Commercial Director (MEA & CIS)

Edinburgh Rosebank, South Lanarkshire
Permanent
Full-time

2 days ago

Commercial Director (MEA & CIS): Lead strategic commercial expansion for Ian Macleod Distillers across a key region, driving distribution, brand saliency, and long-term growth.Ian Macleod Distillers Ltd… ‘An international, entrepreneurial, brand-led, successful, sustainable and respected, family business’We appreciate and value your interest in this opportunity with Ian Macleod Distillers. We own some of the world’s best loved brands such as Glengoyne, Tamdhu, Rosebank and Edinburgh Gin. If you haven’t already, please browse around our company internet pages and immerse yourself in our colourful history and sample the details of some of our exquisite brands. As we start to tantalise your taste buds and whet your appetite for a career here with us at Ian Macleod Distillers, you will really get to understand just why our team members and customers are indeed so passionate about all things Ian Macleod!About the RoleAs Commercial Director, you will lead on identifying market opportunities, optimising route-to-market strategies, and enhancing brand saliency. You’ll be responsible for executing best-in-class commercial and marketing strategies, aligning with Ian Macleod’s global vision while tailoring them to local market dynamics.This is a high-impact role for a self-motivated, results-driven professional with deep experience in the spirits industry and a proven track record of success in competitive markets.Key Responsibilities

Develop and execute regional commercial strategy aligned with global objectives

Drive distribution growth and outlet coverage for Ian Macleod’s core portfolio

Optimise rate of sale through strategic consumer and trade engagement

Identify and onboard new 3rd party importers and key accounts

Localise global brand strategies to create compelling in-market propositions

Expand SKU offerings and implement tactical marketing campaigns

Deliver effective P&L management and value chain optimisation

Lead annual merchandising and advocacy programmes

Expand brand awareness across key cities and lighthouse accounts

Foster strong distributor relationships and stakeholder engagement

Create and lead a high-performing regional team across multiple disciplines

What We’re Looking For

Extensive commercial experience in the spirits industry

Proven success in senior leadership roles with regional responsibility

Strong ‘hunter’ mentality with a track record of high-level sales results

Experience in distributor management and omni-channel growth

Ability to farm existing opportunities and cultivate new business

Exceptional relationship-building, influencing, and negotiation skills

Experience in CRM systems and data-driven decision making

High level of computer literacy and operational agility

Tenacious, proactive, and professionally determined

Prior experience establishing in-market distribution entities

Cross-functional expertise across sales and marketing

Why Join Us?

Be part of a dynamic and innovative team that values creativity and collaboration.

Opportunity to work with leading brands and make a significant impact on their growth.

Competitive salary and benefits package.

Continuous learning and development opportunities.

This is a rare opportunity to be at the forefront of our international business development, shaping the future of a globally respected spirits portfolio. You’ll work in a fast-paced, agile environment where curiosity, accountability, and innovation are celebrated.The successful candidate will be either

employed directly by Ian Macleod Distillers living and working in the UK, and travelling regularly for business

engaged in a self-employed contractor capacity, living overseas and travelling for business reasons on a regular basis

