Brand Development Manager (North West England) (On Trade)

Job title:

Brand Development Manager (North West England) (On Trade)

Company:

Ian Macleod Distillers

Job description

Brand Development Manager (On Trade) – Whisky & Gin SalesIan Macleod Distillers Ltd… ‘An international, entrepreneurial, brand-led, successful, sustainable and respected, family business’We appreciate and value your interest in this opportunity with Ian Macleod Distillers. We own some of the world’s best loved brands including Glengoyne, Tamdhu, Rosebank and Edinburgh Gin. Please browse our websites and social channels and immerse yourself in our award-winning portfolio of brands. As we start to tantalise your taste buds and whet your appetite for a career here with us at Ian Macleod Distillers, you will really get to understand just why our team members and customers are indeed so passionate about all things Ian Macleod!Our OpportunitiesAs we continue to invest in our UK business, we have two new and exciting opportunities for experienced sales professionals to join our U.K. team.1. Brand Development Manager – details below2. Brand Development Executive – detailsBrand Development Manager (On Trade) – Whisky & Gin SalesLocation: North UK (Manchester-based, with travel to Leeds & Liverpool)Salary: Competitive + Bonus + BenefitsMust have: Full, clean driving licenceRaise a Glass to Your Next Big Opportunity!Are you a sales expert with a passion for whisky and gin? Do you thrive in the world of premium On Trade, building strong relationships and securing top-tier accounts? We may just have the perfect role for you.At Ian Macleod Distillers, we’re on the lookout for a Brand Development Manager (On Trade) to join our UK Sales team. This isn’t just another sales job – it’s your chance to shape the presence of our exceptional whisky and gin portfolio in the market.What You’ll Be Doing:

• Winning & Growing: You’ll secure and manage premium-prestige independent Free Trade accounts, expanding our footprint in the On Trade sector.

• Strategic Selling: Work alongside RTM, National Accounts RSMs, and IFT BDEs to smash KPIs and exceed budgets.

• Building Relationships: Develop long-term partnerships with wholesalers, operators, and key industry players.

• Spotting Opportunities: Identify and capitalise on new business prospects, using your commercial acumen to drive sales and distribution.

• Representing Ian Macleod Distillers: Be the face of our brands across the trade, championing our portfolio with passion and expertise.

Who We’re Looking For:

• A commercially savvy, results-driven sales professional with a deep understanding of the whisky and gin market.

• Someone with a strong track record in On Trade sales, particularly in the independent Free Trade sector.

• A skilled negotiator and deal-maker, confident in securing profitable partnerships.

• An excellent communicator with a knack for building lasting relationships and influencing key stakeholders.

• A proactive, adaptable team player who is always seeking new and better ways of working.

This is more than just a job – it’s an opportunity to make a real impact in a business that’s passionate about what we do. You’ll be very much ‘In Good Company’!If you’re ready to take your career to the next level, we’d love to hear from you!Apply now and let’s toast to your success!Applications are invited by clicking on our portal and submitting your CV, answering some key questions and submitting a tailored cover letter, clearly outlining why your skills and previous experiences are a perfect fit to what we are looking for – remember this is your opportunity to shine and to tell us exactly why this is the ideal role for you, and just why you would be the perfect candidate for us!Please note, this is an open application window therefore we may close the advert at any point depending on the candidate applications received, so our recommendation is that you apply early to ensure you do not miss out!***No Agency Contact***Proudly supporting the #OpenToWork movement.Ian Macleod Distillers (IMD) are proud members of the Scotch Whisky Association, Drink Aware and the Portman Group. In our individual IMD way, we endeavour to follow best practice to help shape our commitment to wider social responsibility and industry standards. We are advocates of promoting responsible selling and consumption of alcohol.JOB PROFILEJob TitleBrand Development Manager (On Trade)DepartmentUK SalesReports toSales Controller, On TradeFunctionUK Business UnitDirect Reports / Reporting Lines0ROLE SUMMARYRole Summary (the main objective/s of the role)A commercial and innovative On Trade salesperson, with strong whisky and gin knowledge to manage and win premium-prestige Independent Free Trade accounts within the On Trade. Delivering distribution growth of our Tier 1 portfolio, ensuring the balance between Whisky and Gin share of time and focus. Working in partnership with RTM & National Accounts RSMs and IFT BDEs, this role will strive to exceed individual KPIs and team budget.Working cross-functionally across the wider Ian Macleod business with integrity, demonstrating a passion and understanding of the needs of customers as well as our business.Experienced at negotiation and deal evaluation, the BDM will demonstrate commercial acumen and drive to build their account base aligned to Business Unit strategy. Skilled at building premium-prestige brands within the On Trade, building effective relationships across wholesale and operators. Understanding and supporting customer objectives is at the heart of ways-of-working.The RSM will ensure the consistent delivery of On Trade strategy whilst being adaptable to change, actively seeking improved ways-of-working.ROLE DESCRIPTIONResponsibilitiesKey Day to Day ActivitiesWays of Working

