Territory Manager- On Trade

What will I be doing?

As an On-Trade Territory Manager, you will be responsible for delivering exceptional in-outlet execution, driving rate of sale and building strong value-adding relationships across Gloucester, Cheltenham and surrounding areas.

This role requires a blend of commercial acumen, brand expertise, operational excellence, and disciplined journey planning, to consistently deliver against KPIs and business objectives.

The Specifics

• KPI & Results Delivery: Consistently execute all steps of the call to a high standard. Deliver agreed KPIs, commercial targets, and performance metrics. Identify, secure, and activate ROS-driving opportunities within your account base. Implement ROS-driving tools and initiatives to maximise performance.
• Region Ownership & Journey Planning: Demonstrate strong understanding of the region, customer needs, and market conditions. Build and maintain an effective 4-week forward journey plan, to optimise coverage and results. Apply ROI decision making.
• Brand, Category & Technical Knowledge: Confidently apply brand and category knowledge during customer interactions. Deliver high-quality sampling activity. Act as a brand ambassador, ensuring perfect execution in every outlet.
• Stakeholder & RTM Engagement: Manage internal and external stakeholders with a results mindset. Build and maintain strong connections with route to market partners, to support aligned execution and shared objectives. Host effective 1-2-1 customer sessions to influence, educate, and build long-term partnerships.
• CRM & Operational Excellence: Maintain high standards of CRM hygiene, including accurate recording of data. Ensure all administrative tasks are completed accurately and on time.
• Business Development: Proactively contract new business opportunities and secure renewals with existing customers. Build a healthy pipeline of prospects and convert leads into long-term, value-driving partnerships.
• Attitude & Behaviour: Demonstrate a positive, solutions-focused mindset in all interactions. Uphold company values and act with integrity, professionalism, and accountability. Show resilience, adaptability, and a commitment to continuous improvement.

As part of your role, you will occasionally need to undertake overnight stays.

What are the perks?

• Competitive salary
• Bonus based on performance
• Comprehensive benefits including company car, IT equipment & pension
• Discounts in our cider shop & on-site pub, The Railway Inn (after all, you’ll need to know just how good our cider is!)
• This is an amazing opportunity to become part of the Thatchers success story and take on an exciting role where no two days are the same.

What are we looking for?

Ideally, you will have experience working in the on-trade/ with on-trade customers, and/or have experience of working in a field sales role.

Our team are action-oriented, adaptable, and resourceful and we have delivered success after success in a highly competitive marketplace. We have a thirst for knowledge, a passion for quality cider and a commitment to delighting our customers.

What skills & experience do I need?

• Pro-active
• Resilient
• Commercial awareness and ability to identify growth opportunities
• Confident in planning, prioritisation and time management
• Comfortable working independently while collaborating effectively with wider teams
• Strong communication and relationship/rapport building skills
• Flexible to meet the needs of the business
• A good level of IT literacy
• A full, valid driving license
• Experience in FMCG, hospitality, or field sales (preferred but not essential)

Who are Thatchers Cider?

Established in 1904 by William John Thatcher, we have grown into one of the top cider-making businesses in the world. Now in our fifth generation of family cider makers, we’re exceptionally proud of our Somerset roots.

We’ve experienced tremendous growth through industry-leading levels of investment in our marketing, people development, innovative technology and world-class cider mill. The best part? We’re just getting started.