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Careers at Bacardi

Head of On Trade Retail

Job Name

Head of On Trade Retail


United Kingdom





Job type:

Full time

Lead recruiter:

Jez Campbell

About the role

This is a critical role in the delivery of our ambitious GB on-trade strategy - and you will take ownership for our amazing portfolio of brands and innovation pipeline, to excite customers and win in the market.

Leading a large team of national account managers, you will focus on our most important on trade retail customers - this is a highly visible role, one in which you can leave a big legacy and develop your career with us here at Bacardi.

You will have the opportunity to work with some truly inspiring people, amazing brands and drive your career in all sorts of ways. Our package for this role includes a highly competitive base salary, car allowance, quarterly and annual bonus, 2 x pension contributions and amazing flexible benefits.

Key accountabilities and responsibilities

  • Prepare, implement and monitor the strategic plan for the sector design in order to win against the operating plan - delivering volume, revenue, gross profit and market share.
  • Responsible for developing a strategic plan to win in the above areas - to include the evolution of commercial terms, external customer partnerships and internal cross functional alignment.
  • This remit also includes influencing internal stakeholders to provide the best in class customer service – a portfolio fit for the sector, tools to do the job and forward plans built on insight with the consumer at the heart.
  • With a team of 10 National Account Managers, people coaching and development is at the forefront of this role’s winning plan - striving for the ultimate high performing team and talent pipeline

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 channel strategy
  • Evolving aligned and consider customer terms to growth value / volume and distribution YOY
  • Executing a robust contact strategy internally and externally to deliver joint business value 
  • Achieve quarterly Sales Variable Pay and Annual Commitments
  • Construct and execute a robust Personal Development Plan for self and team members

Critical experiences for success

  • You will be an experienced channel sales leader, with board experience across the on trade sector. This is a sales focused role, but we'd encourage those who have expanded their careers in other aligned functions.
  • We want you to be an explorer, to seek out new ways of innovating and winning in the market. We want you to be inquisitive and to challenge everyone around you to strive for more. We want you to push boundaries, constantly balancing excellence, innovation and commercial success. And ultimately we want you to lead and build amazing relationships - with consumers, customers, your team and wider stakeholders.
  • Experience in managing teams across national accounts, plus experience of leading cross functional projects
  • strong numerical reasoning, analytical skills and commercially acumen
  • High level coaching and leadership skills
  • Proven retailer senior stakeholder influencing skills
  • Entrepreneurship and an eye for new opportunities
  • Highly developed influencing and negotiating ability
  • Good Marketing, consumer and purchaser literacy 

Bacardi is an equal opportunity employer that values workforce diversity. Diversity is core to our business: by embedding diversity into all aspects of our culture, we maximize the opportunity to achieve sustainable business success and growth.

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.