National Account Manager, Scotland

Reports To: Head of Sales, Wines & Luxury Spirits, Scotland & Northern England

About Justerini & Brooks

Founded in 1749, Justerini & Brooks is one of the world's most prestigious fine wine and spirits merchants, renowned for its high-quality portfolio and service excellence. The company has held a Royal Warrant for supplying wine and spirits to the British monarchy since 1761. With sales offices in London, Edinburgh, and Hong Kong, Justerini & Brooks is a wholly-owned subsidiary of Diageo PLC, the world's leading premium drinks business. J&B operates dedicated sales divisions to service Private Clients, On-Trade, and Off-Trade, including luxury retail.

Role Overview

The Scotland on-trade channel is a critical market for Justerini & Brooks. In this role, you will work with the Head of Sales, Wines & Luxury Spirits (Scotland & Northern England) and collaborate cross-functionally with marketing and buying teams to execute a commercial strategy aimed at expanding distribution within the premium on-trade segment. Your primary focus areas will be:

- Growing market share by recruiting new business.
- Securing strategic listings for key agency brands.
- Expanding sales and share with a portfolio of existing accounts.

Leadership Responsibilities

- Demonstrate energy, commitment, and the confidence to challenge current ways of working.
- Show dedication to customer needs and passion for J&B's portfolio and values.
- Display adaptability and a positive approach to new challenges and change.
- Exemplify leadership by fostering an environment where others can succeed, delivering consistent performance, and building honest, respectful relationships.
- Encourage self-awareness and personal growth.

Key Accountabilities

- Full P&L Responsibility: Meet ambitious targets by growing existing accounts and developing new business within the on-trade sector.
- Brand Ambassadorship: Act as a passionate representative of our wine portfolio, both internally and externally.
- Stakeholder Engagement: Collaborate with sales and marketing teams to maximize positioning and commercial success.
- Event Leadership: Organize and lead tastings and activations; engage trade buyers and consumers knowledgeably and enthusiastically.

Qualifications and Experience

- Significant experience in the UK drinks industry with a strong track record of profitable on-trade sales.
- Demonstrated commercial acumen, with an ability to interpret and respond to market trends.
- Strong interpersonal and communication skills, with the ability to engage and persuade groups of trade customers and consumers.
- Self-motivated and organized, with the ability to work independently.
- Established network within the On-Trade sector, which can facilitate new account development.
- University degree preferred but not essential.
- WSET Diploma or equivalent qualifications are desirable, with a strong passion for wine being critical.
- Proficiency in MS Outlook, Excel, and Word; Wine ERP experience is an advantage.
- Proven success in a fast-paced, customer-facing environment with excellent attention to detail.

Location and Flexibility

Preferred location is Edinburgh or Glasgow, as the role involves building relationships with existing and prospective accounts across Scotland.

Diversity and Inclusion

At Diageo, we are committed to fostering an inclusive and diverse culture, aligned with our purpose to "celebrate life every day everywhere." We value all individuals, regardless of background, disability, religion, gender identity, sexuality, or ethnicity. Diversity is essential to our success, enabling us to grow and reflect the broad consumer base we serve across 180 countries.

We support flexible working, including part-time, compressed hours, and flexible locations. Please talk to us about what flexibility means to you, and don't let anything prevent you from applying.

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