Strategic Accounts Lead
Contract type: Permanent
Location: Hatfield (Hybrid working - 3 days in the office)
Working hours per week: 40 hours
Level: Lead
Application Closing Date: Wednesday 3rd June 2026
About us
Our mission is to deliver joy in every shop, through unbeatable choice, unrivalled service, and reassuringly good value. We’re also on a mission to empower our business with smart technology; we've recently launched our AI Academy, providing a tailored AI learning journey for every colleague.
We’re Ocado Retail, a market-leading joint venture between Ocado Group and M&S, and the world’s largest dedicated online supermarket, ocado.com. Not only is Ocado the only place to shop a full range of M&S food online, it’s also the home to the widest online supermarket range in the UK and champion of small, independent brands. We’re also the brains behind Zoom by Ocado, our same‑day grocery delivery service.
About the team and the role
The Strategic Accounts Lead is a critical senior role responsible for defining and executing the strategy for our largest, most strategic advertising partners. You are a proven leader with deep expertise in retail media, e‑commerce, and executive‑level client management.
What you’ll do
Strategic Leadership & Commercial Vision
* Define the long-term vision and strategy for the Strategic Accounts portfolio, identifying key growth drivers, opportunities for new product adoption, and market positioning.
* Serve as the senior commercial and strategic leader for Ocado Ads, engaging directly with C‑suite and executive leaders at our largest client partners (e.g., major FMCG/CPG brands).
* Drive and be accountable for the annual and quarterly revenue targets for the Strategic Accounts team, implementing robust forecasting and performance management processes.
Account Management & Partnership Development
* Establish and maintain executive-level relationships across all key Strategic Accounts, ensuring Ocado Ads is a priority media partner embedded in their corporate strategy.
* Collaborate with buyers and suppliers on their joint business plans (JBPs), outlining strategic growth opportunities, product adoption, and campaign excellence.
* Oversee the strategic planning and execution of omnichannel retail media campaigns, ensuring clients achieve superior performance and ROI.
* Act as the voice of the Strategic Advertiser internally, working with Product, Marketing, and Data teams to influence the product roadmap and service delivery.
Team Leadership & Management
* Lead, mentor, and inspire a high-performing team of Strategic Media Planning Managers, fostering a culture of commercial excellence, innovation, and client obsession.
* Develop and implement best‑in‑class account management methodologies and sales processes to drive repeatable, scalable growth.
* Be responsible for talent acquisition, performance management, and career development within the Strategic Accounts team.
* Conduct regular 1:1s, performance reviews, and identify skills gaps and training needs to ensure the team is leveraging best practices in retail media and client relationship management.
Collaboration and Market Insight
* Work closely with the Proposition Lead, Commercial and Customer teams to translate client needs into product roadmap suggestions and to effectively package and launch new offerings.
* Provide accurate sales forecasting and pipeline management for the team’s combined book of business to leadership.
* Monitor market trends, competitor activity, and industry changes to proactively adapt commercial strategies.
Who you are
* Experience in digital advertising, media sales, or account management, with experience in a leadership/senior commercial role.
* Proven track record of consistently exceeding large sales quotas and driving significant revenue growth.
* Deep expertise in Retail Media, e‑Commerce, or programmatic advertising, with an understanding of the grocery sector a strong plus.
* Exceptional ability to build rapport, influence, and negotiate at the senior executive level, both with clients and agencies.
* Strong analytical skills, capable of using data and insights to create compelling commercial narratives.
* Excellent communication and presentation skills.
What’s in it for you
By joining Ocado Retail, you’ll have the chance to experience life at the world’s largest online retailer, work with an amazing bunch of people who challenge what’s possible each day, and grow your skills and career in online retail. You'll also be part of our AI Academy, a dedicated learning journey designed to empower every colleague with the smart technology skills of the future.
If that’s not enough to tempt you, you’ll also get access to loads of great benefits to sweeten the deal. Here’s a taste of what we offer:
Health & Wellbeing
Private medical insurance with option to add your family, Digital GP appointments, market‑leading family policies, mental health support, discounted gym memberships, dental insurance, and more.
Spend & Save
Annual bonus scheme split between personal and business objectives, recognition with reward platform, up to 7% matched pension contributions, 15% Ocado discount, 20% M&S discount, free breakfast every day in the office, electric vehicle leasing scheme, and free shuttle bus from Hatfield station to the office.
Never miss the moments that matter
Hybrid working, 26 days holiday plus 8 flexible bank holidays, options to buy extra holiday, 2 weeks work from anywhere, and lifestyle break opportunities.
Everyone’s welcome
We’re an equal opportunities employer, which means that we make sure all potential colleagues are treated fairly and equally. We want to ensure everyone has a fair chance to apply; if you need this job description in an alternative format (e.g., larger print, different document type, etc.), please reach out to us at careers@ocadoretail.com and we’ll be happy to assist you, and if you require reasonable adjustments during the recruitment process, please let us know on the application form.
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