Commercial Lead - UK & Scotland

Commercial Lead – UK & Scotland 

Working for a leading multinational manufacturer within premium packaging. Primarily focused on premium and super-premium spirits (whiskies, cognac, gin, tequila), fine wines, craft beers, cosmetics, and condiments. 

Role Description

The Commercial Lead for Scotland & the UK region is responsible for developing, managing, and strengthening commercial relationships with strategic customers in the market. The role includes direct management of key accounts, the identification of new business opportunities, and the implementation of commercial strategies coordinated with company objectives. The corporate environment offers an international scope and strong opportunities for growth and consolidation within the region.

Key Expectations

Education & Qualifications 

• Educational background in a commercial field (degree in Economics, Marketing, Business Management or equivalent) or technical field (Industrial Engineering)
• Certifications in sales management or account management are considered a plus

Professional Background 

• Proven and verifiable experience in a similar position (Head of Sales, Sales Area Manager, Key Account Manager) within an international company of a similar type (closures, packaging, bottles, barriques, distributors). Minimum required seniority: 10 years
• Excellent knowledge of commercial dynamics within the spirits sector, with an existing network of contacts in the Scotland and UK markets, gained through direct experience

Language Skills

• Native English speaker and professional knowledge of at least one other European language (B1/C1 level).
• Knowledge of Gaelic is a plus, but not required

Digital Skills

• Proficiency in Microsoft Office suite
• Experience with CRM systems
• Knowledge of Navision ERP (optional)

Key Strengths

Excellent commercial, interpersonal, and communication skills; professional presence suitable for the role

Strong negotiation abilities and a results-oriented approach, essential for achieving business goals aligned with commercial strategy

Project management skills and decision-making autonomy within assigned responsibilities: reliability, flexibility, and proactivity

Strong teamwork attitude, with regular remote engagement with commercial management and with corporate offices providing direct support (customer care, technical office, etc.)

Ability to learn and convey technical product knowledge to customers, ensuring accurate order and budgeting management (training will be provided at headquarters)

Additional Requirements 

Ideally based in Scotland

Willingness to travel to the group’s headquarters for regular commercial and training development, as well as frequent visits to customers and participation in industry fairs and events

Open to working in a multicultural environment, without prejudice of any kind (gender, age, ethnicity, race, sexual orientation or identity, health status, political views, religious beliefs, social or personal conditions, or other individual characteristics)

Role & Responsibilities

Reporting directly to the Chief Sales Officer for Key Customers and to the Sales Director for other commercial opportunities, the Commercial Lead will be responsible for the following activities:

• Manage, develop, and strengthen solid relationships with key customers
• Map the assigned area to identify new prospects, both medium and small-sized, within the target market
• Prepare reports on project progress, objectives, forecasts for key customers, and market expansion, and present them to the CSO
• Develop an in-depth understanding of customer needs and key requirements in order to prepare and present tailored solutions
• Negotiate contracts with key customers and meet established deadlines for achieving short, medium, and long-term objectives
• Periodically supervise account teams dedicated to key customers
• Collaborate with various corporate functions (e.g., Marketing, Sales, Customer Care, New Project Development, Logistics, Quality, etc.) to ensure that key customer needs are met
• Address and resolve key customer complaints, acting as the main point of contact with internal functions
• Provide periodic updates on market potential, needs, trends, and competitor landscape