The HEINEKEN Company
Customer Development Director - On Trade - Scotland
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Customer Development Director – Scotland
Function
On Trade
Location
Field Based
Salary
c£90,000, (depending on experience) plus 15% of base salary as a benefits allowance plus full benefits listed below.
Contract
Permanent
Closing Date
30th July 2026
Please note where we receive high volumes of applications, we may choose to close the vacancy early so don't delay applying.
We're planning for interviews to be held the w/c 10th August 2026 if you cannot make this please let us know on your cover letter
As the nation’s leading pub, cider and beer company and the name behind a host of brilliant brands, we’re looking for equally brilliant people to help us on our journey to building a better future.
There’s so much more to HEINEKEN than meets the eye and right now, we’re looking for a new Customer Development Director to lead our Scotland On-Trade Team!
About the Role
This is a high-impact leadership role where you’ll be responsible for driving strategic volume, margin, and revenue growth across our Direct, Indirect, and Leased & Tenanted channels.
You’ll lead brand distribution, customer prioritisation, and commercial execution across the region, all while building a team culture grounded in performance, development, and collaboration.
In this role, you’ll be at the heart of building strong regional performance through collaboration, coaching, and clear commercial insight. You’ll lead a team of 11 dedicated colleagues across Key Account, Business Development, and Customer Development roles and foster an environment where people can do their best work and grow.
With a strong coaching mindset and commercial focus, you’ll set the regional strategy, embed Revenue Growth Management (RGM) principles, and lead delivery of a detailed business plan aligned to HEINEKEN’s commercial goals. You’ll also collaborate closely with cross-functional partners across RGM, Sales Support, Credit Control, Customer Marketing, and Customer Care.
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Key Responsibilities
- Own the customer development strategy for the region, driving profitable growth and footprint expansion
- Inspire and coach a high-performing sales team, building capability in revenue management, category selling, and commercial negotiation
- Take ownership of the regional P&L, balancing top-line delivery with bottom-line optimisation
- Build and maintain strong customer relationships, leading strategic commercial negotiations
- Drive flawless execution of our brand agenda and enable your team to sell with clarity and purpose
What We’re Looking For
This role blends commercial leadership with people development. You'll be a confident, inclusive leader with a track record of success in a sales environment and strong commercial acumen.
You’ll also bring:
- Experience leading high-performing teams and creating a culture where people thrive
- A curious, insight-led mindset with a focus on data-driven decision making
- A passion for the On Trade and the ability to energise and influence others
If you’re ready to lead a brilliant team, deliver exceptional results, and make a lasting impact, this could be your next big move. We embrace learning and growth, and there is plenty of scope to develop in this role. You’re also likely to bring experiences that are not listed above, these are welcome, but a core understanding of stakeholder communications is important.
Our Benefits
As part of the team, along with your salary you’ll also receive;
- Annual bonus
- Benefits Allowance (15% of base salary)
- Company-funded Private Medical Healthcare
- Double-matched pension (up to 10%)
- 35 days annual leave (holiday trading available) + 3 public holidays
- Flexible benefits, including a retail discounts platform
- A quarterly allowance to purchase our delicious ciders and beers (low and no alcohol options available)
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You’ll also get the opportunity to get involved with one of our colleague networks where groups of colleagues from all over the business work together to ensure we’re always working towards being a diverse and inclusive company.
The Application
If you like what you’ve read and want to explore this opportunity further, please apply before the closing date listed at the top of the advert.
Please note, we may close vacancies early where we receive significant numbers of applications, so don’t delay!
If you need any adjustments made to support your application, for example if you require information in different formats, or if you have any accessibility issues, then we’re more than happy to review our processes – please feel free to get in touch with us as recruitment@heineken.co.uk.
In all likelihood the ideal candidate for this role won’t meet every single requirement in this advert, in fact we all need the opportunity to grow and develop in role. We understand some applicants are less likely to apply to jobs unless they feel they meet every single qualification. The team at HEINEKEN would encourage you to submit an application if the advert has piqued your interest rather than ruling yourself out based on any self-limiting beliefs. You never know, you may be exactly what we’re looking for!
Who We Are
We’ve 150 years of brewing history and are proud of this legacy. Yet we’re sure our best days are ahead of us. Every one of our colleagues has a role to play as we dream big, set bold ambitions and push the boundaries. We support colleagues on this journey with development opportunities and unique experiences to help them reach their full potential.
Apply today to discover Your Future, Untapped.
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