• Company: Moët Hennessy UK
  • Country/Region: United Kingdom
  • Business group: Wines & Spirits
  • Contract type: Permanent Job
  • Function: Sales
  • Experience required: Minimum 2 years
  • Reference No.: MHE01017
  • Date of publication: 2019.12.20


Mission Statement 

To manage and develop the designated Wholesale customer(s) to achieve budget objectives through implementation of the MHUK Trading Term Structure. Through working with key strategic partners; ensure MHUK brands deliver sustainable value growth in line with the MHUK business objectives whilst always protecting brand equity by brands/Maisons.

Main Responsibilities

Commercial Plan

  • Develop and implement a customer strategy and plan that achieves the annual customer budget with key strategic customers in line with the business drivers
  • Implement and control the Trading Terms of all customers with terms to ensure compliance with the key metrics - provision of data, Pallet ordering & Scale
  • Deliver agreed volume, cost price and profit targets for each of the brands through the designated customer portfolio.
  • Manage the monthly and annual sales forecast in commercial planning system
  • Manage, track and protect the FTT & A&P spend with the key JBP customers, ensuring money is spent against the correct areas, in the right way to drive the business in line with expectations
  • Update and maintain customer account plans and all associated documents using agreed company standards
  • Actively work to protect and grow the distribution of Moet Hennessy brands within the customer(s) in line with channel guidelines
  • Ensure timely completion of relevant commercial admin (pricing changes, new line admin, invoice processing)
  • Enable effective credit management and cash collection in conjunction with the finance team

Customer Relationship Management

  • Build strong external relationships with the customer across commercial, category, supply chain, marketing, regional and store teams
  • Develop, plan and negotiate annual Joint Business Plans with key customer(s). Ensure ongoing tracking of performance vs plan internally and externally
  • Work cross functionally internally to ensure the appropriate level of support for the key customer(s) from category, marketing and supply teams
  • Become a facilitator for new ways of working and commercial ideas with given customer(s)
  • Attend all customer trade briefings and networking opportunities to fully understand customer strategies and opportunities for Moet Hennessy
  • Develop relevant insights and market data to support sales objectives and ensure success and sell with a "Category" mindset, talking the customer language with shopper and consumer metrics where possible
  • To work closely with MHUK and customer supply chain teams to ensure service level targets are delivered
  • Deliver product education and tasting events as required

Brand Activation

  • Work with the category and marketing teams to deliver trade leading activations and category solutions appropriate for luxury brands
  • Deliver innovative ideas to enable the MH portfolio to be developed in an increasingly digital world

Market Intelligence

  • In line with the Customers Terms gather and use comprehensive competitor information and analyze data to alert the business to market activity and price changes
  • Identify and recommend new business and brand development opportunities within designated customer(s) using data based insight
  • Utilize data to drive the MHUK non-called on universe in key geographical areas with strategic customers


  • To ensure absolute compliance with all relevant MHUK compliance requirements - e.g. GDPR, Competition Law & Responsible Consumption



Qualifications, Experience and Skills Required


  • WSET certificate (preferred but not essential)
  • Degree level education
  • Full driving license

Professional experience & know how:

  • 4 years + experience of working in a fast paced sales environment
  • Working knowledge of the UK wholesale market
  • Blue Chip FMCG sales training
  • Experience of P&L Management
  • FMCG National Account Management experience
  • Exposure to premium / luxury brands

Personal & interpersonal skills:

  • Drive, Energy and Passion
  • Affinity for luxury brands
  • Well organised
  • Strong Communicator
  • Good relationship builder
  • Numerate
  • Strong Negotiation skills

Additional information

Team Working

  • To attend all internal team meetings in order to understand broader channel agenda and to present back to the team on the designated customer(s)
  • Support the Route To Market team with participation in transversal projects as required.