On-Trade Channel Marketing Lead

In this role you steer strategic and operational marketing for Suntory’s premium portfolio in Germany, focusing on brand guardianship and commercial performance. You’ll own channel strategies, activations, and budgeting for high-profile premium brands, collaborating across Sales, Marketing and commercial teams. You will lead a small team to deliver luxury activations in hotels, fine-dining, and elite venues, driving growth with a hands-on, entrepreneurial mindset. This is an opportunity to shape premium experiences in a top-tier market.

• Act as commercial brand guardian for House of Suntory and premium portfolio, ensuring global alignment and local relevance.
• Own national commercialization of innovations, relaunches and limited-time offers with agile execution.
• Identify channel-specific growth gaps and develop cross-functional proposals, sell-in strategies and rotation models.
• Develop tailored activation plans for Premium Halo and Prestige Halo accounts (luxury hotels, fine-dining, high-end bars).
• Lead the commercial roadmap for direct wholesalers and indirect On-Trade customers, including activation planning and governance.
• Prepare annual negotiations, workshops and sales conferences; translate data into actionable tools.
• Serve as On-Trade channel storyteller at national sales conferences and cycle deployment presentations.
• Champion the 6P Framework with focus on Promotion, People and POSM; ensure best-in-class brand execution.
• Coordinate On-Trade POSM development and budget-aligned execution.
• Conduct onboarding and training with Capability Manager; explore innovative routes to market (e.g., KEG machine project).
• Own the On-Trade Brand Investment budget and apply a strong P&L mindset; measure ROI post-activation.
• Collaborate with Sales, Marketing and external partners; build relationships with key On-Trade influencers; represent On-Trade on Viva Engage.
• Lead and inspire two managers to deliver brand-building activations and events across On-Trade channels.

• Bachelor degree and 6+ years in On-Trade Channel Marketing, Trade Marketing or Key Account Management within spirits or luxury FMCG.
• Proven experience developing and executing channel strategies, POSM and customer activations.
• Leadership experience managing teams and cross-functional collaboration.
• Native-level German and business-fluent English.
• Proactive, entrepreneurial, hands-on mindset with strong execution focus.

• proactive
• entrepreneurial
• collaborative
• channel strategy development
• POSM planning and execution
• activation planning and ROI analysis