Account Manager – Scotland

LVMH Group; Glasgow; On-site; GBP 40,000 - 80,000; Full time

Job summary

An established industry player seeks a dynamic Sales Manager to drive growth in the vibrant bar scene of Glasgow and Edinburgh. This role involves managing key accounts, developing strategic proposals, and achieving sales targets through innovative brand activations. The ideal candidate will possess a strong background in the Wines and Spirits industry, with a passion for building relationships and delivering exceptional results. Join a forward-thinking team that values creativity and collaboration, and be part of a culture that champions personal growth and excellence.

Qualifications

• Proven track record in sales, preferably within the Wines and Spirits industry.
• Strong negotiation skills and commercial acumen.

Responsibilities

• Deliver volume targets for the territory, focusing on bar operators and cocktail bars.
• Develop joint business plans for key customers and implement brand activations.

Skills

Sales Experience

Negotiation Skills

Commercial Analysis

Creativity & Innovation

Wines and Spirits Knowledge

On Trade Sector Knowledge

Tools

Salesforce

Job description

To manage and develop the indirect, and direct, on-premise accounts with a focus on multiple bar operators
and cocktail bars in Glasgow and Edinburgh to achieve profitable brand building objectives and achieve sales
targets for MHUK brands through the proactive and innovative management of allocated resources. To put
in place sound JBP’s for top 10 Accounts and implement activation plans to achieve set KPI’s. Live by the
Moët Hennessy brand values to deliver the customer promise.

Job responsibilities

Business Delivery
• Deliver indirect and any direct volume targets and volume growth for the territory, to ensure regional volume budget achieved.
• Account responsibility focussed on multiple bar operators and cocktail bars in Glasgow and Edinburgh
• Develop bespoke proposals for new business opportunities and renegotiations, leveraging the provision of category and commercial information.
• Focus on prospect planning for the territory, aligned to brand objectives and opportunities.
• Development of joint business plans for key customers.

Business Development
• Achieve distribution and by the glass targets for MH portfolio including cocktail listings.
• Achieve strategic KPIs of education (training); digital and perfect serve.
• Plan and activate relevant brand activations in alignment with the North Senior Trade Marketing Manager.

Strategy & brand activation
• Develop, implement, and have full ownership of the Key City strategy (Glasgow)for the territory focusing on the most 3 influential accounts, per channel, are MH accounts.
• Ensure all winemaker, champagne and spirits ambassador visits are planned and executed with the right guest lists and follow up plans in place.
• Liaise closely with sales manager on input for the regional strategy including territory understanding and analysis, new business prospect list and detailed key city plan.
• Maintain and grow volumes on Champagne within key city flagships.
• Development of regional bar channel plan to drive bar tender engagement and spirit sales.

Finance management
• Minimum 85% accuracy of forecasting for key lines, using finance management tools. (Measured against sales in and sales out data for key wholesalers in your region).
• Ensure the territory has 100% of sales data authority forms signed.
• Ensure all contracts use correct template and full profitability analysis carried out on all new and existing business opportunities.
• Implements new ways of working for FTT and A&P (where relevant)

Ways of Working
• Ensure all customer details are updated, accurate and correct on Salesforce; surveys are completed, and all planning actioned via Salesforce.
• Build and develop relationships with regional route to market contacts & liaise closely with MH RTM account managers on any territory challenges or opportunities.
• Ensure all invoices actioned monthly.
• Ensure all tools leveraged effectively for personal learning (MHPL) and maximise customer
communication (MHPS)
• Occasional nights on trade may be required

Profile

Languages: English
Professional experience & know how:
• Proven track record in sales, preferably within the Wines and Spirits industry
• Champagne, Wine and overall spirits knowledge
• On Trade sector knowledge

• Knowledge of Scottish on trade customers
Technical & management skills:
• Commercially analytical and agile
• Strong negotiation skills
• Creativity & Innovation

Additional information

JOB DIMENSION

• Reporting to the North Regional Sales Manager and within a team of 5
• Working closely with North regional sales team; North Trade Marketing Manager, regional route
to market teams and the on trade national team.
• Home based but frequent travel to the region to work with customers

Crafting Dreams Starts With Yours

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Our people fuel our dynamic, entrepreneurial culture. We value collective ambitions, encouraging our talents to push boundaries and champion a curious, audacious state of mind. Our commitment to excellence is reflected in nurturing every individual with a growth mindset and development opportunities, consistently empowering them to reach their full potential. We are actively committed to positive impact through an inclusive environment that supports and gives back to our talented community.
Join us at LVMH, where your talent is at the heart of our collective successes.