Head of On Trade

We’re hiring a Head of On Trade to join our Sales Team! This is a high-impact leadership opportunity to shape and drive the future of our On Trade business across the UK, leading our channel strategy, commercial performance and customer partnerships across pubs, bars, restaurants, hotels, casual dining groups and premium hospitality operators.

What you’ll be doing:

Develop and deliver the UK On Trade strategy in line with company growth objectives

Own channel revenue, profit and performance targets, ensuring delivery against annual budgets and long-term business plans

Identify and unlock new opportunities across national and regional On Trade customers

Build strategic account plans that drive distribution, rate of sale and brand visibility

Develop senior-level relationships with key On Trade groups, wholesalers and distribution partners

Lead commercial negotiations with national customers and build mutually beneficial partnerships

Work with customers to develop category growth plans and compelling consumer propositions

Lead, develop and inspire a high-performing On Trade team

Create a culture of accountability, collaboration and continuous improvement

Coach and develop team members, supporting performance, career progression and succession planning

Partner with Marketing and Customer Marketing teams to deliver impactful activation plans

Drive premiumisation opportunities across sparkling wine, still wine and emerging categories

Monitor market trends, customer needs and competitor activity to identify opportunities for growth

Lead annual planning, forecasting and budget processes for the On Trade channel

Use data and insight to support strategic decision-making and customer recommendations

Work closely with Finance and Supply Chain to optimise profitability and service levels

Act as the internal champion for the On Trade channel across the wider business

Support strategic commercial projects and wider business initiatives

Represent Freixenet Copestick at industry events, customer meetings and trade exhibitions

What we’re looking for:

Proven experience in a senior commercial leadership role within drinks, wine, FMCG or hospitality

Strong understanding of the UK On Trade landscape, including national groups, wholesalers and route-to-market structures

Demonstrated success delivering profitable growth and building strategic customer relationships

Experience leading, developing and motivating high-performing teams

Strong commercial acumen with excellent negotiation and influencing skills

Confident using data and insight to identify opportunities and translate them into action

Excellent communication and stakeholder management skills

Strategic thinker with a hands-on, results-focused approach

Resilient, adaptable and comfortable working in a fast-paced environment

Passion for developing people, brands and long-term customer partnerships

An interest in wine, drinks, hospitality or the wider On Trade sector

What we offer:

Competitive salary + car allowance

Performance-related bonus

Enhanced pension contributions

Private health cover

25 days annual leave + birthday day off

Enhanced company maternity and paternity pay

Generous staff discounts across our portfolio

Income protection & life assurance

Employee Assistance Programme

EV salary sacrifice scheme

We welcome applications from candidates who do not meet 100% of the requirements.

Originally posted on Himalayas