Head of On Trade

We’re hiring a Head of On Trade to join our Sales Team! This is a high-impact leadership opportunity to shape and drive the future of our On Trade business across the UK, leading our channel strategy, commercial performance and customer partnerships across pubs, bars, restaurants, hotels, casual dining groups and premium hospitality operators.

What you’ll be doing:

• Develop and deliver the UK On Trade strategy in line with company growth objectives


• Own channel revenue, profit and performance targets, ensuring delivery against annual budgets and long-term business plans


• Identify and unlock new opportunities across national and regional On Trade customers


• Build strategic account plans that drive distribution, rate of sale and brand visibility


• Develop senior-level relationships with key On Trade groups, wholesalers and distribution partners


• Lead commercial negotiations with national customers and build mutually beneficial partnerships


• Work with customers to develop category growth plans and compelling consumer propositions


• Lead, develop and inspire a high-performing On Trade team


• Create a culture of accountability, collaboration and continuous improvement


• Coach and develop team members, supporting performance, career progression and succession planning


• Partner with Marketing and Customer Marketing teams to deliver impactful activation plans


• Drive premiumisation opportunities across sparkling wine, still wine and emerging categories


• Monitor market trends, customer needs and competitor activity to identify opportunities for growth


• Lead annual planning, forecasting and budget processes for the On Trade channel


• Use data and insight to support strategic decision-making and customer recommendations


• Work closely with Finance and Supply Chain to optimise profitability and service levels


• Act as the internal champion for the On Trade channel across the wider business


• Support strategic commercial projects and wider business initiatives


• Represent Freixenet Copestick at industry events, customer meetings and trade exhibitions

What we’re looking for:

• Proven experience in a senior commercial leadership role within drinks, wine, FMCG or hospitality


• Strong understanding of the UK On Trade landscape, including national groups, wholesalers and route-to-market structures


• Demonstrated success delivering profitable growth and building strategic customer relationships


• Experience leading, developing and motivating high-performing teams


• Strong commercial acumen with excellent negotiation and influencing skills


• Confident using data and insight to identify opportunities and translate them into action


• Excellent communication and stakeholder management skills


• Strategic thinker with a hands-on, results-focused approach


• Resilient, adaptable and comfortable working in a fast-paced environment


• Passion for developing people, brands and long-term customer partnerships


• An interest in wine, drinks, hospitality or the wider On Trade sector

What we offer:

• Competitive salary + car allowance


• Performance-related bonus


• Enhanced pension contributions


• Private health cover


• 25 days annual leave + birthday day off


• Enhanced company maternity and paternity pay


• Generous staff discounts across our portfolio


• Income protection & life assurance


• Employee Assistance Programme


• EV salary sacrifice scheme

We welcome applications from candidates who do not meet 100% of the requirements.