A copy of the full job profile is included belowNext steps…If after reading through, you feel that this opportunity lights a fire, then we would love to hear from you! Please remember that you will need to clearly demonstrate how your skills and previous experiences are a perfect fit to what we are looking for. If you have all of what we are looking for combined with a positive, fun and engaging personality and attitude, then do get in touch!To apply for this opportunity, click the apply now button to create your own recruitment account with us and submit your application and CV. Along with your CV, you will need to answer some key questions and submit a tailored cover letter, clearly outlining why your skills and previous experiences are a perfect fit to what we are looking for! Your cover note is your opportunity to make yourself stand out from the crowd!Please note, this is an open application window therefore we may close the advert at any point depending on the candidate applications received, so our recommendation is that you apply early to ensure you do not miss out***no agency contact***Proudly supporting the #OpenToWork movement.Here at Ian Macleod Distillers (IMD), we are an equal opportunity employer and proud members of the Scotch Whisky Association, Drink Aware and the Portman Group. We have developed our ‘ approach, also following best practice to help shape our commitment to wider social responsibility and industry standards and promoting responsible selling and consumption of alcohol.JOB PROFILEJob TitleCommercial Director (MEA & CIS)DepartmentInternationalFunctionSales & BrandDirect Reports / Reporting LinesYes: International Commercial CoordinatorROLE SUMMARYThe opportunity to be the driving force of Ian Macleod’s portfolio across the region. The successful candidate will formulate and execute the strategic vision for the region, implementing core commercial growth and marketing strategies, aligning with the company’s global vision. The successful candidate must have strong experience with 3rd party route-to-market optimisation and P&L management. As well as a track record of delivering long term sustainable growth.In this role, you will be the driver of positive change, by identifying market opportunities and leveraging IMD’s portfolio to build and expand our distribution universe. Implementing comprehensive in-market plans to enhance Ian Macleod’s core portfolio availability and saliency.The successful candidate will possess the skills not only to hunt down new business opportunities, but farm and nurture existing distribution to optimise rate of sale. You will be a self-motivated, hungry, self-starter with a proven track record of exceptional results within the spirits industry, with the ability to build and maintain value add relationships, and an aptitude for selling through distributor arrangements. We are looking for you to have a solid commercial network across the specific region and be comfortable working at pace, with agility and with flexibility in a curious, accountable and proactive manner. It is an exciting opportunity to be at the forefront of Ian Macleod’s international business development significantly contributing to the positive and dynamic commercial outputs of sustained, long-term, success across the region.ROLE DESCRIPTIONResponsibilitiesKey Day to Day ActivitiesCommercial growth (60%)

Effective P&L management delivering sustained, long-term, commercial growth, aligned with Ian Macleod’s global vision
Drive distribution growth and outlet coverage for Ian Macleod’s core portfolio
Identify new 3rd party importers and key accounts that best suit the regional strategy
Ensure optimised value chain management and effective pricing strategies
Implementing best in class operating and execution standards across all functions
Catalyse omni-channel growth and development to realise Ian Macleod’s strategic vision
Support in market sell through and ensure healthy depletions and rate of sale
Use data and market insights to drive and support the strategy

Nurture existing distribution (20%)

Optimise rate of sale in existing outlets through best in class commercial and consumer engagement strategies
Enhance brand awareness and saliency through effective execution standards and marketing strategies
Localise global brand strategies to create a successful in-market consumer proposition
Expand SKU offering within existing outlets

Consumer pull and engagement (20%)

Implement modern, tactical engagement strategies to enhance brand relevance and awareness
Halo brand awareness in key cities, targeting key pockets of influence and affluence
Annual merchandising and advocacy programme to enhance awareness amongst the trade and consumers
Comprehensive in-market trade marketing campaigns to catalyse growth

PERSON PROFILESkillsEssentialDesirable

Strong experience within the spirits industry
Extensive commercial experience, especially within the geographical region
Experience of working in a similar role of senior leadership
Can demonstrate market insight and thought leadership in the region
Previous high level sales results in a competitive and challenging sales environment
Can demonstrate a strong ‘hunter’ mentality and approach to selling
Providing and surpassing excellence in customer service and support
Sales experience, working across and within various sized businesses
Positive distributor management experiences and successes
Successful management of multiple stakeholders both internally and externally
Ability to successfully ‘farm’ existing opportunities and seek out new business opportunities
Strong and professional relationship builder
Ability to create and motivate a high-performing regional team
In-depth experience in CRM usage and management to optimise commercial results
Strong influencing and negotiating skills
Self-disciplined
Driven
Proactive
Ability to take ownership and have full acceptance of individual results
Results driven
Desire to succeed with significant will power
Professionally determined and tenacious
High level of computer literacy

Prior experience of managing and leading a team across multi disciplines
Previous experience in establishment of in-market distribution entities
Cross function experience across both sales and marketing
Previous experience of creating and growing your own regional team

XProfessional QualificationsEssentialDesirable

Degree in relevant discipline
Relevant language capability

Membership of recognised sales best practice organisation
Brand / marketing related qualification
Continued professional development within sales, negotiation and influencing skills

Ian Macleod Distillers

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