• Customer management c 150 accounts (including groups

20 sites). * Supported by the HOS IFT, take full account management responsibility including discretional investment for allocated accounts.

• Work within segmentation model and achieve targeted product mix.
• Use all Customer Systems and Portals daily to load pricing, forecast, promotions, OOS issues, Sales and ROS.
• Collaborate with supply chain on forecasts using customer data analysis of demand forecasting and admin.
• Review and adjust plans against call and customer targets, building solutions to challenges and opportunities.
• Ensure effective use of CRM including quality of data, usage and reporting. Feeding back into CRM team to improve system use.
• Build and implement territory plan and feedback market opportunities and risk to Controller.
• Working with Head of Whisky Development to elevate Ian Macleod’s status as the go-to, independent whisky distiller through team knowledge, range development, consumer/operator engagement and advocacy.
• Work with Customer Marketing, Brand, Advocacy and Distillery teams to delight consumers and customers, ensuring that our brands are at the forefront of hearts and minds.
• Ambassador for our Distilleries, ensuring the right people visit and a rolling plan across gin and whisky.
• Work with Head of Whisky Development to ensure correct allocations whilst proactively monitoring performance and forecasting.
• Representing Ian Macleod Distillers across the trade, positively contributing and supporting all channels to succeed.
• Active in trade with minimum 4 days a week in trade.
• Networking and building our reputation at events meaning regular time evening and weekend events is required.
• Continually update Industry & product knowledge

Management of Allocated Accounts(60%)

• Win and protect existing customer base, working with Customer Marketing.
• Action gap and margin opportunity.
• Effective journey planning to ensure correct callage for the customer and efficient use of time and resources.
• Utilise our Brand Homes and ensure brands are available and activated within the catchment area of each Distillery
• Management of Scottish groups.
• Selection of Lighthouse accounts, aligned to segmentation, brand guidelines and commercially reviewed.
• Activating around sponsorship events and local partnerships

New Business(40%)

• Identify and target new business opportunities for our Tier 1 portfolio.
• Utilise the Prospect Database via CRM to ensure effective contact strategy and joined-up approach with RTM & National Account team
• Build tenders, supported by Customer Marketing and Controller for large single sites and groups

20 sites. * Work with RTM/Wholesale to build warm leads and introductions.PERSON PROFILEEssentialDesirable

• Extensive knowledge of Whisky, Gin and premium/prestige spirits market

X

• Experience of growing brands in premium & prestige On Trade

X

• Skilled negotiator

X

• Cross-functional excellence, with ability to work in partnership with stakeholders

X

• Commercial acumen and P&L understanding

X

• Expertise in opening new business

X

• Ability to develop long-term and effective customer relationships to build business

X

• Passion for building performance and overcoming barriers

X

• On Trade network

X

• Trade and consumer Advocacy

X

• KPI Driven

XProfessional Qualifications

• Degree educated

X

Expected salary

Location

North West England

Job date

Sun, 16 Mar 2025 06:53:38 GMT

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