Account Manager - London

Scotch Whisky; Greater London; Hybrid; GBP 45,000 - 65,000; Full time

Benefits offered by this job

Product allowance

35 days annual leave

Life assurance

Job summary

Whyte & Mackay is seeking an Account Manager for London to drive the brands across luxury specialists and key on-trade groups. The role is field-based with substantial travel to accounts and trade events, reporting to the Business Unit Controller, and requiring a commercial mindset to grow distribution and visibility of The Dalmore, Jura and Fettercairn.

You will build strong partnerships, negotiate long-term agreements, and deliver activations that drive sales while maintaining accurate

Qualifications

• Proven sales experience in FMCG or premium consumer goods.
• Experience with Specialists, luxury retail or multi-site on-trade customers is a plus.
• Excellent communication, active listening and attention to detail.
• Consultative selling with strong influencing and negotiation abilities.
• Strong presentation and sales techniques with commercial acumen.
• Self-starter with energy, integrity and resilience.

Responsibilities

• Develop and elevate the presence of Whyte & Mackay brands across London luxury Specialists and multi-site on-trade groups.
• Build strong customer partnerships and secure long-term commercial agreements.
• Drive distribution, visibility and activation standards in accounts.
• Deliver engaging training and education sessions for brand ambassadors.
• Maintain forecasting and account planning to support business decisions.
• Complete reporting and administration on time and identify process improvements.

Skills

Sales experience

FMCG knowledge

Negotiation skills

Presentation skills

Communication

Tools

Aforza CRM

Job description

Job Title: Account Manager - London

Function: Commercial - UK Sales

Location: Field based, London. Home based with at least 60% of time expected in trade visiting accounts and grow presence within the Specialists & MSO; based within commutable distance of London

Job Level: (Internal Reference Only) 4

Contract: Full Time / Permanent

Role Reports to: Business Unit Controller

Date vacancy will close: 23rd October 2026. Where we receive high numbers of applications we may close vacancies early.

Who we are:

Born in Glasgow, made in Scotland and enjoyed around the world. Whyte and Mackay is home to a collection of multi-award-winning global whisky brands led by The Dalmore, Fettercairn, Jura and Tamnavulin. Our mission is to be a driving force in whisky, renowned for building brands that stand-out. Enabled by our brilliantcommunity of 675 colleagues, reaching across 17 countries and counting. We're led by our values, continuing to grow and invest and looking for great talent to join our brilliant community. Ready to hear more?

What the opportunity looks like:

The Account Manager will be responsible for developing and elevating the presence of Whyte and Mackay brands across London luxury Specialists (Selfridges, Hackstons, Fortnum & Mason, Berry Bros, Jeroboam, Hunters & Frank, Lea & Sandeman) and across 7 strategically important multi-site on trade groups (The Ivy, Evolve, Daisy Green, Drake & Morgan, JKS, Fullers & Urban Pubs).

You will develop and build strong customer partnerships, secure commercially sound long-term agreements and grow distribution and visibility of The Dalmore, Jura & Fettercairn. You will also secure impactful activations to drive high rate of sale and advocacy in the right outlets, for the right consumers and occasions.

• P&L delivery with focus on pricing, A&P & investment mix, brand mix and delivery of all KPIs with your accounts.
• Customer first mind-set with focus on aligning strategic objectives -be able to build strong engagement with our partners and drive long-term account value.
• Maintain accurate forecasting, discipline with Aforza (CRM) recording and account planning to support effective business planning and decision-making
• Conduct distribution checks in every call, use the Whyte and Mackay call structure consistently and review reporting systems to identify gaps and future opportunities.
• Drive distribution, visibility and activation standards across the account file, including incremental visibility and brand activation at the point of purchase as per our long-term portfolio goals.
• Act as an ambassador for Whyte and Mackay brands by delivering engaging training and education sessions where appropriate.
• Complete reporting, administration, meeting follow-up and ad hoc requests on time, while identifying improvements to day-to-day ways of working.

Skills and experience that will help you be a success:

For this role we're looking for:

• Proven sales experience in FMCG, drinks or a related premium consumer goods sector, ideally with exposure to Specialists, luxury retail or multi-site on-trade customers.
• Knowledge of premium hospitality, retail or customer experience environments, with an understanding of how to build relationships and deliver elevated brand experiences.
• Excellent communication, active listening and attention to detail.
• Consultative selling approach with strong influencing and negotiation skills.
• Robust presentation and sales techniques, supported by strong commercial acumen.
• Self-starter with integrity, tenacity, high energy and a positive, can-do attitude.
• Adaptable, proactive and able to work autonomously to meet and exceed targets.
• Passionate about luxury brands, customer experience and the premium on trade, with a desire to learn the drinks industry and understand customers and the market.

We believe that everyone has the potential for growth in our roles! You may feel you don'ttick every box for this role,but if you believe you have relevant experiences that could help you succeed we'd much rather you apply rather than rule yourself out based on any self-limiting beliefs!

Why join us:

We offera competitive salary, bonus package, life assurance, competitive pension, excellent product allowance, 35 days annual leave, plus enhanced family friendly policies. Our Rewards &Benefits page has further information.

Our team read each and every application, therefore you'll hear back from us in due course.

Candidate guidance on the use of AI in the application and screening process can be found on our career site.

Should you requireany adjustments to our recruitment process to help you be at your best then please contact us [e-mail] we'll do what we can to support.