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UK Head of Grocery - Sales

Posted: 7 Jan 2021 Closes: 6 Feb 2021
Richmond, United Kingdom Competitive
Permanent & Full-time PAD_UKHEA01498

Head of Grocery, UK HUB Sales

Location: Richmond

Contract type: Permanent

People Leader: UK General Manager

Function: Sales

About us:

We are people against dirty, the people behind Method and Ecover. We’ve always done things differently. We are fearless thinkers, mad scientists and adventurous designers who believe making soap leads to brave ideas, bold inventions and beautiful bubbles. We are small but we have big plans to make the world a cleaner, greener, more colourful place. We think about cleaning as an act of creative expression, a gesture of rebellion, and, yes, an escape from the normal. We take cleaning seriously – but not ourselves. We invite everyone to join us as we pioneer a future where doing business is doing good for all.

Our two brands are committed to inspiring generations of happy, healthy homes by making non-toxic products that work – for you and the planet. That’s why our work environment is creative, brand-savvy, entrepreneurial, fast-paced, solutions-focused, irreverent but disciplined, team-oriented and fun. Curious? Keep reading.

Overview:

As well as leading our UK Grocery sales team, this role is responsible for developing & executing a clear and focused hub sales strategy to deliver profitable plans to outperform budget across our core categories in the grocery channel (Tesco, Waitrose, Sainsbury’s, Morrison’s and ASDA) ensuring consistency with the company’s 5-year strategy - including pricing, promotion, in store merchandising, distribution, retail relationships and NPD launches. This is an important people leadership position, with a strong focus on the wellbeing, development and performance of the UK Grocery Sales team. The role also sits on the UK Leadership team with responsibility for total UK team leadership and objectives.

Responsibilities:

Build, nurture and develop a first-class sales team
  • This role will have 3 direct reports (NAMs and SNAMs) so a strong focus on team leadership is an important aspect of this role. You’ll foster a high-performance team culture, with a particular focus on team development and growth.

Develop and manage the execution of sales plans to over deliver budgeted volume, profit, and GM $&%
  • You’ll have full responsibility for sales and trade spend / sales team targets/S&OP contact for UK HUB sales numbers.
  • You will manage trade budget / plan & make trade off decisions (customer, promo, pricing) to deliver IVS, PC, OP targets.
  • You’ll monitor/understand sales results vs. plan in hub & drive action / urgency to resolve. Review return on investment for all key activities & understand customer / channel P&Ls to enable trade-off decisions.

Lead the HUB ‘Fuel the Growth’ Plan to deliver improved profitability and trade spend efficiencies in line with the FTG targets including pricing / promotions / mix / fixed investments.

Leverage regional plans / insights & local market / customer / consumer insights to develop, agree & activate customer JBPs / sector plans and lead in-store sales excellence / theatre.
  • Translate & ‘hook’ an overall strategy for the trade approach and implement at account level with our SNAMs/NAMs to drive category growth & deliver > fair share distribution in the grocery channel & in-store theatre (promo, media, etc.) for LSB (Lifestyle Brands).

Produce accurate annual/monthly/weekly sales & demand forecast for Total UK HUB Sales as a key input into S&OP process & monitor / drive urgency to meet customers’ needs on ops basics (order entry, customer service, fcst, delivery)
  • Empower the team to provide data driven, accurate and timely inputs to demand planning to enable S&OP process & accurate forecasts, and to deliver LSB premium level of customer service / sales support.

Partner with Brand Experience / Product Managers (POD) to activate a product / BTL brand strategy and ‘win in store’ within accounts to complement customer strategy. Add a sprinkle of magic to create differentiated brand ‘theatre’ with retailers in-store (space, location, treatment) and out of store (via retailer marketing activities).

Experience you’ll bring:
  • Strong FMCG Grocery Sales experience – hands on experience managing a number of key grocery accounts.
    • Local commercial skills & customer expertise to build / manage / execute budgets, sales strategy (pricing, promos, channel strategies / choices)
    • Financial planning skills to create / monitor / deliver 1 yr sales budget, sales / demand forecast
    • Ability to contribute and build 3-5-year plans to deliver on long term strategies
    • Working knowledge of supplier / retailer operational requirements / systems / constraints
    • Ability to partner with brand experience team to win in store via strong NPD launches & leveraging retailer media to grow our brands
  • Experience leading others and developing direct reports.
  • General leadership skills to drive very strong focus in hub sales team on mass market & input usefully into hub prioritisation decisions
  • The role sits on the UK HUB Leadership team (PLT), and you’ll need experience elevating outside of your function in order to drive group leadership – adopting a ‘total team’ mindset.


Superpowers you’ll bring:
  • You will be a strong people leader, passionate about motivating, coaching and developing your team.
  • You will have strong drive for results, commitment and determination.
  • You’ll be a great relationship builder – skilled at selling, negotiating, managing conflict and inspiring our customers.
  • You will be well-organised and skilled at determining priorities and leading the team.


What’s in it for you?
  • Competitive pay & benefits
  • ‘Build your own’ learning programme
  • Free breakfast & snacks
  • 25 days holiday + bank holidays
  • Pension, Life cover & Health Insurance
  • Wellness days


It’s a big, beautiful, colourful world out there and we should celebrate that. That’s why we’re working hard to be a fully diverse and inclusive place to work. Every day we strive to create an atmosphere where everyone feels valued, listened to, supported and where we can do our best work. Sure, there’s always more that can be done. But together with our team, partners, customers and community, we can make everyone welcome.

If you have a disability that prevents you from following our online application process, please contact us on the email address below so we can provide an alternative way for you to apply.We are happy to make adjustments to our hiring process to ensure we are accessible to everyone – please let us know what we can do to support you.

People Against Dirty

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