On-Trade Sales Director

London, England, United Kingdom

5/21/2025

Position

JOB MISSION

As the On-Trade Sales Director, you will be at the forefront of driving exceptional growth and market share

leadership for our luxury wines & spirits portfolio within the unique and dynamic UK on-trade. Your mission is

to cultivate strong, strategic partnerships with key on-trade accounts, crafting and executing innovative sales

strategies that deliver unparalleled brand experiences and drive measurable results, exceeding sales targets

and establishing our brands as the undisputed leaders in the on-trade. Ultimately, you will create lasting value

for our company and our trade partners.

Job Responsibilities

Drive the qualitative & quantitative objectives of the on-trade

• Craft winning account strategies: Design and execute compelling business plans and account strategies for designated accounts, exceeding channel targets and setting new standards for excellence.
• Drive profitable growth & brand eminence: Maximize profitability, volume, visibility, and brand building across the portfolio, establishing our brands as the undisputed leaders in their respective categories.
• Optimize pricing for premium value: Define and implement a dynamic pricing strategy that reflects the premium quality and prestige of our brands, while maximizing revenue and profitability.
• Cultivate strategic customer partnerships: Forge strong, collaborative relationships with key decisionmakers within major customer organizations, unlocking unparalleled brand opportunities and maximizing the impact of brand investments.
• Co-create customer-centric business plans: Develop and implement innovative, jointly agreed customer-focused business plans that deliver exceptional value and drive mutual success.
• Strategic investment & performance optimization: Strategically allocate, rigorously control, and meticulously evaluate all trade A&P and FTT investments, ensuring maximum ROI and driving superior performance.
• Dominate value share with iconic brands: Aggressively grow the value share of our brand portfolio, with a laser focus on elevating our icon brands to unprecedented levels of market leadership.
• Uncover & champion new growth avenues: Proactively identify and champion new business and brand development opportunities, positioning us at the forefront of innovation and growth.
• Outmanoeuvre the competition with market intelligence: Gather and leverage comprehensive competitor intelligence to neutralize competitive threats and seize market share across the entire account portfolio.
  
  

Maximise efficiency through the use of internal resources

• Champion technology-driven portfolio growth: Spearhead the strategic utilization of sales tools, such as Aspire and PowerBI, to unlock the full potential of our product portfolio and drive exponential growth, leading the newly created Commercial Development Manager role
• Elevate FTT management for channel excellence: Assume ownership of the FTT process, transforming it into a strategic lever for maximizing investment effectiveness and achieving unprecedented ROI, whilst driving ROS.
• Lead with integrity and operational excellence: Champion the implementation of robust internal controls, ensuring unwavering adherence to internal processes and operational directives, and setting the standard for ethical leadership and operational efficiency.
• Collaborate with the marketing team to deliver growth for the brands, in line with the plans.
  
  

Leadership Team Member & Team Management

Inspire & motivate: Ignite passion and engagement, creating a culture of inclusion, motivation and high performance within your team and beyond your own scope.

• Foster collaboration: Break down silos and foster collaboration, leveraging the collective expertise of all teams.
• Drive innovation & creativity: Encourage experimentation and innovation, pushing boundaries to create groundbreaking experiences.
• Ability to navigate ambiguity and thrive in complexity: Welcome ambiguity as an opportunity for growth and innovation and manage complexity for constructive outcomes.
• Make informed decisions: Gather insights from diverse sources to make informed decisions in uncertain environments.
  
  

Profile

Languages

• English
• Another international language is a plus (French, Spanish, Italian…)
  
  

Professional experience & know how:

• +10-15 years of commercial experience in Luxury, Wines and Spirits
• Strong knowledge of the Wines and Spirits sector in the UK
• Excellent negotiation & presentation skills
• Exceptional commercial acumen
• Strong analytical skills and problem-solving abilities
• Previous experience in sales management
• Excellent relation building capabilities and stakeholder management skills
• Strong network internal operator, externally focus mindset with exceptional skills at networking
• Understanding of luxury brand building
  
  

Additional Information

As part of Leadership Team Member & Team Management

You will also:

• Adapt & iterate: Be prepared to adapt your strategies based on new information and evolving circumstances.
• Build trust: Cultivate a culture of trust and transparency, fostering strong relationships within your team.
• Delegate effectively: Empower your team by delegating tasks and providing the necessary support for success.
• Develop people and provide constructive feedback: Offer regular feedback, helping your team members grow and improve their performance.
• Shape the future as a member of the LT: Contribute visionary insights and strategic guidance as a proactive member of the LT, shaping the future direction of the organization and fostering a culture of innovation, excellence, drive and problem solving
• Enhance cross-departmental collaboration with Marketing, Finance, Human Resources, Off-Trade, Retail & Private Client: to align sales strategies with other departments’ objectives, resulting in improved efficiency, resource allocation, and achievement of overall company goals.