National Wholesale Manager

1 March 2024


National Wholesale Manager (minimum salary £45kpa)

To apply for this role, please submit a CV and cover letter by email to Matt Eyre on by Thursday the 28th of March.

Job Purpose

The National Wholesale Manager position is a newly created role with overall responsibility for James Clay and Sons' relationship with the Wholesaler Distribution channel. With personal responsibility for key customers the National Wholesale Manager will also guide the sales approach in this channel where account management sits elsewhere within the team.

The role reports to the Head of Brand Development and forms part of the Brand Development Team within the company's wider sales function. Being an effective part of this team will include contributing to the channel strategy, timely reporting of sales positions versus plans and recommendations and implementation of corrective action where required.

Fostering a constructive working relationship with Operations, Finance, the wider Sales Team and Customer Services internally alongside our key brand partners externally will form an invaluable part of this role.

Detail of the role’s key responsibilities are outlined below.

Key Responsibilities

Management of the Wholesale Channel

  • Overall responsibility for the day-to-day management of the Wholesale Distribution Channel working in a flexible manner which delivers the maximum return for James Clay and Sons, the customer and for our partner brands. Customers in this channel will include national platforms such as Matthew Clark, LWC and HB Clark as well as regional distributors, such as Small Beer, and specialist beer distributors.
  • Delivering sales in line with volume, margin and brand placement objectives.
  • Utilising, evaluating and administering investments contracts to secure long-term business for James Clay and Sons.
  • Working at head office level with our Route to Market partners, their sales teams, marketing functions and their customers.
  • Working with our Operations and Customer Services departments to execute growth in the most profitable way.

Planning and executing brand activation strategy within the Wholesale Distribution channel.

Brand Sales

Successful delivery of brand strategy is recognised as a key component of James Clay and Sons' long term success. Not only the overall group success but as a vehicle by which to aid the delivery of ambitious plans to expand both our direct delivered and sub distribution sales footprint. James Clay and Sons have several brands in their portfolio ideally placed to make an impact beyond our direct delivered business and this role is key to our brand strategy execution.

Brand Sales Representative Line Management

A number of our key suppliers are adding dedicated sales representation in the UK. As part of co-investment, James Clay and Sons may directly employ and manage these representatives. This dedicated team will be line managed by the National Wholesale Manager as it grows. Recruitment, coaching and reviews against agreed objectives will form part of this role.

Supplier Management

  • Managing 3rd party brand and sales resources to support achievement of sub distribution sales objectives in conjunction with the Head of Brand Development.
  • Draught investment costs
  • Price and promotional deals
  • Brand sales and/or marketing support
  • Exclusivity agreements

Maximising resources from suppliers to support:

Exploiting the distribution footprint of the group to develop existing relationships and to build new ones with the overall objective to ensure the James Clay and Sons is the lead option for any high-quality brewery wishing to build on their UK distribution.

Key contacts, Internal and External


  • Head of Brand Development
  • Brands Team – including Commercial Manager
  • National Sales Manager (Direct Delivered)
  • Operations Director
  • Head of Brands
  • Head of Customer Services
  • Finance Director
  • Brand Sales Representatives


  • Overseas brand owners
  • Distribution partners
  • Head Office Purchasing
  • Marketing Departments
  • Sales Teams
  • Their Customers

About Us

James Clay and Sons Group (JSCG) is the parent company of a group comprising of:

James Clay and Sons. An importer, distributor and brand builder of craft beers from Europe, USA and Japan. With a goal to deliver interesting and exciting beers from around the world, James Clay and Sons have built strong working relationships both with the craft brewers from whom we import directly and our customers. Our customers range from bar owners and multiple pub operators, wholesalers, restauranteurs and large multiple retailers. James Clay and Sons is focused on delivering exciting beer experiences through exceptional flavour. The business head office is in Brighouse (West Yorkshire, HD6 1LU).

New Wave. A craft beer distributor servicing the Scottish market with an expertise in UK craft beer supported by an import portfolio primarily comprised from the James Clay and Sons imported range. New Wave manages the distribution for a number of Scottish breweries and curate a wide selection of the best cask beer available in Scotland and the UK. The business is located in Edinburgh.

Rarter Bond. A Customs and Excise Warehouse ideal for storage of duty suspended alcoholic beverages. With years of experience in excise warehousing, Rarter Bond helps customers develop their businesses and fully understand the HMRC regulations that control the industry. Alongside bonded warehousing the business provides order picking and other value adding services such as bespoke handling, storage, re-palletising and relabeling. The business is located at a secure compound at Leeds Bradford Airport and has a customers across beers, wines and sprits.