Stephen Gray Email & Phone Number

London, GB

United Kingdom

United Kingdom

United Kingdom

• Head of Sales for Cash & Carry Off trade (including independent & fascia/symbol outlets), Foodservice and On Trade
• A member of the UK Leadership Team, reporting directly to the UK Managing Director
• Responsible for driving national and regional sales and marketing campaigns/activities.
• Leading and developing customers, team members, back office, new business and channel development
• Conducting brand, product and market analysis
• Joint annual business and strategic planning (in line with the Royal Unibrew UK and customer PULL strategies)

Europe

• Developed and implemented a full Multi Channel Structured Pricing and Trade Terms model and Wholesale Compensation Scheme across the UK business.
• Managed country level Trade Investment policies creating ongoing visibility and governance on AB InBev Trade Investment funds across all Country Business Units within the European Zone.
• Established Structured Pricing and Trade Terms (SPTT) frameworks to benefit contract planning through to contract execution and with the target of increasing return on investment of the overall Trade Spend.
• Produced fit-gap analysis of Trade Investment spend categories across business units within the European Zone vs. the Global model for Trade Investment.
• Introduced routine management and governance to ensure that future investment is correctly allocated.

United Kingdom

United Kingdom

• Previously responsible for Greene King then for numerous National Multiple Accounts including Inter Continental Hotels, Hilton, Thistle, Marriott, Gala Coral, SSP, Compass, Sodexo and others.
• Responsible for developing sales by adopting a category and joint profitability approach including utilising AB InBev’s third party distribution and wholesalers partners.
• Delivered consistently against budget year on year in both volume and profit and distribution targets.
• Successfully renegotiated and retained numerous strategically important National Account Groups driving increased and sustainable brand distribution, volume and profitability.
• Developed and implemented strategies at Head Office and Outlet Retailer level to secure stocking of AB InBev brands and increasing AB InBev share to replicate/exceed UK market share.
• Conducted Board level presentations to Key personnel and presenting strategies and negotiation to gain agreement to develop joint businesses objectives.

United Kingdom

Midlands

• Involved in the introduction of the new World Class Commercial Programme within InBev managing a team of 7 Field Sales Representatives, and an office based Operations Support Executive.
• Successfully resourced and implemented numerous sales structures, policies and frameworks across several FMCG businesses.
• Inspired, Motivated and Coached to ensuring all Sales Team members hit volume targets vs. targets.
• Co-Ordinated and monitored my team's efforts in the field to ensure they were always in the right place at the right time and to achieve sales into independent wholesale delivered via Waverley TBS and Matthew Clark and.

South Of England

• A Senior Management role, responsible for selecting, leading and managing a team of 10 Account Managers across South Free Trade and Tenanted On-Trade and National Account Management for Adnams PLC Pub Company.
• Played an integral part in the restructure of the entire National Sales force into a more responsive, flexible and proactive sales force.
• Recruited, coached, motivated and the developed of a team of account managers to deliver.
• Determined and implemented effective ways of delivering the strategic plans of National Groups such as Enterprise Inns, Punch Taverns, Scottish & Newcastle, Brains, Luminar and Greene King.
• Worked with Inspired Broadcast Networks Product Development teams to focus and coach account managers in selling new Digital Networked products such as the ItBox and DigiMusic.
• Developed new measurement tools and processes to monitor the progress of team effectively.

London And South East

• Responsible for selecting, coaching, leading and managing a team of 9 Account Development Managers Responsible for 3,000 accounts across Regional Pub Groups and the Multiple On-Trade within London and the South East.
• Developed the sales of the company brand portfolio by driving distribution volume through multiple operators within the Leased pub Group sector and by liaising with the Coors National Account Directors and the UK’s.

Sussex

Kent

Solihull