Head of Sales, UK

About the Role

We are seeking an accomplished Head of Sales to join our UK commercial team and play a key role in driving growth across major retailers, convenience, wholesale and on-trade channels.
This is a strategic leadership position suited to an experienced commercial professional with a strong understanding of the UK retail landscape and a track record of delivering sustained sales growth through major customers.
You will be responsible for managing and developing key national accounts while leading a small team of account managers to execute our commercial strategy and achieve ambitious business objectives.

Detailed information on this role

Key Responsibilities

Account Management & Commercial Strategy

Lead and manage key Off-Trade National Accounts (e.g., Tesco, Sainsbury’s, Asda, Morrisons, Waitrose, Co-op, or major wholesalers).
Develop and implement account-specific business plans, including promotional strategies, pricing, and trade investment.
Negotiate annual business plans, terms, and promotional agreements to deliver profitable growth.
Analyze market trends, customer performance, and category data to identify opportunities for growth and innovation.
Collaborate cross-functionally with marketing, supply chain, finance, and insights teams to ensure seamless execution of account plans.

Team Leadership

Lead, mentor, and develop a team of National Account Managers, fostering a high-performance culture.
Set clear objectives, KPIs, and development plans for the team.
Champion best practices in customer management, negotiation, and commercial excellence.

Strategic Contribution

Support the Commercial Director / Head of Sales EMEA in shaping the UK strategy for the different channels, ensuring alignment with overall company goals.
Represent the commercial function in senior-level customer and internal meetings.
Provide regular performance reporting and strategic insight to senior leadership.

Experience & Qualifications

Degree in Business, Marketing, or related discipline. Wine industry knowledge, preferably with WSET Level 2 or 3 certification.
Minimum 5 years’ experience managing Off-Trade National Accounts in the UK FMCG, beverage, or consumer goods sector. On-trade experience is a plus.
Proven record of success negotiating and delivering Business Plans with major UK retailers and wholesalers.
Experience leading and developing a team within a commercial or sales environment.
Strong financial acumen with the ability to manage budgets, P&L, and investment decisions.
Excellent communication, relationship-building, and presentation skills.
Data-driven decision-maker, confident using tools such as Nielsen/IRI/Kantar and Excel-based analysis.
Strong network and understanding of category management in Off-Trade channels.

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