Head of Sales - ​Premium Brands Europe

Date: 20-Jan-2023

Location: BE GB NL

Company: Britvic

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.
We offer consumers a range of family favourite and global premium brands such as Teisseire, Tango, J20, R Whites & London Essence. We exist to help people enjoy life’s everyday moments.

About the Role:
Britvic is a global branded soft drinks business who operates outside of its core business units of UK, Ireland and Brazil, through Britvic Teisseire International (BTI) and is listed on the London Stock Exchange under the code BVIC. 

Britvic Teisseire International includes in market Business Units in France and Benelux to strategically develop the Teisseire business but also has a strategic growth agenda on becoming a leading global player in premium adult soft drinks. The current focus brands that are helping us unlock this strategy are our premium mixers & soda brand, London Essence and out premium syrup brand, Mathieu Teisseire.  


Over the last few years we made significant progress on this strategic agenda, with strong growth coming from Europe, Middle East and Asia. Our operating model is to work with key distribution partners in priority markets. 

This role and team play an incredibly important role in continuing to deliver on our core purpose of building brands across Europe, with a specific focus on the On Trade / HORECA channel. To be successful in this role we are looking for an energetic, passionate and driven senior leader, who has experience of leading sales teams and building brands through distributors. They will also require a good understand of working internationally, the import & export model and the challenges this brings. We are also looking for candidates with strong experience in the European on trade / HORECA channel and has a good network of contacts (e.g. Distributor Network &/or HORECA Key Accounts). The ideal candidate will also be a natural business hunter and great at networking. 


Key Responsibilities:

  • Leading the Premium Europe team to build our brands in priority markets, deliver financial performance goals and ensure our brands are flawlessly executed in market. 

  • Play an active role within the Global Partnerships and Europe Retail leadership team, through developing future strategies and building high performing teams. 

  • Work collaboratively with cross channel and functional teams to ensure that each market and customer has an individual annual plan that delivers against channel commercial goals and strategic direction, prior to the commencement of the financial year and reviewed throughout the year.

  • To build outlet-level execution plans and work collaboratively with customers to negotiate delivery of the plan. Frequently this will be in the format of a high quality JBP.

  • 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.

  • To be overall responsible accurate forecasting volumes to assist total business planning accuracy.

  • To ensure that the team has an appropriate contact strategy with customers to enable identification of further business opportunities.

  • To ensure that high quality preparation is done prior to customer meetings and that customer meetings are appropriately structured in order to maximise business opportunities. 

  • Ensuring account team engages with both customers and internal stakeholders to develop and deliver commercial goals.

  • To pro-actively track performance, implementing course correcting tactics as necessary & driving a dynamic, cross functional, collaborative ways of working in order to maximise the performance of the relevant business area.

  • Ensuring all investments provide ROI return with International finance requirements

  • To attend relevant meetings & conferences and to run appropriately structured team meetings.

  • To ensure that appropriate time is spent in market/trade and with customers to:

    • Build knowledge, understanding & insight

    • Evaluate execution & compliance

    • Accompany team members (coaching) and members of trade (to drive (a) & (b)) to ensure that the account plan is realised in trade.


Leadership & People Development 

  • To provide strong leadership, coaching and management to direct reports enabling them to maximise both their personal and professional potential as they deliver the BTI strategy & vision. 

  • To build high quality objectives and development plans for direct reports, aligned to the business unit and corporate strategies; and drive a culture of accountability for delivering against these.

  • To set clear performance expectations and maximise individual and team performance through execution of the People Manager Standards and ensuring that appropriate amount of time is spend out in field with individual team members.

  • To ensure appropriate skills, knowledge and behavioural development of team members, including ensuring that they fully understand Britvic DNA and the Customer Management Functional Skills Framework.

  • To take accountability for effectively resourcing your account team and for only recruiting high quality talent to the business.

  • To actively manage people issues in a timely and professional manner and in line with HR policies and guidelines.


Process & Financial Management 

  • To be fully accountable for P&L of accounts within your area of responsibility, building and agreeing an investment plan for the channel to drive the AOP objectives.

  • 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.

  • To be fully accountable for the creation of terms and ensuring appropriate coaching of team in creation of these.

  • To work collaboratively with Finance in ensuring appropriate level of internal sign off.

  • To be accountable for P&L administration namely ADF/PD and LTD management in conjunction with Finance. 

  • To be responsible for taking a proactive approach to credit management in conjunction with Finance.

  • To be responsible for ensuring that central pricing and promotional guidelines are adhered to at all times.

  • To manage all of the above responsibilities and associated business processes using recognised customer relationship management (CRM) tools e.g. Siebel, SAP etc.


Knowledge, Skills & Experience Required:

  • Acts with integrity 

  • Compelling, inspirational communicator, with the ability to lead from the front 

  • Able to envisage a desirable future trading situation for each customer, in line with account prioritisation, and construct a clear plan to achieve this 

  • Strong commercial acumen to enable development of powerful BSD commercial propositions which can be developed into account plans & implementable market execution plans

  • Understanding and confidence with P&L management and with management of both volume and profit forecasting processes

  • Strong selling and negotiation skills

  • Demonstrable people management capability – the ability to demonstrate some experience of strong line management, coaching and people development capability

  • Excellent interpersonal skills and written and oral communication skills to enable the development of highly effective internal and external partnerships

  • A highly developed influencing style and comfortable with constructively challenging and being challenged

  • Proficient in personal planning and time management 

  • Experience of budgetary management – overhead & trade investment

  • Experience of customer terms/contract renegotiation


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