Job Position: On Trade (HoReCa) Channel Sales Manager
About Us
About Us
G3 Spirits LLC Podgorica is part of the G3 Spirits Group, a leading regional distributor and marketer of premium international alcoholic and non-alcoholic beverage brands across Southeast Europe.
Operating in Montenegro with strong regional support, the company combines global brand standards with deep local market knowledge to deliver high-quality distribution, sales execution, and brand development across retail and on-trade channels.
G3 Spirits Montenegro is recognized for its strong partnerships with principals and customers, a performance-driven culture, and a commitment to professionalism, integrity, and long-term sustainable growth.
Operating in Montenegro with strong regional support, the company combines global brand standards with deep local market knowledge to deliver high-quality distribution, sales execution, and brand development across retail and on-trade channels.
G3 Spirits Montenegro is recognized for its strong partnerships with principals and customers, a performance-driven culture, and a commitment to professionalism, integrity, and long-term sustainable growth.
Job Summary
The On Trade (HoReCa) Sales Channel Manager is responsible for leading and developing all commercial activities within the On Trade channel, with full accountability for sales growth, profitability, and execution excellence across HoReCa customers and distributors. The role drives sales strategy, channel development, trade marketing execution, and financial performance in line with company and principal objectives.
Working closely with senior management and cross-functional teams, the position builds and manages strong partnerships with wholesalers and HoReCa customers, develops the On Trade sales organization, and ensures premium brand presence, visibility, and activation in key outlets. This role plays a critical part in strengthening brand equity and delivering sustainable, long-term growth in the Montenegrin On Trade market.
This is a senior commercial role with full ownership of the On Trade Channel P&L, requiring a strong balance of strategic thinking, disciplined execution, and hands-on leadership in the field.
Key Tasks and Responsibilities
Sales Strategy & Channel Development (On Trade)
- Define and execute annual and monthly sales, collection, and profitability plans for the on-trade channel
- Drive sustainable sales growth, distribution, and brand performance across HoReCa outlets and wholesalers
- Monitor KPIs and channel performance versus plan, implementing corrective actions when required
Partner, Key Account & Commercial Management
- Build, manage, and develop strong partnerships with key wholesalers and strategic HoReCa customers
- Lead negotiations on commercial terms, cooperation agreements, listings, and promotional activities
- Ensure compliance with company policies, profitability targets, and contractual obligations
Trade Marketing & Brand Activation
- Plan, manage, and control Оn Тrade trade marketing (TRADEX) budgets to ensure efficient and impactful spend
- Ensure premium brand visibility, activation quality, and execution standards across HoReCa outlets
- Oversee execution and evaluation of activations, events, and tailor-made Оn Тrade promotions
Financial Planning & Performance Control
- Manage budgets, accruals, forecasts, and P&L performance for the Оn Тrade channel
- Monitor collections, credit exposure, and financial discipline across partners
- Approve and control channel-related purchase orders and invoices
Team Leadership & Collaboration
- Recruit, onboard, lead, coach, and develop the Оn Тrade sales team and channel partners
- Coordinate closely with Marketing, Finance, and Logistics to ensure aligned channel execution
- Conduct regular market visits, performance reviews, and business discussions with partners and team members
Qualifications
- Bachelor’s degree in Business Administration, Economics, Marketing, or a related field
- 3-5 years of experience in channel sales, partner management, or key account management, ideally within spirits, FMCG, or HoReCa
- Strong understanding of the Montenegrin On Trade market and customer landscape
- Proven experience in building and managing on-trade or distributor-driven sales channels
- Strong negotiation, contract management, and relationship-building skills
- Solid financial acumen, including budgeting, forecasting, and P&L management
- Strong organizational, analytical, and reporting skills
- Entrepreneurial, proactive, and independent mindset with structured execution approach
- Enthusiasm for the spirits industry and understanding of HoReCa trends and dynamics
- Proven ability to operate hands-on in a dynamic, execution-driven sales environment
- Excellent communication and interpersonal skills
- Proficiency in MS Excel, ERP, and CRM systems
- Fluent in English (written and spoken)
- Driver’s license B
- Residence in Podgorica or surrounding area
Our Offer
- Highly competitive salary package, aligned with experience,nization
- Strong feedback and recognition culture that values performance and initiative
- Supportive working environment built on open communication, dig responsibilities, and market benchmarks
- Annual performance-based bonus scheme, linked to clearly defined KPIs and business results
- Company car, available for private use
- Flexible working hours, with limited remote work options
- Paid onboarding program, ensuring structured and smooth integration into the role and organization
- Continuous and structured training and development programs
- Clear career growth opportunities within a growing regional organity, and mutual respect
- Team-oriented, diverse, and inclusive company culture
- Opportunity to contribute, create, innovate, and lead, with real ownership and impact
- Private health insurance
- Stable employment within a regional company with a strong reputation and long-term vision
Send your application to:marija.akimovska@apod.com.mk or via option KONKURIŠITE.
