Area Director France and Germany

About The Role

The Area Sales Director will be responsible for driving sales growth, enhancing distributor relationships, and ensuring the effective development and execution of the company’s sales strategies. The right candidate will demonstrate both the ambition and the potential to develop through transformational growth within IBHL.

Key Responsibilities

Sales Strategy & Growth:

• Develop a clear vision for growth, by brand and channel, for France and Germany, aligning the key elements of the plan with the in-market distributors and key internal players, taking them on a shared journey to growth.
• Deliver a 3-5 year growth strategy for IBHL business for key brands and categories in both France and Germany.
• Align and implement effective annual brand plans that deliver against the sales strategy through our 3rd party partners to increase market penetration and revenue within France and Germany.
• Collaborate with distributors to set clear sales targets and KPIs, ensuring alignment with overall company objectives.
• Coordinate our internal resources (channel marketing, brand ambassadors, etc.) to provide ongoing training, support, and guidance to distributor sales teams, ensuring they have the tools and knowledge to succeed.
• Identify new growth opportunities and manage the onboarding process where we appoint new partners.

Distributor Management:

• P&L management, with special focus on the value chain, value creation, and ROI.
• Build and maintain strong relationships with key distributors to ensure high performance, loyalty, and mutual business growth.
• Develop and execute transformational growth strategies to optimize distributor performance, including sales targets, inventory management, and promotional initiatives.
• Monitor distributor compliance with company policies, terms, and conditions, ensuring alignment with brand standards and expectations.
• Build an influential and trustful relationship, leading to active participation in key retailer negotiations, including through insights, pre-preparation, and supporting distributors in meetings with key retailers to influence the negotiation outcome.

Market Analysis & Reporting:

• Improve existing market trackers and monitor core metrics in France and Germany.
• Analyse market trends, competitor activities, and customer feedback to identify new business opportunities and potential challenges.
• Prepare and deliver regular sales forecasts, reports, and presentations to senior management, providing insights into distributor performance and market conditions.
• Work closely with brand marketing, product teams, and channel marketing to ensure effective product launches, promotions, and campaigns are developed in a timely fashion and well-executed by distributors.
• Ensure consistent brand messaging and adherence to marketing guidelines across all distributor channels.

Collaboration & Communication:

• Act as the main point of contact between the company and its distributors in France and Germany, ensuring effective communication across all levels.
• Set up a strong cycle of ways of working, including but not limited to weekly/monthly/quarterly reviews, supply chain meetings, etc.
• Coordinate with other departments (e.g., logistics, finance, customer service) to resolve any issues impacting distributor performance or customer satisfaction.
• Manage and own your professional development in order to achieve your work objectives and your career and personal goals.

About You

Personal Attributes

• Highly motivated, results-oriented, and strategic thinker.
• Demonstrable ability to mobilise people around a common goal, influencing positively across roles and companies, irrespective of hierarchy.
• Ability to work independently as well as part of a cross-functional team.
• Adaptable and able to thrive in a fast-paced, dynamic environment.
• Strong decision-making skills and the ability to navigate complex business challenges
• Practical strategic thinker, with proven ability to influence outcomes through 3rd party distributors, aligning long-term goals to deliver growth ambitions.
• Excellent negotiation, communication, and interpersonal skills.
• Proven track record in managing and growing distributor relationships.
• Strong analytical and problem-solving abilities.

Professional Qualifications

• Bachelor’s degree in Business, Marketing, or a related field.
• Proven experience in sales management with  experience in managing distributor networks in a regional or area sales role.
• Experience with demonstrable success in identifying, engaging, and building business through third-party distributors, delivering ahead of category growth.
• Ideally, with experience in both premium and luxury spirits.
• Experience coordinating channel marketing and channel-specific activations.

Package

• 35 days holiday
• Attractive pension
• PMI
• Income protection
• Life assurance
• Product allowance and staff discount
• Flexible working
• Early finish on Friday

Why International Beverage

At International Beverage, we take pride in fostering a workplace culture that goes beyond the ordinary. Our commitment to employee well-being is reflected through our Employee Assistance Program (EAP), providing comprehensive support for personal and professional challenges. Enjoy the convenience of free parking and take advantage of our cycle-to-work scheme, encouraging a healthy and sustainable commute. We prioritise your health with a range of well-being initiatives and ensure our employees are valued through offering the Real Living Wage. At the heart of our corporate social responsibility, engage in meaningful charity and volunteering activities, contributing to the communities we serve. Become a brand ambassador through our exciting program, offering opportunities to travel and participate in exclusive events. Join us at International Beverage, where every day is an opportunity to make a difference, and our brand events exemplify why it's truly great to work with us.

We prioritise diversity, inclusion, and respect. We are committed to cultivating a workplace where differences are celebrated, and each individual feels heard and appreciated. We believe in keeping it simple: diversity is our strength, inclusion is our culture and, respect is our foundation.