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Head of Sales - Off Trade

South East England

  • Reference: 383722
  • Job type: Permanent
  • Salary: Competitive plus benefits
  • Location: South East England

The Business

The British Honey Company PLC is a UK based producer of spirits and honey. It has just floated on the Aquis Stock Exchange after a successful IPO raised £4.2m. They began trading in November 2014 initially focused on honey production and, later, expanding into honey infused spirits – Keeprs. The company currently produces 13 honey products and 16 spirits including gin, vodka, rum and whiskey, many of which have won awards in the UK and abroad. These products are produced and stored in the company’s facilities in Worminghall Buckinghamshire.

The company’s facilities provide it with a scalable platform from which the Directors plan to expand operations through organic growth and acquisition both in the UK and overseas. Significant investment has been made in infrastructure which includes, inter alia, a fully operational distillery with an electronic, 1,000-litre capacity still and a bottling facility capable of processing the equivalent of approximately 1.5 million bottles per year. BHC refer you to its Investor tab on its website to view its offering document.

To help continue this phenomenal development, we are looking for a dynamic Commercial Strategy Lead to take the business to the next level of growth with the major UK multiples.

The Role

This is an exciting phase of the company’s development that will help build and establish processes and controls that will lead to enhanced scalability. The role will drive the sell-in and, more importantly, sell-through of product and propositions by working with key UK multiples. The ideal candidate will be accountable to implementing and agreeing a commercial strategy with a portfolio of customer accounts on behalf of the business, building relationships and creating the right business conditions for sustained growth in each customer account.

Key Areas of Responsibility

  • Identify, win and secure listings for The British Honey Company's products with target customers, in line with the channel strategy. Manage account plans that deliver the brand and portfolio strategy.
  • Develop a detailed rolling 3-6 month sales plan on an account by account basis, supported by robust sales forecasting processes and demonstrating how the annual Business Plan will be delivered.
  • Based on each customer's requirement, input into the sales strategy plan and identify key areas of growth/decline and any potential opportunities that could be exploited in order to achieve long-term strategic objectives for the business.
  • Work with UK grocery partners to help propose a commercial strategy, identifying appropriate commercial investments that will help drive the achievement of business targets.
  • Where applicable making the best use of any marketing fund allocation across the portfolio of products/propositions and customers.
  • Manage budget competently within the established framework.

Key Competencies

  • MUST have experience in spirits marketplace
  • Understand of EDI dynamics and back-office requirements of supermarkets
  • Think "outside the box” and self motivated
  • Understand challenges of online sales, i.e. Amazon and Ocado
  • Understand how consumer buying will change after the pandemic
  • Knowledge of the UK market and retailers.
  • Able to present with confidence and have good communication skills with the ability to speak to others within the business, dealing with queries from external parties such as customers and buyers.
  • Ability to work in a fast moving entrepreneurial and dynamic company
  • Strong commercial background
  • Comfortable analysing data and developing appropriate action plans
  • Ability to work autonomously
  • Understanding of the importance of MAR FSA Regulations and work within its framework.

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