Berry Bros. & Rudd

Route to Market Manager, On-trade


FMV is a Berry Bros. & Rudd company that sells wine and spirits representing over 300 wine producers from 14 countries, spirits brands including those in the Berry Bros. & Rudd Spirits portfolio, and other categories (e.g. Seedlip). It has a customer base that ranges from Wholesalers, Multiple Grocers, Mail Order Wine Specialists, Independent retailers and specialist wine merchants to bar, restaurant and hotel customers. Alongside the Berry Bros. & Rudd Wholesale Team, it forms the agency division of Berry Bros. & Rudd Ltd that sells to the on and off premise as well as UK Wholesalers.

The Route to Market Manager will be based at home, but have a requirement to travel to Head Office, Customers and Suppliers as required by the nature and scope of the role. Reporting to National Account Manager – On Premise, the Route to Market Manager will be responsible for managing their customers and for meeting sales/commercial targets.

About you
Ideally, you will have experience working within the On-Trade Wholesale sector for a branded food or drinks agent, distributor or owner. You will be used to working to targets and have a commercial understanding and awareness. A high level of engagement and passion for premium and luxury brands with heritage and authenticity are essential as is the desire to create engaging, mutually beneficial plans with the customer and see them through to completion.

The successful candidate will be confident at managing multiple accounts and dealing with the owners of both local independent and large national businesses. They will exhibit a can-do attitude in delivering solutions to issues that arise every day – an ability to take advantage of and seize upon opportunities with haste and professionalism. They will have to work cross-functionally within the business and engage with internal divisions, bringing our brand plans to life.

Strengths in multi-tasking, being highly organized and strong communicator as well as a creative mind will be the key driver of your success along with your ability to take ownership and accountability of your own results.

What you will do
•Win new business listings, manage and negotiate with buyers & activate brand investment for FMV spirits in key wholesale customers to help facilitate sales of the brands in to the national on-trade arena
•Full management of our brands in, but not exclusively, Enotria & Coe, Venus PLC, Hammonds of Knutsford, Shepherd Neame & Fullers.
•Negotiate terms, promotions and brand activations as well as manage the day to day customer requirements
•Focus on FM&V Key Brands; Kings Ginger, The Glenrothes & N0.3 London Dry Gin, and maximise sales opportunities for the remaining brands in the portfolio
•Organise staff trainings with key accounts for Berry Bros. & Rudd brands, occasionally category wide
•Report results through reporting processes, including progress vs agreed KPIs
•Establish strong working relationships with the customer base of defined accounts to work on outlet specific brand plans including menus, range, visibility & activation
•Optimise business in these accounts with limited editions & special releases
•Work with the Marketing Manager and regional Business Development Managers of FMV to deliver best in class promotions to our customers and their staff and consumers
•Attend trade events representing Berry Bros. & Rudd brands i.e. Customer Trade Shows, Imbibe, Juniper Festival, Glasgow Whisky Festival etc.
•Ensure that all working practices comply with Health and Safety legislation

Key Accountabilities
•Day to day clear, concise and professional management of customers
•Meet or exceed pre-agreed commercial targets for the on-trade Route to Market sector
•Create, manage and execute the customer Joint Business Plans to achieve our sales, profit & distribution targets
•Develop new business compatible with the demands of the portfolio, in line with marketing plans
•Develop a detailed working knowledge of the whole portfolio and to develop a reputation for expertise in spirits
•Represent FMV and Berry Bros. & Rudd in the market place and to embody the companies' values of Integrity, Passion, Curiosity, Generosity and Creativity
•Develop and nurture external relationships with the customer commercial, marketing and finance departments
•Manage internal forecasts, ensuring that all reporting/tracking is completed in a timely fashion
•Work cross-functionally within the business and your customers to facilitate JBP implementation and continue to raise both your and the accounts profit

What you will bring to the role
Your Skills, Knowledge and Behaviours
•A strong emphasis on sales, managing strategic accounts and entrepreneurial behaviour
•Initiative and ability to make things happen, flexibility, high personal drive and motivation
•Passionate about wine, whisky, gin, and high-quality spirits & liqueurs as well as cocktail culture
•Trading experience within the on-trade Route to Market arena
•Existing wine knowledge or desire to learn
•Possess excellent interpersonal skills and the ability to build strong relationships quickly
•Negotiation, influencing and numeracy skills
•Well organised with strong attention to detail
•Strong communications and presentation skills
•IT and appropriate language skills
•Ability to deliver commercial targets

•Degree level
•WSET Level 2
•UK driving licence

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