Head of PCRM

Our Craft

Our vision is to give more by crafting exceptional ultra-premium spirit brands. The Macallan is our leading brand, supported by Highland Park and The Glenrothes in the fast-growing single malt category. Our portfolio is completed with Brugal rum from the Dominican Republic, Wyoming Whiskey in the American Whiskey category and Valdespino sherry from Jerez in Spain. Edrington also has a strategic partnership with No.3 London Dry Gin.

Our principal shareholder is a charitable trust, so we were built to make a world of difference. Discover a place where values define our culture. The home of exceptional brands, where people and teams thrive.

Our Blend of Benefits

15 days annual leave, plus 4 Giving More volunteer days 
Invest in your future - additional provident fund
Private medical insurance 
24/7 support for you and your loved ones to counselling, life coaching and information on financial, mental, and physical wellbeing 
Experience our exceptional brands with a generous annual product allowance
Embrace work-life harmony with 50:50 hybrid working, 26 weeks’ paid maternity, paternity and adoption leave, and up to five paid carers leave days a year

Embrace Excellence

The Head of PCRM will lead the Private Client team in China and oversee the P&L of the Private Client Relationship Management channel. This role encompasses the full Edrington Single Malt portfolio and supervises our team across major tier 1 cities in China. The focus will be on growing our business and footprint into tier 2 and 3 cities, identifying potential for commercial growth and expansion.

The priority for this role is to design the growth strategy and lead executional excellence in the mentioned channel. Particular attention will be given to: 
1.    Delivering an exceptional client and consumer experience, which our clients expect from The Macallan and Estate Brands as symbols of incomparable craftsmanship and creativity.
2.    Recruiting affluent new clientele, collaborating with the local Chief Marketing Officer to co-design exciting programming and activation plans for our retail spaces, and engaging with new or existing clients at the right events and sophisticated touchpoints.
3.    Maintaining and elevating best-in-class standards for client engagement events and service ritual execution.

We are looking for an experienced luxury/prestige commercial sales expert with extensive knowledge of HNWI networks and VIP/exceptional client event management. The ideal candidate should have a strong affinity for luxury hospitality, be passionate, driven, determined to excel, and display the right attention to detail. They should also be highly inspiring for our teams, well-articulated, and perfectly well-mannered to engage with HNWIs and VIP clients.

Make an Impact

Key Responsibilities:

• Design KPIs/performance trajectories for the channel, driving teams and the supporting organization to achieve these goals while maintaining exceptional client service standards and quality recruitment into our client database upper tiers.
• Collaborate with the Local Chief Marketing Officer and Regional Head of PCRM to align on recruitment and Private Client target audiences as well as the dedicated recruitment plan (leveraging new or existing partnerships like Bentley, partner luxury hospitality…), and co-design related programming, activation, and recruitment plans to deliver excellence at retail and in Private Client engagement. This should all be done in perfect integration with the broader “Marketing & Activity Calendar” that supports our Exceptional Brand-building roadmap in the market.
• Ensure the Private Client Relationship Manager team complies with set standards of client engagement, relationship management, and transactions, adhering to all controls and rules, especially the KYC process.

Performance Reporting:

• Accountable for PCRM team KPIs, sales planning, and achievement plans, providing necessary standard reports monthly and for key review periods (e.g., PCRM monthly meeting, QBR, PSR, AOP etc.).
• Align with the Regional Head of Marketing and Regional Head of PCRM on recruitment KPIs and client engagement programs.
• Manage and report on BI and operating costs to provide insightful input for investment decisions.

Your Talent and Skills

• Proven track record with 10+ years of practical experience in channel and partner management within the luxury category.
• Highly experienced in luxury commercial sales processes, with best-in-class Private Client business experience for a leading luxury group.
• Experience in HNWI (especially Asian HNWI) management with strong culture sense and affluent clients recruitment, ideally bringing elevated practices and standards as well as access to untapped affluent clients.
• Strong business development skills to envision and increase recruitment through partnerships and penetration of affluent client networks.
• Knowledge or passion for wines and spirits. WSET 2 or equivalent is a plus.

   

  Behavioral Skills:

  • Inspiring leadership skills with high levels of confidence and maturity.
  • Takes exemplary pride in their appearance as an ambassador for all Edrington Brands

A Place For Everyone

We’re proud of our inclusive culture – where unique experiences, ideas and perspectives are celebrated. We want everyone to feel respected and empowered to contribute to our success.

Get involved. From colleague networks like Balance, Pride and Kick-Start to inclusion allies and DE&I champions, we encourage our people to be curious, get involved and help us make change happen.