As we continue to invest in our UK business, we have two new and exciting opportunities for experienced sales professionals to join our U.K. team. 1. National Account Controller - details 2. Sales Controller (Scotland) - details below Sales Controller, Scotland (IFT On Trade) This crucial role, supporting and growing our heartland, is a newly created position reflecting our growing success and ambition within the channel. This role will join an established team, reporting directly to the Head of Sales (Independent Free Trade) and will lead a team of two Business Development Managers and a Business Development Executive within Scotland. Working in partnership with RTM partners and our own RTM account team, this role will strive to exceed individual and team budget whilst delivering against distribution, margin and activation KPI's. We are looking for an experienced On Trade sales person with previous people leadership experience, who can hit the ground running, opening new business, developing our team and supporting our extensive customer base. Strong commercial acumen, passion for supporting our customers in reaching their objectives and extensive knowledge of the Scotch Whisky market is essential. Our successful candidate will have an effective network within the premium/prestige sector and demonstrate an understanding of how to build brands within the On Trade. An effective communicator who can build genuine, strong and long-lasting relationships. To be considered for this opportunity, candidates must have a can-do attitude, effect change in a positive way and thrive in a team environment. Full, clean driving licence required (given the regional coverage and travel nature of the role). This is a challenging and rewarding role and candidates must be able to clearly demonstrate just why their skills and experience perfectly match those that we are looking for. So, if you are accountable, have a curious mind and a proactive mindset along with people leadership skills, then we would love to hear from you! Next steps… To apply for this opportunity, click the apply now button to create your own recruitment account with us and submit your application and CV. Please remember that along with your CV, you will need to answer some key questions and submit a tailored cover letter, clearly outlining why your skills and previous experiences are a perfect fit to what we are looking for! Your cover letter is your opportunity to make yourself stand out from the crowd! Please note, this is an open application window therefore we may close the advert at any point depending on the candidate applications received, so our recommendation is that you apply early to ensure you do not miss out! If this role is not quite for you, do remember that we are also currently recruiting for a National Account Controller, (Brewers & Premium Pub/Bars), Remote within England, to join our UK business team. Further information on this role, including a full job profile and details on how to apply can be found .
* no agency contact
Proudly supporting the #OpenToWork movement. Here at Ian Macleod Distillers (IMD), we are an equal opportunity employer and proud members of the Scotch Whisky Association, Drink Aware and the Portman Group. We have developed our ' approach, also following best practice to help shape our commitment to wider social responsibility and industry standards and promoting responsible selling and consumption of alcohol., A commercial and passionate On Trade expert, with experience in Whisky and Gin to lead the Scottish IFT team. Delivering distribution growth of our Tier 1 portfolio, ensuring the balance between Whisky and Gin share of time and focus. Working in partnership with the RTM & National Accounts team, this role will strive to exceed individual and team budget whilst delivering against distribution, margin and activation KPI's. Working cross-functionally across the wider Ian Macleod business with integrity, demonstrating a passion and understanding of the needs of customers as well as our business Managing own account file and heading-up the Prestige strategy for the region, the Controller will lead their high-performance team from the front. Through the support of the Head of Sales IFT, coach and motivate the team to succeed and develop. Skilled at negotiation and deal evaluation the Controller will demonstrate strong commercial acumen and drive to build their own and team account base alongside Ian Macleod On Trade performance. Building effective relationships with RTM and Operators is essential. Understanding and supporting customer objectives is at the heart of ways-of-working. The Controller will ensure the consistent delivery of On Trade strategy whilst being adaptable to change and actively seeking improved ways-of-working. ROLE DESCRIPTION Responsibilities Key Day to Day Activities Leading the Team (50%)
* To create an engaged and motivated team, who continue to deliver against all IMD measures and values, doing so with pace, agility and flexibility all in a curious, accountable and proactive manner
* Exceed Tier 1 brand and NPD targets.
* Lead the team to deliver budget by effective customer plans and use of discretional investment.
* Review and adjust team performance against call and customer targets, building solutions to challenges and opportunities.
* Ensure effective use of CRM including quality of data, usage and reporting. Feeding back into CRM team to improve system use.
* Build and implement territory plan and feedback market opportunities and risk to HOS IFT.
* Regular and planned calls with RTM across the team and self. Build varied relationships across areas and roles, working closely with RSMs.
* Support the overall UK plan, supporting callage requirements as agreed by HOS IFT for the wider on and off trade business.
* Working with Head of Whisky Development to elevate Ian Macleod's status as the go-to, independent whisky distiller through team knowledge, range development, consumer/operator engagement and advocacy.
* Performance reporting.
* Identify and target new business opportunities within the territory, updating Prospecting Database and working in partnership with RTM & National Accounts team to ensure correct and full contact strategy.
* Work with Customer Marketing, Brand, Advocacy and Distillery teams to delight consumers and operators, ensuring that our brands are at the forefront of hearts and minds.
* Active in trade with team.
* Ambassador for our Distilleries, ensuring the right people visit and a rolling plan across Gin and Whisky.
* Cross-functional working to ensure customers can access our portfolio, whatever the channel they are allocated to.
* Work with Head of Whisky Development to ensure correct allocations whilst proactively monitoring performance and forecasting.
* Representing Ian Macleod Distillers across the trade, positively contributing and supporting all channels to succeed.
* Active with Top 20 accounts within the territory.
* Continually update Industry & product knowledge
Personal Account Base (50%)
* Customer management c 100 Distribution Points
* Take full account management responsibility including discretional investment for allocated accounts.
* Account management and new business.
* Working with Head of Whisky Development to enhance whisky performance and engagement for key accounts.
* Use all Customer Systems and Portals daily to load pricing, forecast, promotions, OOS issues, Sales and ROS.
* Collaborate with supply chain on forecasts using customer data analysis of demand forecasting and admin.
* Monitor daily performance and act.
Territory Strategy (Scotland)
* Win and protect our home market, working with Customer Marketing and the On Trade Leadership Group to own our heartland.
* Utilise our Brand Homes and ensure brands are available and activated within the catchment area of each Distillery
* Management of Scottish groups
* Selection of Lighthouse accounts, aligned to segmentation, brand guidelines and commercially reviewed.
* Activating around sponsorship events, The Fringe and local partnerships
Extensive knowledge of Whisky, Gin and premium/prestige spirits market
X
* Instinct for growing brands in premium & prestige On Trade
X
* Target motivated
X
* Cross-functional excellence, with ability to work in partnership with stakeholders
X
* Skilled negotiator
X
* Expertise in opening new business
X
* Ability to develop long-term and effective customer relationships
X
* Passion for building performance and overcoming barriers
X
* On Trade network
X
* Strong commercial acumen
X
* Experienced in premium group management
X
* Coaching and development of people
An exciting opportunity has arisen for an experienced Sales Controller, Scotland (IFT On Trade) to join our UK team.
Ian Macleod Distillers Ltd… 'An international, entrepreneurial, brand-led, successful, sustainable and respected, family business' We appreciate and value your interest in this opportunity with Ian Macleod Distillers. We own some of the world's best loved brands including Glengoyne, Tamdhu, Rosebank and Edinburgh Gin. Please browse our websites and social channels and immerse yourself in our award-winning portfolio of brands. As we start to tantalise your taste buds and whet your appetite for a career here with us at Ian Macleod Distillers, you will really get to understand just why our team members and customers are indeed so passionate about all things Ian Macleod! Our Opportunities