Head of Sales - Convenience & Wholesale

Date: 3 Jun 2023

Location: Dublin, IE, Dublin 10

Company: Britvic



Head of Sales – Convenience & Wholesale
Location: Dublin

At Britvic we’re on a journey to become the most dynamic soft drinks company. As one of the UK’s leading players in the FMCG market we pride ourselves on setting high standards, being courageous and pushing ourselves to think outside the bottle.


About the role:
We have an opportunity for a Head of Sales for Convenience and Wholesale to work within our Away from Home Channel. This role will report into the Away from Home Controller and will be responsible for leading the development of our Convenience and Wholesale Channel including BWG, Musgraves Wholesale, Stonehouse and Forecourts in ROI. You will be the primary interface responsible for creating and delivering a rolling three-year account vision, strategy and plan delivering sustained profitable growth, in the right shape, outperforming competitors.  
As Head of Sales, you will be accountable for the negotiation, development, and execution of customer specific strategic and tactical plans to deliver company volume, revenue and profit targets and effective management of all commercial investments along with inspiring and motivating internal teams and external customers to flawlessly execute our commercial propositions. 


The role will lead, develop, and coach a team, and build customer relationships and plans to meet and beat set goals. The role is a hands-on, front-line role- representing Britvic in the trade in the best light and bringing ‘the outside in’ to the Britvic business to drive and shape future category, brand, shopper and RGM thinking to accelerate margin and share growth.  


Key responsibilities:

  1. To build a long-term Channel Strategy to balance strategic alignment between Britvic and the customer.  
  2. Work collaboratively with the wider Britvic Ireland teams to ensure that each customer has an individual annual plan that delivers against channel commercial goals and strategic direction, prior to the commencement of the financial year. 
  3. To develop a customer specific tactical plan that delivers Britvic share, net revenue & trading contribution targets and which is aligned to the Channel strategy plan and reviewed throughout the year. 
  4. In instances where price increase is required, to be accountable for pre-conditioning, creation and execution of the plan and objection handling associated with the proposed change. 
  5. To pro-actively track performance of your accounts, implementing course correcting tactics as necessary & driving a dynamic, cross functional, collaborative ways of working to maximise the performance of the relevant business area. 
  6. To provide strong leadership, coaching and management to direct reports enabling them to maximise both their personal and professional potential as they deliver the Channel and customer strategy & vision. 
  7. To be fully accountable for P&L of accounts and investment levers within your area of responsibility, building and agreeing an investment plan for the channel to drive the AOP objectives. 
  8. To administer allocated budgets ensuring that money is spent in line with guidelines agreed with channels and brands and that return on investment is maximised. 
  9. To ensure that appropriate time is spent in trade to: 
  • Build knowledge, understanding & insight. 
  • Evaluate execution & compliance 
  • Coach and Accompany team members in trade


Knowledge, Skills & Experience required:

  1. Previous commercial sales experience within the Food & Beverage sector
  2. Good knowledge of beverage industry, products, channels and competition
  3. Experience of leading an account management team in FMCG
  4. Compelling, inspirational communicator, with the ability to lead from the front 
  5. Strong commercial acumen - Understanding and confidence with P&L management & Investment levers
  6. Strong selling and negotiation skills 
  7. Experience of budgetary management – overhead & trade investment 
  8. Experience of customer terms/contract renegotiation 
  9. Ability to develop strong and trusted customer relationships maintaining our status as one of their valued supplier partnerships  
  10. Self-starter, accountable, driven, and open to thinking differently 
  11. Excellence in Excel along with understanding and confidence with internal systems (such as SAC (SAP Analytics Cloud), XTEL, Nielsen, KANTAR) 


If this sounds like it could be you and our values and ambitions resonate then we would love to hear from you.
We believe we are stronger together and that’s why we’re committed to providing equal opportunities to all applicants and employees. We know that by building a truly inclusive environment where everyone feels celebrated, safe and respected - diversity and wellbeing will naturally thrive