At a Glance
- Tasks: Lead and build the UK On-Trade channel from scratch, driving growth and team performance.
- Company: Dynamic FMCG drinks company focused on innovation and growth.
- Benefits: Competitive salary, company car, bonus, and hybrid working model.
- Other info: Inclusive culture with opportunities for career progression as the company grows.
- Why this job: Shape a key growth channel and make a significant impact on the business's future.
- Qualifications: Proven leadership experience in On Trade within a high-growth drinks business.
The predicted salary is between 70000 - 80000 £ per year.
FMCG – Drinks - On Trade 📍 Hybrid – primarily remote with travel regionally (SW and NW) 2 days a week £70,000-£80,000 + company car / car allowance + bonus
The Role
We're looking for an entrepreneurial and commercially driven Head of On-Trade to build and lead our UK On-Trade channel from the ground up. This is a high impact role with responsibility for developing the On Trade strategy, securing distribution across key national and regional groups, and building a high-performing field sales team. Initially, you'll lead two Territory Managers covering the North West and South West, with scope to expand the team as the business grows.
Key Responsibilities
- Build and own the UK On-Trade strategy, identifying the most profitable opportunities by outlet type, geography, customer group, and route to market.
- Drive distribution growth across national accounts, regional operators, and independent free trade customers.
- Lead relationships and negotiations with key groups, wholesalers, and route to market partners.
- Create and execute city plans across the South West, North West, and Midlands, with clear KPIs and execution standards.
- Develop impactful activation programmes that drive trial, repeat purchase, and brand advocacy.
- Coach, support, and hold the field team accountable through structured performance routines.
- Use data and market insight to improve distribution, throughput, pricing, promotional effectiveness, and SKU focus.
About You
- Proven experience in an On Trade leadership role within a scale-up, challenger, or high-growth drinks business.
- Experience building channels, teams, or business units from scratch.
- Strong understanding of the UK On Trade landscape and route-to-market partners.
- Resilient, commercially driven, and comfortable finding solutions without the resources of a large corporate.
- Positive, hands-on leader who leads by example and thrives in a fast-paced environment.
Why Join?
This is an opportunity to shape a key growth channel, build a team, and make a significant impact on the future of the business. For the right individual, there is genuine potential to progress into a broader commercial leadership role as the company continues to grow. People are at the heart of everything we do. We embrace diversity and are committed to creating an inclusive recruitment process that means people can be their best authentic self.
We would love to reply to all applications, regrettably we are unable to do so due to the high volumes we receive, so if you do not hear back within 14 days unfortunately on this role it won’t be progressing. It is possible that the position could be in the process of closing, so chalk it up to bad timing. But, have no fear! There will be more opportunities. Follow us at Mackenzie Jones Recruitment so you don’t miss them.
Head of Sales - On Trade employer: Mackenzie Jones
Join a dynamic and entrepreneurial team as the Head of Sales - On Trade, where you will have the unique opportunity to shape the UK On-Trade strategy and build a high-performing sales team from the ground up. With a strong focus on employee growth and a culture that values diversity and inclusion, this role offers competitive compensation, including a company car or allowance, and the chance to make a significant impact in a fast-paced environment. Embrace the flexibility of a hybrid working model while driving distribution growth across key markets in the South West and North West.
StudySmarter Expert Advice🤫
We think this is how you could land Head of Sales - On Trade
✨Tip Number 1
Network like a pro! Reach out to industry contacts and attend relevant events. Building relationships can open doors that applications alone can't.
✨Tip Number 2
Prepare for interviews by researching the company and its competitors. Show us you know your stuff and can bring valuable insights to the table.
✨Tip Number 3
Practice your pitch! Be ready to explain how your experience aligns with the role. We want to see your passion and how you can drive results in the On Trade sector.
✨Tip Number 4
Apply through our website! It’s the best way to ensure your application gets seen. Plus, we love seeing candidates who take the initiative to connect directly.
We think you need these skills to ace Head of Sales - On Trade
Some tips for your application 🫡
Tailor Your CV:Make sure your CV speaks directly to the role of Head of Sales - On Trade. Highlight your experience in building teams and strategies, especially in the drinks sector. We want to see how you've made an impact in previous roles!
Craft a Compelling Cover Letter:Your cover letter is your chance to shine! Use it to tell us why you're the perfect fit for this entrepreneurial role. Share specific examples of how you've driven growth and built relationships in the On Trade landscape.
Showcase Your Leadership Style:We’re looking for a hands-on leader, so don’t shy away from sharing your leadership philosophy. Tell us how you coach and support your team, and how you hold them accountable to achieve results. We love a positive attitude!
Apply Through Our Website:To make sure your application gets the attention it deserves, apply directly through our website. It’s the best way for us to keep track of your application and ensure it reaches the right people!
How to prepare for a job interview at Mackenzie Jones
✨Know Your On-Trade Landscape
Before the interview, dive deep into the UK On Trade market. Understand the key players, trends, and challenges. This knowledge will not only impress but also help you articulate how you can drive distribution growth effectively.
✨Showcase Your Leadership Style
As a potential Head of Sales, it's crucial to demonstrate your leadership approach. Prepare examples of how you've built teams or strategies from scratch, and be ready to discuss how you coach and hold your team accountable.
✨Prepare for Scenario Questions
Expect questions about specific scenarios you might face in this role. Think about how you would create city plans or activate programmes that drive trial and repeat purchases. Use data-driven insights to back up your strategies.
✨Highlight Your Commercial Acumen
This role is all about being commercially driven. Be prepared to discuss how you've identified profitable opportunities in the past and how you plan to do so in this position. Show them you're not just a leader, but a strategic thinker.
