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:
\t•\tNew account openings / new listings
\t•\tActive distribution and weighted distribution in priority venues
\t•\tRate of sale and reorder frequency (by account and via RTM partners)
\t•\tActivation cadence: tastings, staff training, and menu placements
\t•\tWholesaler 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
\t•\tExperience in hospitality, drinks, or field sales with confidence in the on-trade
\t•\tComfortable prospecting, negotiating, and closing in premium venues
\t•\tOrganised and self-directed: you can run a territory without hand-holding
\t•\tA relationship builder with a commercial edge (you enjoy the win)
\t•\tFull 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:
\t1.\tWhich venues/areas in this territory would you win first, and why?
\t2.\tWhat’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)