Channel Head

Job Description

HEAD OF FOODSERVICE - PREMIUM BEVERAGE BRAND

ABOUT THE OPPORTUNITY

This is a unique opportunity to establish yourself as the Head of Foodservice at the UK's fastest growing business in its product category. As the company continues its impressive growth trajectory, this role offers significant potential for increasing seniority and responsibility as the leadership team expands with business scale. While the initial focus is on personal contribution to establish the channel, there is clear potential to build and shape your own team as the business grows. You're joining at a pivotal early stage of growth for this private equity-backed business, positioning you as one of the most senior commercial leaders as the business scales, with the autonomy to make a lasting impact on our Foodservice channel strategy.

This role represents an opportunity for career progression through increased responsibility and autonomy to create value, positioning you for future leadership as the business scales. The Foodservice channel is at an early stage of development, with significant upside potential as you establish and grow this critical business area. You will have the ability to shape the business' go-to-market strategy for the channel, so it's a chance to build a reputation for yourself as a value creator within a private equity-backed business.

This role will not be suited to somebody who needs a mature brandname, frequent strategic direction on how to spend their time nor somebody who needs established systems and processes in order to generate sales. This role offers significant autonomy and the opportunity to leverage your experience in the drinks category to generate value within an entrepreneurial and fully aligned team.

ROLE OVERVIEW

• Position: Head of Foodservice
• Industry: Premium Beverages / FMCG
• Location: Hybrid - Commuting distance to London (2 days/week in office)
• Reporting to: Sales Director
• Timing: ASAP, with notice expected

COMPENSATION PACKAGE

• Basic Salary: £60,000 - £65,000 per annum
• Bonus: Performance-based bonus scheme
• Benefits: Usual benefits + others to be discussed with management

ROLE PURPOSE

To drive sales growth of a premium beverage brand through the Foodservice/HORECA/on -trade channel, expanding presence in restaurants, pubs, hotels, contract caterers, coffee shops, and hospitality venues where beverages are consumed on-premise. You will be comfortable with strategic focus on menu listings, pour cost management, and operator partnerships.

KEY RESPONSIBILITIES

Channel development

• Develop and execute foodservice/HORECA sales strategy
• Target restaurant groups, pub companies, and hotel chains
• Build relationships with contract caterers (Compass, Sodexo, Aramark, Elior, CH&Co, BaxterStorey)
• Penetrate coffee shop chains (Costa, Caffè Nero, Pret) and independent cafés
• Expand into leisure venues (cinemas, theme parks, bowling alleys)
• Manage independent operator network across the UK

Account management

• Secure menu listings and beverage program placements with key operators
• Manage pour cost structures and pricing for foodservice channel
• Conduct staff training and product education for bar/restaurant teams
• Monitor stock levels and optimize ordering cycles for operators
• Build strategic partnerships with foodservice operators and wholesalers

Sales execution

• Achieve monthly/quarterly sales targets for foodservice channel
• Develop operator promotional programs and staff incentive schemes
• Manage pricing and discount structures for foodservice
• Coordinate with marketing on foodservice-specific campaigns
• Provide market intelligence on operator trends and competitor activity

CANDIDATE REQUIREMENTS

Essential experience

• Minimum 3+ years' sales experience with a clear track record of winning and growing foodservice accounts
• At least 2+ years in soft drinks, beverages, or closely relevant FMCG category with significant focus on the UK foodservice/HORECA/on -trade channel (restaurants, pubs, hotels, contract catering)
• Existing network of contacts across restaurant groups, pub companies, contract caterers, hotel chains
• Commercial understanding of foodservice margin structures, pour cost management, and menu placement effectiveness

Personal attributes

• Highly motivated and driven - self-starter mentality
• Able to hit the ground running - minimal ramp-up time
• Strong commercial acumen - understands foodservice economics
• Excellent relationship builder - can develop operator partnerships
• Resilient and persistent - can handle operator resistance
• Strategic thinker - can develop channel strategy

Practical requirements

• Already living within a commuting distance to London - required 2 days/week in office
• Field-based role - extensive travel across territory to visit operators
• Right to work in UK - no sponsorship available

PREFERRED EXPERIENCE

• Direct experience selling premium beverages into UK foodservice/HORECA
• Existing relationships across restaurant groups, pub companies, contract caterers, and hotel chains
• Demonstrable foodservice route-to-market effectiveness with evidence of managing profitable growth
• Experience with independent operator networks and distributor management
• Knowledge of pour cost management and foodservice margin structures

RECRUITMENT PROCESS

1. Stage 1: CV screening and initial video call interview
2. Stage 2: Competency-based interview with hiring manager
3. Stage 3: Presentation/case study on foodservice strategy
4. Timeline: Aiming for 2-3 week process from start to offer