National Account Controller (Brewers & Premium Pub/Bars)

340 – National Account Controller (Brewers & Premium Pub/Bars)
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Posted: 25/07/2025 10:10 Salary: DOE Location: Remote Worker Level: Core – Sales Deadline: 01/01/9999 23:59 Hours: 35.00 Benefits: Benefits Job Type: Permanent

An exciting opportunity has arisen for an experienced National Account Controller (Brewers & Pub / Bars) to join the UK team based from either London, Home Counties or North Midlands.

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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!

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National Account Controller (Brewers & Pub/Bars)

We are looking for a highly experienced On Trade candidate, with a strong breadth and depth of experience working within National Accounts in the UK. The successful candidate must have significant experience of new business acquisition and account management within brewers and premium pubs and bars. This is a brand new role which will report into our Head of Sales (Route to Market & National Accounts). This role should add value from the outset, so candidates must have relevant experience, gained from working in the spirits sector and be highly motivated to succeed in building this channel.

Our new role will suit a commercially minded and customer focused On Trade expert, someone who has experience of winning new business premium brands across multiple operators and accounts. We are looking for a skilled negotiator with the proven ability to demonstrate commercial acumen through handling complex tenders. The ability to exceed individual and team budgets whilst delivering against distribution targets are critical and fundamental prerequisites of this role. This role will help shape and deliver the On Trade strategy whilst being proactive and adaptable to change .

If you have the commercial skills to hunt down new business opportunities within the On Trade National Accounts, and build compelling tenders, whilst also working cross-functionally with Customer Marketing and Insights, then we would love to hear from you. Relationships are key, so we are looking for candidates with effervescent personalities to be able to authentically build and sustain networks across Route to Market sales to broaden awareness of our portfolio and unlock additional value add commercial opportunities.

To be considered for thisopportunity, candidatesmust have a can-do attitude, effect change in a positive way and thrive in a team environment,all working \’In Good Company\’.

Full, clean driving licence required (given the regional coverage and travel nature of the role).

This is a challenging and rewarding role andcandidates must be able to clearly demonstrate just why their skills and experience perfectly match those that we are looking for. So, if in amongst all your unique talents, you are accountable, have a curious mindset and a proactive manner along with people leadership skills , then we would love to hear from you!

A copy of the full job profile is included below.

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Next steps…

To apply for this opportunity, please click the apply now button to create your own recruitment account with us and submit your application. 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 –remember this is your opportunity to shine and tell us exactly why this is the idealrole for you, and just why you are the perfect candidate for us!

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 don’t miss out! This role requires candidates to be able to demonstrate applicable rights to currently live and work in the UK.

***no agency contact***

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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 ‘ Responsible Spirits’ 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.

JOB PROFILE

Job Title

National Account Controller, On Trade (Brewers & Premium Pub/Bars)

Location

Home Based (London, Home Counties or North/Mids)

Department

UK Sales

Reports to

Head of Sales (RTM & National Accounts)

Function

UK Business Unit

Direct Reports / Reporting Lines

ROLE SUMMARY

A commercial and customer-focused On Trade expert, with experience winning new business for premium brands across Multiple Operators and Accounts in the National Pub Co/Brewer/Bar channel.

Skilled at negotiation and deal evaluation the NAC will demonstrate strong commercial acumen across complex tenders. Highly driven at winning new business and menu listings of premium brands across target segmentation. Developing effective relationships with RTM and Operators is essential.

The NAC will strive to exceed individual and team budgets 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.

Supporting customer objectives and exciting consumers is at the heart of ways of working. The NAC will ensure the consistent delivery of On Trade strategy whilst being open and adaptable to change. Strength in communication and actively seeking improved ways of working.

ROLE DESCRIPTION

Responsibilities

Key Day to Day Activities

New Business

(70%)

• New business target of large premium groups and National Accounts.
• Targeted approach to prospecting within Premium Pub Co, Brewery and Pub/Bar channel.
• Utilise Prospecting Database whilst developing new leads and contacts.
• Proactive contact strategy, building engagement over and above tender periods.
• Consultative approach, identifying customer objectives and how IMD brands can help engage consumers.
• Work in partnership with IFT team to ensure alignment of prospecting database.
• Build compelling and effective marketing and commercial tenders, working cross-functionally with Customer Marketing and Insights.
• Regular and planned calls with regional teams, building varied relationships across areas and roles.
• Build and implement territory plan and action market opportunities.
• On-board new accounts.

RTM Collaboration

(10%)

• Network across RTM sales teams to broaden awareness of the IMD portfolio and unlock opportunities.
• Cross-functional excellence with IMD colleagues including RTM Controller and Sales Controllers to maximise impact, identify opportunities and work effectively across the trade.
• Work with depots and Customer sales teams to ensure stock availability and NPD listings.
• Utilise wholesale data to help retain and grow Ian Macleod listings.
• Monitor daily wholesale orders and respond to performance changes/risks.

Account Management

(20%)

• Supported by the Head of Sales (RTM & National Accounts), take full account responsibility including discretional investment.
• Effective account management including gap fill, margin growth and implementation of activations in collaboration with Customer Marketing.
• Activate around sponsorship events and local partnerships.

Ways of Working

• Work within the segmentation model and achieve targeted product mix.
• Use all customer systems and portals daily to load pricing, forecasts, promotions, OOS issues, Sales and ROS.
• Support the overall UK plan, supporting callage requirements as agreed by HOS (RTM & National Accounts).
• Review and adjust plans against call and customer targets, building solutions to challenges and opportunities.
• Ensure effective use of CRM including quality of data, usage and reporting.
• Working with Head of Whisky Development to elevate Ian Macleod’s status as the go-to, independent Whisky distiller through knowledge, range development, consumer/operator engagement and advocacy.
• Work with Customer Marketing, Brand, Advocacy and Distillery teams to delight consumers and customers, ensuring that our brands are at the forefront of hearts and minds.
• Ambassador for our Distilleries, ensuring the right people visit and a rolling plan across Gin and Whisky.
• Representing Ian Macleod Distillers across the trade, positively contributing and supporting all channels to succeed.
• Active at industry and hospitality events meaning regular evening and weekend events is required.
• Continually update Industry & product knowledge

PERSON PROFILE

Skills

Essential

Desirable

• Expertise in opening Multiple Operator new business

X

• Skilled negotiator

X

• Target Driven

X

• Instinct for growing brands in premium groups and RTM/Wholesale

X

• Drinks Industry experience

X

• Cross-functional excellence, with ability to work in partnership with stakeholders

X

• Ability to develop long-term and effective customer relationships to build business

X

• Passion for building performance and overcoming barriers

X

• On Trade network

X

• Strong commercial acumen, including deal evaluation

X

• Proven success working with RTM/Wholesale

X

• Success within National Account Management

X

• Expertise in Whisky

X

• Professional Qualifications

• Degree educated

X

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