The Head of Commercial - Grocery will lead the strategy, growth, and profitability of the grocery channel for the company's own label ambient product portfolio. This role is accountable for strengthening existing customer partnerships, driving new business opportunities, securing new retail listings, and delivering best‑in‑class execution across the UK retail landscape. The role also leads a high‑performing account team to achieve revenue, margin, and distribution targets.
Key Responsibilities
Commercial Strategy & Growth
Execute the commercial strategy for own label ambient products within the grocery channel.
Own the annual operating plan including revenue and margin.
Drive new business development, identifying and converting retailer opportunities for new own label ambient product ranges.
Identify category expansion opportunities and emerging trends within ambient grocery.Customer Leadership
Act as senior commercial lead for major retailers.
Lead the negotiation and launch of new own label briefs, renewals, and long‑term partnerships.
Build influential senior relationships with buying, category, and technical teams.
Drive joint business planning aligned to retailer strategies and the needs of the ambient category.Team Leadership & Development
Lead, coach, and develop a team of Account Managers including the NPD team.
Create a culture of accountability, commercial rigour, and high performance.Financial & Performance Management
Own the grocery P\&L for ambient own label products.
Manage and optimise trade investment, cost prices, and margin delivery.
Work closely with Commercial Director to maintain accurate forecasts and strong service levels.Category, Insight & Product Development
Use category data to build compelling arguments for ambient range development and optimisation.
Shape promotional plans, packaging changes, and innovation pipelines aligned to retailer expectations.Operational Excellence
Ensure robust account plans and accurate reporting against KPIs.
Manage the critical path for own label development.
Lead negotiation of annual terms, cost price discussions, and promotional frameworks.Skills & Experience Required
Strong experience managing UK grocery retailers within an FMCG environment.
Proven track record working with own label products, ideally within ambient categories.
Experience driving new business wins, securing listings, and responding to retailer briefs/Tenders/RFQs.
Strong commercial acumen with experience owning large P&Ls.
Excellent negotiation skills and ability to influence at senior levels.
Strong understanding of category management and retailer data systems.
Experience in fast-paced, growth-focused businesses. Behaviours & Leadership Attributes
Strategic, commercial, and analytically strong.
Confident and credible communicator with excellent relationship‑building skills.
Highly accountable, proactive, and results-oriented.
Empathetic and inspiring leader who develops and supports a high-performing team.
Collaborative and skilled at cross‑functional working.
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