Area Sales Manager

Do you have a proven track record of winning new on-trade business, driving wine volume and value, and building high-impact relationships with key decision-makers in the hospitality industry?

If so, we’d love to hear from you!

The Role:

As Area Sales Manager for Edinburgh and East Scotland
, you will be the driving force behind Majestic Commercial’s growth in one of the UK’s most vibrant culinary and hospitality markets. From iconic boutique hotels and high-end cocktail bars to premier restaurant groups and lively neighborhood bistros, you will be responsible for targeting and securing new commercial accounts, growing existing account profitability, and delivering an unbeatable level of client service.

Job Specifics:

• Contract Type: Full Time,Permanent
• Location: Field Base(Edinburgh & Surrounding regions)
• Reporting To: Regional Sales Manager
• Grade: 6

Key Responsibilities:

• Drive New Business Growth: Actively prospect, pipeline, and secure high-value new on-trade accounts across Edinburgh and the wider territory to exceed revenue and margin targets.

• Account Strategy & Portfolio Expansion: Build joint business plans with key trade customers to increase rate of sale, maximize profitability, and continuously optimize their wine and spirits offerings.

• Territory & Market Leadership: Serve as Majestic Commercial's regional ambassador, tapping into Edinburgh’s dynamic hospitality scene, seasonal festival booms, and key trade events.

• Client Retention & Exceptional Service: Maintain strong retention rates across your assigned account portfolio through proactive relationship management, regular staff training, and bespoke wine list support.

• Commercial Insights & Innovation: Work closely with the Head of Sales to execute regional sales plans, sharing market insights, competitive intelligence, and innovation opportunities across the business.

• Brand Building & Activation: Translate brand vision into high-impact activation and point-of-purchase execution that brings our premium wine and spirits portfolio to life.

• Financial Acumen: Demonstrate a thorough understanding of trade pricing, margin structures, customer P&Ls, and commercial terms to land win-win agreements.

• Sales Operations & Alignment: Present strategic updates, account pipelines, and performance forecasts at bi-monthly sales meetings, collaborating cross-functionally across the wider Majestic group network.

Knowledge &

Skills Required:

• On-Trade Expertise: A minimum of 3 years’ proven sales or business development experience within the drinks, wine, or wider hospitality supply sector.

• Territory Knowledge: Deep understanding of the Edinburgh and regional Scottish on-trade landscape (independent channels, key groups, hotels, and restaurants).

• Product Knowledge: Strong passion for and understanding of premium wine and spirits.
  WSET Level 2 or 3 Qualification is highly desirable (or equivalent experience).

• Commercial Agility: Solid commercial acumen with direct experience managing customer P&Ls, pricing structures, and contract negotiations.

• Relationship Builder: High energy, self-motivated, and persuasive, with a proven ability to influence key decision-makers (General Managers, Food & Beverage Directors, Sommeliers, and Business Owners).

• Problem Solver: A creative, can-do mindset with the resilience to navigate market challenges and capitalize on emerging industry trends.

• Communication & Structure: Excellent organizational skills, proactive time management across a field-based territory, and compelling presentation skills.

What's in it for you:

• Competitive salary
• Competitive Bonus
• Up to 20% Staff Discount
• 33 days holiday, including public and bank holidays and we also have a Holiday Purchase Scheme
• Life Assurance (Worth 3 times your annual salary)
• A contributory Company…