What does it take to become a Regional Business Manager for a sustainable wine supplier? Eatnorth interviewed David Clark, to find out how he made the transition from hospitality Food and Drink Beverage Manager to looking after Lanchester Wines’ Northeast England patch.
Let’s introduce you to David Clark, Lanchester Wines’ Regional Business Manager for the Northeast patch: Gateshead, Sunderland, County Durham and Teesside.
“A restaurant is going to have different needs to a bistro or pub.”
DAVID is a people person. He has spent his career offering exceptional customer service within the hospitality industry, and it’s these skills and more that helped land him the role as Lanchester Wines’ Regional Business Manager for the Northeast.
He brings his own style to the role; you are likely to find him scribbling notes over a coffee at the seafront in Sunderland, within the landscape of Northumberland, or in the heart of County Durham. David will be quietly studying how your business operates before approaching for a proper chat.
“One thing I didn’t like when I was a food and beverage manager was someone would turn up at the door, introduce themselves and hand me their business card then ask: ‘tell me a bit about yourself and the business?’ I always preferred people who had done their homework and I am putting that method into practice.
“I’ve been visiting venues across the Northeast, not necessarily talking to anyone at first, just experiencing them as a customer,” he explains.
“I watch how they operate, where their strengths are and take notes. That way, when I do visit and introduce myself, I am armed with concrete knowledge and insights into their specific business.”
David’s journey to becoming Lanchester Wines’ Regional Business Manager for the Northeast is anything but typical. At 32, he had already clocked up 14-years working behind bars and managing food and beverage teams in some of the region’s top country hotels.
This was not his initial career plan. He wanted to be a police officer, he got to the final stages more than once, but fate, and a bar job in Newcastle at the tender age of 18 had other plans. What started as a way to earn a wage became a career in hospitality.
Now, as Lanchester Wines’ newest ambassador for the Northeast, the local boy, armed with first-hand hospitality experience and a sharp eye for detail, will only offer the pub, hotel, restaurant or independent retailer relevant wine and craft beer recommendations tailored to their menus, vibe, and clientele.
“Each venue is individual, therefore the wine and beer list needs to reflect that.”
It was at the Beamish Hall Country House Hotel, Durham, where David first learned skills in hospitality management. He also discovered a love for creating signature cocktails for events, the likes of Mojitos to Amaretto sour blends. He had a real flair for mixology and even entered a group cocktail competition with beer-based cocktails, displaying his experimental edge.
It was also at the Beamish Hall Country House Hotel, where he discovered a passion for fine dining, silver service and creating food and wine pairings for functions and weddings.
After four years, he moved to the 18th Century Wynyard Hall Hotel in Teesside, where he was promoted to Bar Manager within six months.
Here, David’s creativity flourished, he was tasked with developing cocktails using fresh, unusual ingredients from their glasshouse edible garden. Cocktails made with sweetcorn, rhubarb, or chopped beetroot combined with rosemary, raspberries Tequila or a local gin. Both worked really well as they created earthy, complex flavours.
“Although I love making cocktails,” he says, “it was seeing people enjoy them that fuelled my passion.”
David returned to Beamish Hall Country House Hotel, as Food & Beverage Manager, where he worked for five years. His palate evolved further, developing not just a love for beer but wine and food pairing.
“I really enjoy working with wine, experimenting with different foods, and expanding my knowledge. After working for over a decade in hospitality, I wanted to continue working with drinks. It made sense to sell drinks to hospitality and independent retail.
“I enjoy helping businesses expand their portfolio of wines and also Lanchester Wines’ sister company Full Circle Brew Co (Newcastle) craft ales and IPA. I want to inspire passion whilst the venue’s people expand their knowledge.”
The method seems to be working; in his first few months on the job, David secured a number of new hospitality customers with more in the pipeline.
Lanchester Wines isn’t just any supplier, it’s a family-run business known for quality, sustainability and a broad portfolio that spans everything from affordable staples to premium labels.
David was already a customer before joining, which means he’s well-versed in the businesses’ ethos, including its commitment to sustainability. The wider Lanchester Group, which includes Lanchester Wines, Full Circle Brew Co and Greencroft Bottling, has invested £13million in renewable energy and is predominantly powered by wind and solar energy.
The Lanchester Wines portfolio has a vast array of wines, designed to ‘excite’ the palate and ‘challenge’ the ordinary, and the business partners with wine producers who share its commitment to sustainability.
Around half of the wines are shipped in bulk (just like the old days with Bordeaux), saving 38% in CO2 compared to shipping in bottle, and last year the company launched the UK’s lightest bottle Verallia Bordelaise Air (300g) with 30% recycled glass. The wine is bottled at Lanchester Wines’ sister company Greencroft Bottling, also in Durham.
Challenges
One of David’s biggest challenges is enticing the venue operators to change their long-standing buying habits: “Some venues stick to brands they’ve sold for years,” he says.
“Lanchester Wines is not only competitive on price, but the wines within the portfolio are also carefully selected for quality and their sustainability credentials.
“The wines are genuinely of quality and offer value.”
David is also aware of wider trends: “wines with lower alcohol content are becoming popular, often to beat duty rises (incremental duty rises linked to ABV were introduced by the UK Government in February 2025), but “some other merchants don’t always lower the price to match.”
Despite these challenges, David’s ambition is clear: “I want to sell a lot of wine to a lot of people, while helping them save money.”
His preferred wines reflect that goal, favouring whites like Portuguese Vallegre Reserve Especial Branco 2019. Wines that sold well during the hot summer were Pinot Grigio, Sauvignon Blanc, Pinot Grigio Blush and Rosé.
“As we move into winter, customers will be looking towards the deep reds, like the Barossa Valley Wine Company range.”
Day in the life of a Regional Business Manager
David says: “I identify an area and research the venues. The standouts. One day I might be visiting villages, another day I could be in a city centre or visiting outlets along the beachfront. “I am now being approached by venues, which is nice too.”
Armed with the research he will then carefully select the right wines and beers suitable for that establishment, conscious not to want to be wasting anybody’s time.
With David’s background in hospitality, he is equally sensitive to the sector’s challenges and opportunities, and is trying to use as much of that to support and help people. “I know our customers’ struggles, their hardships and their difficulties and the number of working hours it takes to keep the business running.”
Looking for advise on your drinks offering? Get in contact with David David.clark@lanchesterwines.co.uk / +44 7701 253977 / 01207 52 1234
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In partnership with Lanchester Wines