National On Trade Director

Carlsberg Group; United Kingdom; Remote; GBP 120,000 - 180,000; Full time

Benefits offered by this job

26 days annual leave plus bankholidays

Company bonus scheme, paid twiceyearly

Share matching scheme

Enhanced company pension contribution

Private medical insurance options

24/7 GP and wellbeing support

Life assurance

Monthly drinks allowance, £300 annual

Discounts on retail and lifestyle

Job summary

Carlsberg Britvic in the UK is seeking a Licensed Nationals Director to lead the On Trade channel, working with major hospitality customers to drive growth across our brands. Reporting to the VP On Trade, you will shape strategy, set commercial priorities and lead a high-performing team.

You will build senior relationships, oversee negotiations and ensure plans deliver value for customers and the business, with a focus on sustainable growth and market leadership in the licensed sector.

Qualifications

• Significant senior commercial leadership experience within FMCG, ideally in licensed, drinks or hospitality.
• Proven ability to shape strategy and translate it into clear commercial plans that deliver measurable results.
• Experience leading major customer partnerships, negotiations, tenders and commercial agreements.
• Strong commercial acumen with ability to drive growth, share gains and value creation.

Responsibilities

• Lead our licensed channel within the On Trade business and shape the strategy.
• Report to the VP On Trade and sit on the On Trade Leadership Team.
• Build relationships with senior customers, oversee negotiations and major commercial conversations.
• Lead an experienced team, set direction and deliver sustained growth.

Skills

Senior leadership

FMCG experience

Strategy shaping

Customer partnerships

Negotiations

People leadership

Job description

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Location: Field Based, GB

Entity / company: Carlsberg Marstons Brewing Company

National On Trade Director

As Licensed Nationals Director for Carlsberg Britvic, you'll have the opportunity to lead one of our most important commercial channels. Working with major hospitality customers, you'll help shape our approach to the licensed sector, drive business performance and lead a team focused on delivering growth across our industry-leading portfolio of brands.

Chris Pratt - VP Sales On Trade What excites me about this role is the opportunity to shape the strategy for a really important part of our business. We re looking for someone who is curious, commercially minded and always looking for ways to do things better. You'll work closely with customers, lead a talented team and play a key role in driving growth. If you have an ambitious, growth mindset and aren t afraid to challenge the status quo, I'd love to hear from you

Job Title: Director Licensed Nationals

Location: Remote

Job Length: Permanent

The opportunity:

We are looking for a Licensed Nationals Director to lead our licensed channel within the On Trade business.

Reporting to the VP On Trade and sitting on the On Trade Leadership Team, you ll be responsible for the strategy, performance and growth of one of the most important areas of our business.

You ll work closely with some of the UK s leading hospitality customers, strengthen our position in the market and lead a team focused on delivering strong commercial results.

As part of the commercial leadership team, you ll influence business decisions, contribute to commercial priorities and work across the organisation to deliver sustainable growth.

How you will make a difference:

As Licensed Nationals Director, you ll lead our approach to the licensed sector, growing market share and strengthening our position with key customers.

You ll build strong relationships with senior customer leaders, understand their priorities and work together to identify opportunities for growth. You ll lead important commercial conversations, oversee major negotiations and ensure we re delivering plans that work for both our customers and our business.

Working closely with colleagues across Sales, Marketing, Category, Finance and Supply Chain, you ll bring teams together around shared priorities and ensure we execute them effectively.

You ll also lead an experienced team, setting clear direction, building capability and creating an environment where people can grow, develop and deliver strong results.

What you ll bring to the team:

We re looking for an experienced commercial leader with a track record of delivering growth in complex and competitive markets.

You ll bring:

• Significant senior commercial leadership experience within FMCG, ideally in the licensed, drinks or wider hospitality sector
• A proven ability to shape strategy and translate it into clear commercial plans that deliver measurable results
• Experience leading major customer partnerships, negotiations, tenders and commercial agreements
• Strong commercial acumen with expertise in driving profitable growth, market share gains and value creation
• Outstanding relationship-building skills with the ability to influence at executive and board level
• Experience leading teams through change, transformation and business integration
• A collaborative leadership style that brings people together behind a common goal
• The confidence to challenge convention, identify new opportunities and drive innovation
• A passion for coaching and developing talent, building capability and creating future leaders

You ll be equally comfortable thinking strategically and delivering operationally, balancing long-term growth ambitions with short-term commercial priorities.

Our commitment to diversity equity & inclusion

We want everyone to feel welcome and supported throughout our recruitment process. We encourage applications from people of all backgrounds, experiences and perspectives, and we re happy to make any reasonable adjustments to help ensure a fair and positive experience for every candidate.

• 26 days annual leave plus bank holidays
• Company bonus scheme, paid twice yearly
• Share matching scheme
• Enhanced company pension contribution
• Private medical insurance options
• 24/7 GP and wellbeing support
• Life assurance
• Monthly drinks allowance, including alcoholic and non-alcoholic products - £300 annually
• Access to a wide range of retail and lifestyle discounts

We look forward to receiving your application.

A bit more about Carlsberg Britvic

Behind iconic brands including Pepsi MAX, 7UP, Robinsons, Tango, J2O, Fruit Shoot, Carlsberg, 1664, Poretti and Brooklyn Brewery sits Carlsberg Britvic, the dynamic, multi-beverage powerhouse and the UK s largest multi-beverage supplier.

Formed in 2025, we re bringing together some of the UK s best-loved beer and soft drinks brands, supported by five production facilities and 16 depots across the UK. With a proud heritage, a growth culture and a clear vision for the future, we re investing in our people, our brands and the communities we serve.

This is an exciting time to join our newly formed business - with their incredible individual histories, innovation of products and some of the UK s most iconic brands, Carlsberg Britvic strives to deliver the best service to our customers and consumers. We aim to make a difference, bringing together two diverse companies, our global reach enables opportunity, growth and a chance to work with some fantastic people.