Fraser Heenan

Inspirer
DISC Type : di

Head of Wholesale at Gordon Castle Scotland®

United Kingdom

Overview

Fraser Heenan is a strategic sales and commercial leader specializing in the FMCG, luxury goods, and hospitality sectors. Currently the Head of Wholesale at Gordon Castle Scotland®, he has a proven record of strengthening sales teams and driving growth. He holds a Bachelor of Commerce from the University of Canterbury and colleagues describe him as positive, tenacious, and dedicated.

There is no publicly available information about his personal life, hobbies, or interests outside of his professional endeavors.

He once co-founded a company to bring the Cornitos snack brand from India to the UK, successfully launching it into major wholesale and retail channels.

Personality Overview

Achievment Oriented

Confident & Optimistic

Generous

They usually prefer to drive the conversation.  They measure a product on its merit but can be influenced by strong testimonials. They respond well to objective pitches but also attach some value to relationships.

Topics They Care About

Sustainable Luxury Goods
His current role at Gordon Castle Scotland® centers on sustainable luxury toiletries and handcrafted botanical products, reflecting a focus on environmentally conscious premium goods.
Premium Hospitality Sector
He has significant experience in the premium hospitality industry, demonstrated through his leadership roles at both Gordon Castle Scotland® and Braehead Foods Ltd.
Global Brand Growth
He actively promotes his company's international expansion, highlighted by a recent successful launch of Gordon Castle Scotland® in the USA market.

Media Appearances

Fraser has no verified media appearances

Work History

3-2025
Head of Wholesale at Gordon Castle Scotland®
4-2023 - 2-2025
Commercial Sales Director at Braehead Foods Ltd
1-2019 - 3-2023
Sales and Marketing Director at PDC Ltd
2-2017 - 11-2018
Head of Commercial - Sales and BPO at Three.
8-2008 - 2-2017
Head of National Accounts and Distribution at Three.

Education

1993 - 1995
Bachelor of Commerce (B.Com.) from University of Canterbury

More Information

Social Presence :

Prographics :

Exp : N/A Location : United Kingdom Job Level : N/A Designation : Head of Wholesale at Gordon Castle Scotland®
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Insights For Selling To Fraser

During A Call Or A Meeting

DO's

  • Get them to a point where they are ready to bat for your product internally
  • Look like someone who is on top of their game
  • Acknowledge their status and position during the conversation

DONT's

  • Don’t be too verbose or overly friendly; a little bit, however, is fine
  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don’t keep repeating the same information, it could make them impatient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Fraser is

  • Product value plays a big role, followed by relationship and a sense of achievement.
  • Will you ever get a clear answer from Fraser

  • If they do not firmly believe in you, they will refuse without hesitation.

Insights For Deal Planning

    How fast (or slow) will Fraser move?

  • They can take fast decisions if they develop conviction in the product and find you trustworthy.
  • Can Fraser take some risk or not?

  • They have the capability of taking risky decisions if necessary.

You And Fraser

Personality Compatibility


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