Regional Sales Director

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Posting Date: 16-Oct-2021

Location: Field Based, GB

Company: Carlsberg

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Regional Sales Director 
Full Time, Permanent   
Field Based – North West

Carlsberg Marston’s Brewing Company is one of the newest, historic brewers in the UK. Formed out of a joint venture between Carlsberg UK and Marston’s PLC, who are both shareholders, we combine over 300 years of shared values, history and heritage in UK brewing.


CMBC provides its customers and consumers with an unrivalled portfolio of lagers, ales and craft beer brands from the very best of two master brewing teams, plus those under license from valued partners. These include Carlsberg Danish Pilsner, Carlsberg Expørt, Tetley, 61 Deep, Hobgoblin, Wainwright, San Miguel, Estrella Damm, Brooklyn Brewery and many more!


We are recruiting for a Regional Sales Director to join us, in this role you will lead the agenda to deliver total customer performance on or above plan for all Free On Trade customers within a defined region by leading, coaching, developing, and motivating a team of Business Development Managers. You will also be key member of the Free On Trade regional leadership team for the North reporting in to the Trading Director.


Key Accountabilities:

  • Key Regional lead for the region driving the short term performance and long term strategy
  • Leader providing direction, building capability and the talent pipeline whilst delivering high performance
  • Partner with sister regions to build annual plan for IFT and OTWS – reducing churn of existing customers, winning new and building mutually beneficial commercial relationships with IFT partners.
  • In field leadership – leading and motivating the team from the ground – building capability and standards of the region
  • Taking where necessary a matrix approach, collaborating effectively in order to deliver maximum value for Customers, Consumers and the organisation
  • Ensure team plans are robust and drive business growth and share (including strategy and tactics and bottom-up promotional programme by customer)
  • Work closely with Business Development to identify and pursue business growth opportunities and drive Category Development, balancing trade-offs across wider function & business.
  • Establish and execute pricing strategy in accounts as necessary
  • Grow share range and distribution in region through specific targets
  • Collaboration with peers to build a robust and reliable S&OP forecast
  • Develop the new team whilst being a visible leader across the organization in building a new culture and ways of working that leverage the best of both organisations
  • Conduct full evaluation of investment and promotional activity in line with Value Management principles and tools
  • Manage & optimise debt risk and cash flow

Experience and Key Attributes required:

  • Track record of excellent performance over some years in FMCG manufacturer and/or retailer with experience of leading field sales teams
  • Experience in complex roles, interfacing at senior level in scale businesses.
  • Excellence of building world class customer engagement through joint business planning and building winning relationships
  • Deep experience of successfully translating strategic plans into actions that can be executed through feet on the street, with challenging customers and in a highly competitive marketplace
  • Ability to build strategic plans and engage both a direct and virtual team to translate these into actions and tactics
  • Collaboration with peers to build a robust and reliable Sales & Operational Plan (S&OP)
  • Builds a high performance culture with high levels of personal accountability, ownership and a  relentless focus on performance, ensuring succession planning plan develops
  • Understanding of all significant processes that underpin from planning through to invoice receipt
  • Able to bringing clear focus for a dispersed team, whilst setting high standards of execution in others and ensuring their team maintains these standards right through to customer
  • Please note internally this role is known as Regional Sales Manager

On top of the culture and career development opportunities that make working with us so rewarding, we'll also give you flexible benefits including a generous bonus scheme and private medical insurance. So, what are you waiting for? Apply today and a member of the recruitment team will be in touch!


CMBC is a new company, fuelled by highly engaged, empowered and passionate employees who will go above and beyond to deliver best in class customer service and help grow our portfolio of brands and business. With their entrepreneurial spirit, these employees take personal accountability and initiative to act and find solutions. Our employees work hard and have fun, enjoying supportive relationships that extend across the whole business.