Business Development Manager (On-Trade)

Job description

Business Development Manager (On-Trade)

Scotland & North of England

Field-Based | Full-Time | Competitive Base + Uncapped Performance Bonus

Rutland Square Spirits is a premium drinks company building a scalable international spirits platform from Scotland. With strong UK on-trade traction and global expansion underway, we are accelerating distribution and rate-of-sale growth across Scotland and the North of England.

We are seeking a high-performing Business Development Manager with experience in premium spirits, FMCG, or route-to-market partnerships — ideally from Diageo, Pernod Ricard, Bacardi, or an ambitious independent premium brand.

This is a territory ownership role — not a support position. You will build, win, and scale distribution in premium independent free trade.

The Mandate

You will own Scotland & North of England as a commercial unit.

Your focus:

• Win premium independent free trade listings
• Drive weighted distribution and rate of sale
• Execute alongside RTM partners and wholesalers
• Build sustainable brand advocacy in-market

This role suits someone who understands that:

• Distribution without ROS is vanity.
• Listings without visibility are temporary.
• And territory planning is everything.

Core Responsibilities

• Open high-quality independent free trade accounts

• Secure menu placements, cocktail features, and back-bar visibility

• Drive reorder velocity through activation and training

• Execute structured joint business plans with wholesalers

• Maintain disciplined pipeline reporting and call rhythm

• Represent the brand at industry events and key accounts

What success looks like (KPIs you’ll own)

We’ll agree targets together, but you should expect to be measured on:

• New account openings / new listings

• Active distribution and weighted distribution in priority venues

• Rate of sale and reorder frequency (by account and via RTM partners)

• Activation cadence: tastings, staff training, and menu placements

• Wholesaler engagement: joint calls, focus lines, and contribution to partner targets 

Success Metrics (Clear & Measurable)

• New distribution points (quality weighted)

• Active distribution in priority venues

• Rate of sale per account

• Reorder frequency via RTM

• Activation cadence (trainings, menu features)

• Contribution to territory revenue targets

• Experience in hospitality, drinks, or field sales with confidence in the on-trade

• Comfortable prospecting, negotiating, and closing in premium venues

• Organised and self-directed: you can run a territory without hand-holding

• A relationship builder with a commercial edge (you enjoy the win)

• Full UK driving licence; happy travelling across the territory

Ideal Profile

• 3–7+ years in on-trade field sales or premium drinks

• Experience working with UK wholesalers / RTM partners

• Comfortable prospecting and negotiating premium placements

• Strong commercial acumen — understands margin, mix, and ROS

• Self-sufficient territory manager

• Full UK driving licence

WSET or premium spirits education advantageous.

What We Offer

• Competitive base salary aligned to UK premium BDM benchmarks

• Performance bonus directly linked to measurable KPIs

• Travel expenses covered

• Real autonomy and territory ownership

• Clear progression as the company scales

For the right individual, this role can evolve into a senior regional or national commercial position.

How to apply

Send your CV (or LinkedIn profile) plus a short note answering:

1. Which venues/areas in this territory would you win first, and why?

2. What’s one recent brand win you’re proud of (listing/menu/activation)?

DM me here on LinkedIn or email:

• Paul Crolla: Paul@rutlandsquare.com
• (Subject: BDM — Scotland & North England)

Extra information

Status

Open

Education Level

Secondary School

Location

Edinburgh

Type of Contract

Full-time jobs

Published at

06-03-2026

Profession type

Sales

Full UK/EU driving license preferred

No

Car Preferred

No

Must be eligible to work in the EU

No

Cover Letter Required

No

Languages

English