Job Description
Director – Sales & Marketing
Specialty Spirits | Food & Beverage
Location: Scotland
Industry: Specialty Spirits, Alcoholic Beverages, Food & Beverage (B2B / B2C)
Role Overview
The Director – Sales & Marketing is a senior leadership role responsible for defining and executing the commercial growth strategy across specialty spirits, food & beverage markets, with a strong focus on brand‑led growth, route‑to‑market excellence, and profitable expansion in Scotland and selected international markets.
The role combines strategic sales leadership, marketing & brand stewardship, and P&L ownership, working closely with distributors, key accounts, on‑trade and off‑trade partners.
Key Responsibilities
Commercial & Sales Leadership
- Define and execute the Sales & Marketing strategy aligned with company growth objectives.
- Lead sales performance across On‑Trade, Off‑Trade, Wholesale, Travel Retail, and Export channels.
- Drive revenue growth, margin optimisation, and market share expansion.
- Hold full P&L responsibility for assigned regions or markets.
- Build and manage strategic distributor and key account relationships.
- Lead complex commercial negotiations, pricing strategy, and contract agreements.
- Monitor sales performance, forecasting, KPIs, and corrective action plans.
Marketing & Brand Strategy
- Develop and deploy brand‑led marketing strategies for specialty spirits and F&B portfolios.
- Translate global brand strategies into local market execution plans.
- Oversee product launches, activations, trade marketing, and consumer campaigns.
- Collaborate with Global Marketing, Innovation, and NPD teams on:
- Brand positioning
- Packaging & presentation strategy
- Route‑to‑market execution
- Ensure strong ROI on ATL / BTL marketing investments.
- Represent the company at trade fairs, industry events, tastings, and exhibitions.
Team & Leadership Management
- Lead, mentor, and develop Sales, Marketing, and Trade Marketing teams.
- Build high‑performing, culturally aligned commercial teams.
- Set clear objectives, performance metrics, and development plans.
- Drive a performance‑driven, brand‑centric sales culture.
Market Intelligence & Strategy
- Monitor market trends, consumer behaviour, regulatory changes, and competitive activity.
- Identify new market opportunities, including premiumisation and export growth.
- Act as a key contributor to long‑term strategic planning and budgeting.
Candidate Profile
Education
- Bachelor’s degree in Business, Marketing, Commerce, or related field
- MBA or equivalent qualification preferred
Experience
- 10–15+ years of commercial experience in:
- Specialty spirits
- Alcoholic beverages
- Food & Beverage / FMCG
…