Position Overview
Lead the development and execution of a high-growth channel strategy across Convenience, Out of Home, and Wholesale.
Lead the growth of the Yoplait yogurt and dairy portfolio across high-growth, impulse-led and fragmented channels. The role is accountable for delivering profitable revenue growth, expanding distribution, and building strong customer partnerships in the Convenience, OOH and Wholesale channels. Leveraging a core team of Account Managers and the wider commercial team to unlock the Yoplait growth ambition in these key channels.
Key Responsibilities
1. Channel Strategy & Growth Roadmap
2. Define and execute a clear channel strategy for Convenience, OOH, and Wholesale aligned to overall business objectives
3. Identify and unlock growth opportunities across sub-channels (. symbols, independents, foodservice, travel, contract catering, etc)
4. Lead entry and expansion into new routes to market and new customers to close “white space”
5. Customer Leadership & Commercial Delivery
6. Foster senior relationships with key customers (. Bestway, major convenience groups, OOH distributors)
7. Lead Joint Business Plans with top customers to unlock mutual growth
8. Deliver Net Sales, Volume, and Profit targets across all channels
9. Negotiate trading terms, pricing, and promotional plans aligned to strategy
Route-to-Market & Execution Excellence
10. Define optimal route-to-market models (. direct vs distributor)
11. Ensure execution excellence and OSA (on shelf availability) across fragmented customer and channel landscape
12. Drive improvements in distribution, availability, and visibility
13. Portfolio & Channel Differentiation
14. Shape channel-specific propositions (. pack formats, price points, exclusives) in partnership with RGM, Category & Marketing teams
15. Drive innovation tailored to channel needs
16. Financial & Performance Management
17. Own full P&L for channels, including revenue, margin, and investment
18. Manage trade spend and ensure ROI-driven investment decisions
19. Track and report performance vs KPIs and implement corrective actions
20. Deliver profitable growth, balancing volume and margin
21. Cross-Functional Leadership
22. Partner with Marketing, Supply Chain, Finance, Category & RGM teams
23. Ensure alignment on forecasting, supply, and demand planning
24. Champion the voice of these channels within the organisation
25. Team Leadership & Capability Building
26. Lead and develop a high-performing sales team
27. Build capability in negotiation, channel strategy, and execution excellence
28. Foster a culture of ownership, agility, and external focus
Position Criteria
29. Proven senior sales leadership experience within FMCG
30. Strong understanding and experience of UK retail trade
31. Strong track record in Convenience, Wholesale and OOH channels
32. Experience managing fragmented routes to market and distributor networks
33. Excellent communication, negotiation and influencing skills
34. Excellent story telling skills, including clear call to action
35. Strong commercial acumen with P&L ownership
36. Ability to operate both strategically and operationally
37. Experience leading and developing high-performing teams
38. Experience of delivering results through working in cross-functional teams.
39. Understanding of category management process and how to leverage to generate wins
40. Degree calibre.
Leadership Profile
41. Externally focused – deeply understands customers, shoppers, and channels
42. Growth mindset – constantly seeks new opportunities
43. Execution obsessed – turns strategy into reality
44. Resilient and agile – thrives in fast-moving, complex environments
45. Collaborative leader – brings teams together to deliver results
Company’s Benefits
46. Family-Friendly Policies
47. Flexible working schedule
48. ‘FlexFriday’ (possibility to finish at 3pm and no-meeting Fridays)
49. Join our culture Pillar: CSR, personal growth, well-being…there is something for you!
50. Collaborative and new workspace with monthly building events
51. Generous matching pension scheme (L&G)
52. Company paid Dental Insurance (BUPA)
53. Company paid Private Medical Insurance for you and your family (AXA)
54. Life Assurance
55. 25 days of annual leave + 8 BH
56. Service Scheme (1 additional day off per year from Year 2 until reaching 30 days)
57. Buying/ Selling/ Carry over scheme