Account Manager – Scotland

Moët Hennessy; Glasgow; Hybrid; GBP 35,000 - 50,000; Full time

Job summary

A leading company in the beverage industry seeks a Sales Manager to drive sales and manage key accounts in Glasgow and Edinburgh. The role involves developing business strategies, managing relationships with bar operators, and achieving sales targets while embodying brand values. Candidates should have a proven sales record, preferably in Wines and Spirits, and possess a WSET certification.

Qualifications

• Proven sales record in Wines and Spirits.
• Knowledge of Champagne, Wines, and Spirits.
• Understanding of Scottish on-trade customers.

Responsibilities

• Manage accounts focused on bar operators and cocktail bars in Glasgow and Edinburgh.
• Deliver volume targets and growth for the territory.
• Develop joint business plans for key customers.

Skills

Negotiation

Analytical mindset

Creativity

Education

WSET certification

Full driving license

Job description

Position

To manage and develop the indirect and direct on-premise accounts, focusing on multiple bar operators and cocktail bars in Glasgow and Edinburgh, to achieve profitable brand building objectives and sales targets for MHUK brands. This involves proactive resource management and implementing sound JBP’s for top accounts, along with activation plans to meet KPIs, all while embodying Moët Hennessy brand values.

Job Responsibilities

Business Delivery

1. Deliver volume targets and growth for the territory, ensuring regional volume budgets are achieved.
2. Manage accounts focused on bar operators and cocktail bars in Glasgow and Edinburgh.
3. Create bespoke proposals for new business and renegotiations, based on category and commercial data.
4. Plan for prospecting aligned with brand objectives.
5. Develop joint business plans for key customers.

Business Development

1. Achieve distribution and by-the-glass targets for MH portfolio, including cocktail listings.
2. Meet KPIs related to education, digital engagement, and perfect serve initiatives.
3. Plan and execute brand activations in coordination with the North Senior Trade Marketing Manager.

Strategy & Brand Activation

1. Develop and own the Key City strategy for Glasgow, focusing on the top influential accounts per channel.
2. Coordinate with winemakers, champagne, and spirits ambassadors for visits and follow-ups.
3. Collaborate with the sales manager on regional strategy, including territory analysis and prospecting.
4. Maintain and grow Champagne volumes in key city flagships.
5. Create regional bar channel plans to engage bartenders and boost spirit sales.

Finance Management

1. Forecast key lines with at least 85% accuracy using finance tools.
2. Ensure all sales data authority forms are signed.
3. Use correct contract templates and conduct profitability analyses for new and existing business.
4. Implement new working methods for FTT and A&P where applicable.

Ways of Working

1. Keep customer details updated on Salesforce; complete surveys and planning actions accordingly.
2. Build relationships with regional route-to-market contacts and collaborate with MH RTM managers.
3. Process invoices monthly.
4. Utilize tools like MHPL and MHPS for learning and customer engagement.

Additional Notes

Occasional overnight on-trade nights may be required.

Profile

Education

• WSET certification preferred
• Full driving license

Languages

English

Experience & Knowledge

• Proven sales record, preferably in Wines and Spirits
• Knowledge of Champagne, Wines, and Spirits
• On-trade sector expertise
• Understanding of Scottish on-trade customers

Technical & Management Skills

• Analytical and adaptable mindset
• Strong negotiation skills
• Creativity and innovation

Additional Information

Job Dimension

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