ideally educated to degree level.

Personal Characteristics: 

  • Ability to demonstrate professionalism, credibility, trust and respect both internally and externally.
  • Creative with an entrepreneurial spirit and passion to build and develop the on-trade business.
  • Strong relationship management skills.
  • Ability to influence at a variety of levels.
  • Adaptable and resilient.
  • Works to add value.