Sales Rep, On Trade

Edrington's vision is to give more by crafting exceptional ultra-premium spirit brands. The Macallan is our central focus, supported by Highland Park and The Glenrothes in the single malt category. Our portfolio is completed with Brugal rum from the Dominican Republic, Wyoming Whiskey in the American Whiskey category and Valdespino sherry from Jerez in Spain. Edrington also has a strategic partnership with No.3 London Dry Gin.

Our principal shareholder is a charitable trust, so we were built to make a world of difference. Discover a place where values define our culture. The home of exceptional brands, where people and teams thrive. 

15 days annual leave, plus 4 Giving More volunteer days 
Invest in your future - additional provident fund
Private medical insurance 
24/7 support for you and your loved ones to counselling, life coaching and information on financial, mental, and physical wellbeing 
Experience our exceptional brands with a generous annual product allowance
Embrace work-life harmony with 50:50 hybrid working, 26 weeks' paid maternity, paternity and adoption leave, and up to five paid carers leave days a year

Reporting to the Sales Manager, On Trade, the Sales Representative is responsible and accountable for the delivery of the commercial objectives within the assigned trade channels through the disciplined implementation of the organization's commercial strategy within the designated territory.

China is the leading growth market globally and is integral for the organization's long-term success. The Sales Representative will support the implementation of our commercial and operational strategy to achieve commercial excellence in priority trade channels, which in return will result in the successful delivery of business objectives.

Commercial Responsibilities:

•    As part of a team, deliver the achievement of budgeted volume and revenue across the portfolio of brands within the channels in the designated city

•    Responsible for the continuous development and growth of the designated territory and channel  

•    Actively engage in the business development process to identify and recommend new growth opportunities for the business

•    Execute the commercial strategy in relation to the respective distribution channels, and extract optimal distribution, volume and value growth 

•    Implement commercial best practices at channel level to deliver optimal outcomes that resonate with the long-term strategy

•    Collaborate with the Trade Marketing team in the brand activation process to ensure that activity and campaigns are executed to plan

•    Accountable for supporting the effective implementation of trade investment and ROI

•    Accountable for continuously attaining a high quality of distribution, visibility and markets share that delivers against the relevant brand positioning and objectives

•    Translate vision into action through communicating, co-ordinating and implementing commercial & brand strategies together with distribution partners

•    Facilitate the effective collaboration with channel level distributor sales reps to ensure timely and effective activation of brand and trade campaigns

•    As part of the team, establish, maintain, and enhance distributor relationship management at a local level to effectively maintain a high performing distribution network

Operational & Reporting Responsibilities:

•    Consolidate, review and feedback market intelligence and consumer trends

•    Collaborate with Sales Manager to achieve optimal commercial performance at a local level through the effective utilization and prioritization of product mix, channel mix, and investment

•    Support the management of inventory and supply allocation to customers

•    Effectively identify and feedback potential business risks and support the implementation of a compliant operational processes

To succeed in this role you will have a versatile personality with a highly developed interpersonal skillset.  You will also have the following core capabilities:

•    Educated to a Tertiary level

•    Excellent interpersonal & communication skills; ability to build meaningful relationships

•    Enjoys working in a dynamic, fast-moving and international environment

•    Minimum of 3 years relevant commercial experience in consumer goods

•    Sound commercial acumen

•    Trade marketing skills / Brand-centric mindset

•    Sound stakeholder management skills with internal and external customers

•    Ability to navigate complexity and ambiguity whilst recommending appropriate actions and solutions

•    Fluent in spoken and written Mandarin (fluency in English will be advantageous)

•    Proficient in Microsoft Word, Excel, PowerPoint

Key Result Areas

•    Delivers strongly against annual targets and KPIs

•    Achievement of mid to long-term commercial growth milestones (distribution, volume, value)

•    Demonstrates a high level of integrity when managing self and stakeholders

•    Sound stakeholder management, with the ability to effectively communicate instructions and ideas

•    Consistently fosters and maintains a collaborative and positive team dynamic 

•    High level of situational awareness with the ability to identify and feedback ongoing and changing trends, risks and competitor activity

We've put together some criteria that we think is important for this role, but don't worry if your experience and expertise isn't an exact match. If you feel that you can add value to our role and to Edrington more broadly, we would welcome your application and be eager to learn more about you. 

We're proud of our inclusive culture – where unique experiences, ideas and perspectives are celebrated. We want everyone to feel respected and empowered to contribute to our success.

Get involved. From colleague networks like Balance, Pride and Kick-Start to inclusion allies and DE&I champions, we encourage our people to be curious, get involved and help us make change happen.