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Job Title:  HoReCa Territory Specialist

Job Number:  31383


BAT is evolving at pace - truly like no other organisation.

To achieve the ambition, we have set for ourselves, we are looking for colleagues who are ready to live our ethos every day. Come be a part of this journey!


BAT UK IS LOOKING FOR A HoReCa Territory Specialist

SENIORITY LEVEL: Experienced Professional

FUNCTION: Marketing & Sales

SALARY RANGE: Competitive salary package + excellent benefits + market leading bonus

LOCATION: London & South UK Territory



The HoReCa Territory Specialist will be responsible for building strategic relationships with the UK hospitality sector by working with clients in the HoReCa trade (bars, clubs, hotels) and establishing, maintaining and creating partnerships with potential partners. You will be organized, articulate with strong communication skills as you will have daily interactions with clubs, bars, hotel owners and managers at the very top level. You must have proficient skills in communicating with clients with the ability to negotiate and achieve firm agreements as well as keeping up to strong targets while supporting the overall business objectives. You will also be present at Festival and Events throughout the year where you will support the Activation plan while working closely with our partners.

Reports to: Consumer Engagement & Entertainment Manager

Reporting Level: Individual Contributor

Geographic Scope: London & South UK Territory


  • End Market role reporting to Consumer Engagement & Entertainment Manager
  • Working independently with variable working pattern - 50%-50% between business working hours vs weekends and late nights while present at events/festivals/activations



  • Responsible for developing strong relationships with potential partners to support the overall Marketing strategy for 2021. Signing new accounts by watching the market closely and proactively searching for new opportunities
  • Work independently and effectively managing and prioritising your time
  • Execute a territory coverage plan within a fixed geographic area of clubs/bars/hotels & events and festivals.
  • Understand the brand strategies and consumer behaviour studies, to be up to date with the new trends in the HoReCa channel and in the target consumer segment
  • Provide support and / or supplement the Events team in the implementation of BAT events and to monitor / evaluate the activations
  • Achieve increase in number of HoReCa accounts and brand visibility of company products
  • Ensure optimal availability of products over long and short term
  • Ensure Route to Market & Territory Management optimization



  • Do you have background in marketing or brand?
  • Do you have experience with building and maintaining relationships with clients?
  • Do you have experience working with the hospitality or FMCG sectors?



  • A passion and love for consumer brand marketing
  • A solid understanding of experiential marketing and brand experience across the industry including insights, measurement and best practice
  • Strong client management skills
  • Previous B2B HoReCa experience preferred (clubs, bars)
  • Strong influencing and negotiation skills
  • Proven track record in working with or within the hospitality or FMCG sectors including B2B sales to senior decision-makers
  • IT skills – basic use of the following packages: word, excel, PowerPoint, Microsoft outlook
  • You must hold a full driving licence and be mobile across the territory based on the business needs
  • Eligible to work in the UK



  • Bonus potential of up to 30% of annual salary plus share reward
  • Comprehensive training including selling skills, brand and industry knowledge.
  • 25 days holiday entitlement
  • Excellent Benefits Package including Private Medical, Pension, Share Scheme Options
  • Company car



At BAT we are committed to our Purpose of creating A Better Tomorrow. This is what drives our people and our passion for innovation. See what is possible for you at BAT.

  • Global Top Employer with 53,000 BAT people across more than 180 markets
  • Brands sold in over 200 markets, made in 44 factories in 42 countries
  • Newly established Tech Hubs building world-class capabilities for innovation in 4 strategic locations
  • Diversity leader in the Financial Times and International Women’s Day Best Practice winner
  • Seal Award winner – one of 50 most sustainable companies



Collaboration, diversity and teamwork underpin everything we do here at BAT. We know that collaborating with colleagues from different backgrounds is what makes us stronger and best prepared to meet our business goals. Come bring your difference!




Apply now »