Business Development Manager

About us:Craftwork are a fast-emerging independent privately-owned UK importer distributor of premium spirits, vermouth and beer, incorporating alcohol-free. Founded in 2018, they have grown quickly and now supply all key customers, in all trade channels, with brands including Babička Vodka from Moravia, Carib Brewery from Trinidad,Chinola Fresh Fruit Liqueurs from the Caribbean, Deeds Rum, DioniLife alcohol-free portfolio (Mash Gang Beer, Pavari 17 Aperitif and La Borosa Agave Spirit), Hotel Starlino Vermouth & Aperitivo and Scapegrace Distillery New Zealand, among the portfolio.Due to expansion, Craftwork are now looking to recruit this role to work on defined brands within London and The South, as part of their brand portfolio.The role:You'll develop and manage an account base of customers spanning the Independent On-Trade (IFT) and the Independent Retail and Prestige Retail (Off Trade) channels, including groups in these channels within the territory. You will leverage the Craftwork wholesale partner network to supply the on-trade, and in some instances some of the Independent Retailers may buy via this wholesale network, but some will want to buy direct.Your primary focus & objective will be to maintain, develop & maximise distribution, ensuring visibility and activation of the agreed Craftwork brand portfolio across your customer base, in these distribution points, educating customers via brand advocacy, thus maximising the sales performance in your region.Primary tasks and responsibilities:·       Using your knowledge of the territory, maintain existing account relations, while creating new business opportunities across your region, and establish a broad and diverse customer base across the channels of responsibility & focus, including any agreed regional wholesalers. Identify cross channel business building opportunities, understanding Net Sales Revenue and Margin contributions per brand, to build suitable investment plans that drive incremental growth. Work collaboratively with the internal stakeholders (brand owners, sales team) to assist in building appropriate support plans for the agreed portfolio, driving ROI with long term vision. Use your expertise in the categories, and your knowledge of the consumer journey, quoting category trends and insights, to facilitate decision making and product ranging at customer level, whilst ensuring a greater presence for our brands, in-trade and with wholesalers.Liaise with the appropriate external RTM Sales Managers to work collaboratively, unearthing new opportunities to support existing distribution, and land new distribution, with a clear and robust ROS plan applied. Draw up, implement and execute appropriate training, education and brand advocacy programmes, working closely with the respective Brand Principals where applicable & appropriate.Maintain and deliver appropriate levels of internal communication, forecasting and reporting of your territory / landscape and KPI deliverables respectively, to ensure that the agreed budgets / plans / targets are being achieved.KPI’s will be very clear commercial targets, focused on:Activated, distribution pointsVolume and revenue per product, per outlet, per yearOverall brand & product distribution & sales targetsBrand investment within agreed budget parameters, to deliver agreed plans & KPI’s.The ideal candidate will have all or most of the following:Drinks Industry knowledge & passion, ideally from On Trade, and / or existing sales / account management role. Experience and knowledge of the designated region, and the key players, wholesalers, and influential IFT operators within it. Demonstrative working knowledge of the wider UK drinks landscape - brands, venues, trends, innovation etc.Strong understanding of the various sub-categories, and the roles they play in the trade.Demonstrative skills in commercial investment builds and management, including an understanding of spend & costs vs overall delivery.Strong numeracy, language and negotiation skills. Wine & Spirit Education Trust (WSET) Qualification at Higher Level would be desirableCuration of cocktail lists, drinks builds and skills in trade-marketing would be valuable