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Careers at Bacardi

Customer Development Manager - Mitchells & Butler and Whitbread

Job Name

Customer Development Manager - Mitchells & Butler and Whitbread


United Kingdom





Job type:

Full time

Lead recruiter:

Kelly Scarfe

About the role

Lead the day to day relationship and strategic planning for Mitchells & Butlers and Whitbread within the National Accounts On Trade Business Area. Accountable for the customers Volume, NSV and GP delivery. This role is a key part of the On Trade Channel strategy.   Responsible for negotiating the commercial terms and driving the distribution, performance and activation of brands with customers, consumers and sales teams

Key accountabilities and responsibilities

  • Delivery of budgeted £NSV and £GP targets with the defined customer(s)
  • Deliver BBFB brand value market shares target within the customer
  • Responsible for negotiating the commercial terms and driving the performance of brands in customer
  • Distribute and Activate BBFB brands within the customer(s)
  • Ensure marketing activities are synchronized and properly activated by customers
  • Create strategic and collaborative Joint Business Plans (JBPs) to protect and develop business with selected customers
  • Ownership of full P&L, forecasting, budgeting and key strategic decisions to help shape the Channel
  • Continue to support the evolution of a ledger plan, for BBFB to continue to win, in the Managed On Trade Sector of the Channel
  • Develop and nurture internal and external customer relationships across all relevant functions within each customer as well as our internal business to deliver required business strategy and results 
  • Provision of clear up to date inputs to key business processes eg forecasting, invoice processing and payment, business trackers, activation plans and annual Bottom Up Plan creation
  • Playing a key role within the On-Trade Channel team, working closely with relevant colleagues in Category, Brand, Marketing and RTM (for indirect delivered accounts)

Measures of success

Delivering, owning and enhancing:
Performance vs. budget and key initiatives
Accurate and clear volume and profit forecasting, Bottom Up Planning and channel communications
Taking responsibility to develop and shape a Joint Business Plans through cross-functional working internally
Developing and delivering customer terms to growth value / volume and distribution YOY
Executing a robust contact strategy internally and externally to deliver joint business value 
Aligning and tailoring plans and activity to complement other channels within BBFB
Analyzing customer data and conducting regular customer business reviews and actions
Achieve quarterly Sales Variable Pay and Annual Comittments
Construct and execute a robust Personal Development Plan

Critical experiences for success

  • Minimum of 3 years commercial experience in sales and/or marketing, including at least 12 months national account experience.  
  • Track record of customer development and cross functional working.  
  • Understanding of the On Trade and role that this position plays within BBFB winning in the On Trade.

Our ways of working

Our family legacy has positively influenced our ways of working and has shaped the values to which our employees aspire. We’re caring, like a family, and not only internally, but also in the wider communities in which we operate. This is demonstrated by our commitment to both act responsibly and promote the choice to drink responsibly. We trust one another, and through that trust are able to forge strong teams and networks that empower our matrix organization structure. We’re passionate, reflecting our Latin heritage, and this means that we commit more than just time to our work: we commit energy, heart and soul. We are dedicated to being a role model in our industry, and we approach everything we do with Integrity First. Together, our values help us create what we’re most proud of: our True Heart and Winning Spirit – both in our home markets and across the world.