MacGregor Black
Head of On-Trade
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Head of London On-Trade
Location: London
Sector: Premium Wine & Spirits / Luxury Hospitality
MacGregor Black is pleased to be working with a highly regarded premium drinks business that is looking to appoint a Head of London On-Trade to lead its commercial activity across the capital.
This is a senior sales leadership position with responsibility for growing an established London customer base, winning new business and shaping the strategy for one of the organisation’s most strategically important markets.
The successful candidate will combine strong commercial leadership with an in-depth understanding of London’s premium on-trade landscape, building relationships with influential hospitality groups, luxury venues, restaurants, hotels and key industry partners.
The Role
Reporting into the senior sales leadership team, you will take ownership of the London on-trade channel, with responsibility for sales growth, profitability, key account development, new business and team performance.
You will lead and develop a team of five, whilst personally managing a portfolio of strategically important customers and acting as a senior ambassador for the brand across the London market.
Key Responsibilities
- Developing and executing the commercial strategy for the London on-trade channel, aligned with wider business and brand objectives.
- Taking ownership of sales, volume, value and margin performance across the London market.
- Managing and developing a portfolio of high-profile premium and luxury on-trade accounts.
- Identifying and securing new business opportunities across London’s hospitality and on-trade landscape.
- Leading, coaching and developing a team of five, creating a high-performance and accountable sales culture.
- Building long-term relationships with senior decision-makers across key accounts, hospitality groups and distribution partners.
- Driving premium listings, menu visibility, pricing and brand positioning across strategically important venues.
- Working closely with Marketing, Events and Brand teams to develop and deliver customer activations and commercial initiatives.
- Managing London budgets and ensuring investment is aligned with commercial priorities and return.
- Providing senior leadership with market insight, performance updates and recommendations for future growth.
- Supporting customer engagement initiatives, including events, training and premium brand experiences.
- Representing the business at relevant industry events and within the wider London hospitality community.
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About You
We are looking for an experienced commercial or sales leader with a strong background within wine, spirits or premium drinks, ideally with experience representing a premium or luxury portfolio.
You will ideally bring:
- Significant experience in a senior sales, commercial or key account role within the wine, spirits or premium drinks sector.
- A strong understanding of the London on-trade market, with an established network across premium hospitality.
- Experience leading and developing sales teams, with the ability to create accountability and drive performance.
- A proven track record of growing revenue and developing strategically important customer relationships.
- Strong commercial awareness, including experience with budgets, targets, pricing and margin.
- Excellent negotiation and relationship-building skills, with the credibility to operate with senior stakeholders.
- Experience developing and implementing market or channel-level commercial strategies.
- The ability to work collaboratively with Marketing, Brand, Events and other functions to deliver customer activations.
- A genuine understanding of premium hospitality and the importance of customer experience and brand positioning.
- The confidence, energy and personality to operate successfully within London’s highly competitive premium on-trade environment.
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The Opportunity
This is an opportunity to take a senior commercial leadership role within an established premium drinks business, with significant responsibility for the continued development of its London presence.
You will have the autonomy to influence strategy, develop a talented commercial team, strengthen existing customer partnerships and identify new opportunities across one of the UK's most important premium hospitality markets.
If you have the London on-trade network, commercial leadership experience and ambition to take ownership of a strategically important market, I would be keen to hear from you.
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