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On-Trade Commercial Manager
MOTHER ROOT ✸On-Trade Commercial Manager building and activating Mother Root’s UK on-trade channel for growth. Implementing strategies to enhance brand visibility and long-term commercial success.
About the role
Key responsibilities & impact- Build and deliver Mother Root’s UK on-trade strategy end-to-end, aligned with wider business and brand goals
- Establish and prove the Mother Root Perfect Account Model - defining where we win, why, and how to scale it
- Define and lead a phased route-to-market strategy, including both direct supply and wholesale partnerships, to maximise early momentum, learning, and long-term scalability
- Establish clear performance benchmarks including bottles per account per week, reorder frequency, activation ROI, and overall channel contribution
- Own and fully activate Mother Root’s existing on-trade accounts, ensuring strong relationships, visibility, menu presence, and repeat order velocity
- Build deep relationships with key operators, GMs, bar managers and group buyers
- Ensure Mother Root is properly represented on menus, positioned appropriately, and consistently served to a high standard
- Identify opportunities to increase performance within existing groups and flagship venues
- Identify, secure and grow relationships with the right premium pubs, restaurants, hotels and hospitality groups
- Negotiate commercial terms, pricing, and support structures that balance brand integrity with long-term commercial sustainability
- Build the playbook and inform future scale
Requirements
What you’ll need- Proven experience in senior on-trade commercial roles within a drinks business
- Strong existing network across UK premium pubs, restaurants, hotels and hospitality groups
- Track record of opening accounts and successfully growing their long-term performance
- Experience building or scaling an on-trade channel, rather than inheriting a mature one
- Strong commercial judgement on where to invest time, effort and resources
- Experience working with distributors and managing route-to-market strategy
- Highly autonomous and comfortable building new channels in fast-moving, scale-up environments
- Full UK Driving license
- Nice to have: Experience launching or growing a premium challenger brand
- Nice to have: Experience in non-alcoholic, low-alcohol, wine or premium spirits categories
- Nice to have: Experience building early-stage channels or working in founder-led businesses
- Nice to have: Experience mentoring or managing others
Benefits
Comp & perks- Share Options Programme
- Hybrid working: 1 day in the office (Farringdon, London), 4 days out in the trade
- Annual Leave: 25 days per year
- Summer Hours: Early finish Fridays (June–August)
- Work From Anywhere: Up to 2 weeks per year
- Pension: 5% matched contribution
- Cycle Scheme: Bike or Lime/Forest Pass
- Personal Development: £300 annual allowance for approved training
- Wellbeing Support: Access to Spill app & Heka allowance (£40/month) + birthday/work anniversary boosts
- Annual Team Trip: Gastronomical & wellbeing-focused team away trip
- Parental Leave: Competitive maternity/paternity package
- Lots of free Mother Root
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
route-to-market strategyperformance benchmarkscommercial negotiationaccount managementchannel contributionactivation ROIon-trade strategynetworkingscaling channelscommercial judgement
Soft Skills
relationship buildingautonomyleadershipmentoringcommunicationstrategic thinkingnegotiationadaptabilityproblem-solvingcollaboration
Certifications
UK Driving License