Head of On Trade

Freixenet Copestick

Head of On Trade Sales driving UK channel strategy, customer partnerships and profitable growth for Freixenet Copestick’s wine and drinks portfolio.

Posted 8/19/2026full-timeRemote • 🇬🇧 United KingdomLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates strong commercial acumen and strategic thinking to drive profitable growth in the UK On Trade sector, while effectively leading and developing high-performing teams. Utilizes data-driven insights to inform decision-making and build lasting customer partnerships.

Highest-signal resume keywords

Senior Commercial LeadershipUK On Trade Landscape ExpertiseStrategic Customer Relationship ManagementHigh-Performing Team DevelopmentNegotiation and Influencing Skills

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Commercial Strategy DevelopmentBudget ManagementMarket Trend AnalysisData-Driven Decision MakingCategory Growth Planning

Soft Skills

Excellent CommunicationStakeholder ManagementResilienceAdaptabilityCoaching and Mentoring

Industry Keywords

FMCGOn TradeWineHospitalityDistribution Partnerships

About the role

Key responsibilities & impact

Develop and deliver the UK On Trade strategy in line with company growth objectives
Own channel revenue, profit and performance targets, ensuring delivery against annual budgets and long-term business plans
Identify and unlock new opportunities across national and regional On Trade customers
Build strategic account plans that drive distribution, rate of sale and brand visibility
Develop senior-level relationships with key On Trade groups, wholesalers and distribution partners
Lead commercial negotiations with national customers and build mutually beneficial partnerships
Work with customers to develop category growth plans and compelling consumer propositions
Lead, develop and inspire a high-performing On Trade team
Create a culture of accountability, collaboration and continuous improvement
Coach and develop team members, supporting performance, career progression and succession planning
Partner with Marketing and Customer Marketing teams to deliver impactful activation plans
Drive premiumisation opportunities across sparkling wine, still wine and emerging categories
Monitor market trends, customer needs and competitor activity to identify opportunities for growth
Lead annual planning, forecasting and budget processes for the On Trade channel
Use data and insight to support strategic decision-making and customer recommendations
Work closely with Finance and Supply Chain to optimise profitability and service levels
Act as the internal champion for the On Trade channel across the wider business
Support strategic commercial projects and wider business initiatives
Represent Freixenet Copestick at industry events, customer meetings and trade exhibitions

Requirements

What you’ll need

Proven experience in a senior commercial leadership role within drinks, wine, FMCG or hospitality
Strong understanding of the UK On Trade landscape, including national groups, wholesalers and route-to-market structures
Demonstrated success delivering profitable growth and building strategic customer relationships
Experience leading, developing and motivating high-performing teams
Strong commercial acumen with excellent negotiation and influencing skills
Confident using data and insight to identify opportunities and translate them into action
Excellent communication and stakeholder management skills
Strategic thinker with a hands-on, results-focused approach
Resilient, adaptable and comfortable working in a fast-paced environment
Passion for developing people, brands and long-term customer partnerships
An interest in wine, drinks, hospitality or the wider On Trade sector

Benefits

Comp & perks

Competitive salary
Car allowance
Performance-related bonus
Enhanced pension contributions
Private health cover
25 days annual leave + birthday day off
Enhanced company maternity and paternity pay
Generous staff discounts across our portfolio
Income protection & life assurance
Employee Assistance Programme
EV salary sacrifice scheme