On Trade & Regional Wholesale Key Account Manager Remote
Job description
GENERAL INFORMATION
POSITION: On Trade & Regional Wholesale Key Account Manager
AREA: UK Market
REPORTS TO: National Account Controller
BASE: Field Based (UK Midlands – flexible) with occasional travel to Office in Bathgate, Scotland or other UK sites
JOB BRIEFING
Founded by Jean Cayard in 1934, LA MARTINIQUAISE-BARDINET is an independent, family-owned French spirits group with a large portfolio of International brands. Headquartered in Paris, the Group operates in over 100 countries with 38 subsidiaries and production sites and is the world’s 7th largest spirits group.
LMB UK is the UK subsidiary of the business. Our industry-leading portfolio includes some of the world’s best-selling and best-loved brands across whisky, white spirits, brandies, rums, wines, ports and liqueurs. LMB UK’s focus brands are the fast-growing top ten single malt whisky, Glen Moray, Cutty Sark blended whisky, Bardinet Brandy, the world’s No.1 port Porto Cruz and the French craft liqueur brand Marie Brizard. Based in Scotland, LMB UK is investing in growth and its team of spirits experts working across sales and marketing, working alongside LMB production bases in Elgin (Glen Moray Distillery), Bathgate (Starlaw Distillery) & Bordeaux (Bardinet Brandy).
Our customer partnerships are of fundamental importance to us. We are looking for a KAM to deliver success in key On-Trade & Regional Wholesale accounts in the Midlands. This is a completely new role in the business and is part of LMB-UK’s commitment to growth in the On-Trade in 2023 and beyond. The remit provides an exciting opportunity to make your mark on a large and varied area, covering routes to market, key halo accounts and MPOs, taking our products and activation concepts to these customers and implementing them for growth.
MAIN RESPONSIBILITIES
● Develop customer relationships with:
o lighthouse independent on-trade outlets to gain visibility for our products and
partner on activation concepts and events
o key regional and national RTMs to ensure maximum availability of our products
to the trade
o regional MPOs and brewers to gain distribution and drive volume sales
● Identify opportunities to partner with like-minded outlets and groups on events and activations to bring our brands to life
● Motivate and leverage RTM sales teams to sell our brands as passionately as we do
● Capitalise on strong customer relationships and effective account strategies to achieve volume, value, distribution, and visibility KPIs
● Creation of client facing activation plans focussed on awareness and ROS aligned to brand objectives
● Forecasting, accruals, invoicing, promo submissions and P&L management
● Manage agreed budgets including trading terms, retro support, A&P investment
● Work cross functionally with Marketing, Finance and Supply Chain to ensure best possible delivery against agreed priorities and targets
● Build extensive contact network within customer organisations (Media, Supply Chain etc)
● Prepare external and internal presentations including Brand updates, performance analysis and plans with objectives
● Implementing LMB UK strategies to ensure opportunity is unlocked. Explore new potential outlets for development of brands
● Providing ROI analysis for all promotions and A&P supported activations
● Gathering market, customer and competitor information and providing timely feedback
REQUIREMENTS & SKILLS
● Experience in the Midlands or North England On-Trade
● Knowledge of landscape and key players in Midlands and North England On-Trade, ideally with knowledge of key contacts
● Excellent interpersonal skills to engage and influence a varied customer base
● A self-starter who thrives on autonomy
● An understanding of spirits and their production, the deeper the better
● Strong sales, influencing and negotiation skills
● Strong presentation and communication skills
● Numerical reasoning and analytical skills, the stronger the better
● English is essential, other languages are valuable
● Ability to identify business opportunities and translate into actions supported by strong rational aligned to brand strategy
● Ability to gather and use market insight to help convince and gain influence
● Entrepreneurship and an eye for new opportunities
● Positive approach to overcoming obstacles
Job Type: Full-time
Benefits:
- Casual dress
- Company pension
- Cycle to work scheme
- Employee discount
- Life insurance
- Sick pay
Schedule:
- Monday to Friday
Supplemental pay types:
- Performance bonus
Application question(s):
- What are your salary expectations?
Experience:
- On Trade: 3 years (preferred)
Work Location: Remote
