On-Trade Development Manager

We are looking for an ambitious, hands-on On-Trade Development Manager to support the execution of our sales and activation strategy in Spain. This role is ideal for someone who already has some experience in on-trade (sales, account management, or brand execution), understands the dynamics of the hospitality industry, and wants to grow within a strong and agile team.

You’ll work alongside our Country Manager, as well as global marketing and operations teams, to expand Spraga’s visibility and velocity across priority venues and cities. This is a high-impact, field-oriented commercial role with the opportunity to shape how our brand shows up across Spain.

Key Responsibilities

Commercial Execution

• Support implementation of Spraga’s commercial and brand strategy in the Spanish on-trade sector.
• Ability to tap into personal industry connections to help establish Spraga in key venues.
• Manage and develop relationships with key regional accounts and hospitality groups.
• Lead corporate-level negotiations and presentations for major partnership opportunities.
• Develop account-specific strategies for larger hospitality chains and corporate clients.
• Build and manage relationships with a portfolio of local bars, restaurants, cafés, and small distributors.
• Negotiate basic trading terms and support account setup and coordination with logistics.
• Support customer retention and reorders through regular touchpoints and visits.
• Something about supporting pricing strategies and promotions.
• Basic P&L understanding for the channel.

Brand Visibility & Activation

• Ensure strong brand presence at the point of consumption (POS visibility, fridges, menus, training).
• Help organize and execute local activations and sampling events.
• Identify local brand partners, bartenders, or venues for collaboration.
• Conduct regular field visits to identify new opportunities and track execution quality.
• Provide structured reporting on customer feedback, pricing, competitor activity, and opportunities.
• Collect photo documentation and input data into relevant tracking tools.
• Take ownership of projects with minimal supervision.
• Work closely with the Country Manager to align on priority cities and venues.
• Coordinate with the marketing team on POS materials and activation tools.
• Support preparation for trade shows, brand events, and seasonal campaigns.

Requirements

Experience in FMCG, beverages, or hospitality-related trade roles.

Experience managing larger hospitality chains or corporate accounts.

Proven ability to navigate corporate procurement processes and senior stakeholder relationships.

Strong presentation and negotiation skills for decision making-level discussions.

Existing relationships within the Spanish on-trade sector would be a big plus.

Passion for food & beverage and familiarity with lifestyle brands.

Strong communication and relationship-building skills.

Fluent Spanish (C1+), working English (B2+).

Based in Madrid or Barcelona, willing to travel up to 40% of the time.