Build and deliver Mother Root’s UK on-trade strategy end-to-end, aligned with wider business and brand goals
Establish and prove the Mother Root Perfect Account Model
defining where we win, why, and how to scale it
Define and lead a phased route-to-market strategy, including both direct supply and wholesale partnerships, to maximise early momentum, learning, and long-term scalability
Establish clear performance benchmarks including bottles per account per week, reorder frequency, activation ROI, and overall channel contribution
Own and fully activate Mother Root’s existing on-trade accounts, ensuring strong relationships, visibility, menu presence, and repeat order velocity
Build deep relationships with key operators, GMs, bar managers and group buyers
Ensure Mother Root is properly represented on menus, positioned appropriately, and consistently served to a high standard
Identify opportunities to increase performance within existing groups and flagship venues
Identify, secure and grow relationships with the right premium pubs, restaurants, hotels and hospitality groups
Prioritise quality and performance of accounts over volume of distribution
Leverage your network and strategic outreach to secure flagship placements that reinforce brand positioning
Develop a tightly curated portfolio of high-performing, category-defining venues
Select, onboard and manage wholesale partners where appropriate, ensuring strong alignment and performance
Negotiate commercial terms, pricing, and support structures that balance brand integrity with long-term commercial sustainability
Full P&L responsibility for your accounts
Ensure route-to-market decisions support both near-term learning and long-term scalability
Build the playbook and inform future scale
Track performance and extract learnings to inform future channel expansion
Build compelling flagship case studies that demonstrate Mother Root’s success in hospitality environments
Feed insights back into the wider business across sales, brand, marketing and product
Requirements
Proven experience in senior on-trade commercial roles (Controller / Senior Manager level) within a drinks business
Strong existing network across UK premium pubs, restaurants, hotels and hospitality groups
Track record of opening accounts and successfully growing their long-term performance
Experience building or scaling an on-trade channel, rather than inheriting a mature one
Strong commercial judgement on where to invest time, effort and resources
Experience working with distributors and managing route-to-market strategy
Highly autonomous and comfortable building new channels in fast-moving, scale-up environments