Grocery NAM

  • Company: Moët Hennessy UK
  • Country/Region: United Kingdom
  • Business group: Wines & Spirits
  • Contract type: Permanent Job
  • Function: Sales
  • Experience required: Minimum 5 years
  • Reference No.: MHE01049
  • Date of publication: 2020.02.05


Main Responsibilities:

Commercial Plan

  • Develop and implement a customer strategy and plan that achieves the annual customer budget
  • Deliver agreed volume, cost price, customer investment (FTT) and profit targets for each of the brands through the designated customer portfolio
  • Manage the monthly and annual sales forecast in commercial planning system
  • 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
  • Analyse and share sell-out data using available resources provided through customer EPOS systems
  • Complete Pre and Post Evaluation of all price promotional activity on given customer(s)
  • 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)
  • Build channel specific customer plans to make sure the MH portfolio benefits from emerging sources of growth, e.g. online and convenience
  • 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 in store activations and category solutions appropriate for luxury brands
  • Run an annual calendar of price promotional activity in line with channel guidelines and focused on maximizing value over volume and reducing sales on promotion %.
  • Deliver innovative ideas to enable the MH portfolio to be developed in an increasingly digital world

Market Intelligence

  • Gather and use comprehensive competitor information and analyse weekly Brand view 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
  • Use consumer, market and retailer information to offer category advice and support to designated customer(s)

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 Off trade team with participation in transversal projects as required.


  • To ensure absolute compliance with Competition Law at all times


Qualification & Experience:


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

Professional experience & know-how:

  • Blue Chip FMCG sales training
  • Experience of P&L Management
  • FMCG National Account Management experience
  • Good knowledge of Category Management
  • Experience of managing customers in the online channel
  • 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

Mission Statement:

To manage and develop the designated Off Trade customer(s) to achieve budget objectives through executing category and brand activations which ensure MHUK brands deliver sustainable value growth in line with the MHUK strategic pillars.