Senior Commercial Manager - GB

Dig in and grow with us

At Mash Direct, our aim is simple: to bring the taste of great food, rooted in six generations of farming, to every table, nurturing a stronger connection between people, their food, and the land it comes from.

Were here to be the trusted source of freshly prepared vegetable side dishes, honouring our heritage while growing responsibly for future generations. How we do that matters. We work collaboratively, act with purpose, support one another, and take ownership of the results we deliver.

We also believe in looking after our people. Were building a culture where everyone voice is heard, good leadership is developed, and learning and growth are part of everyday work. Supporting each other and sharing knowledge is just as important as producing great food.

If you care about good food, honest work, and being part of a team that does things properly and you want to help shape the future of how we buy, Mash Direct is a place where youll belong.

What you'll be doing

This is an exciting opportunity to drive our commercial function across mainland GB, and be an integral part of our agenda for growth. This is a senior leadership role with direct accountability for all retail, food service, and private label customers across England, Scotland and Wales.

The right candidate will bring the ambition and discipline to grow gross margin, drive volume and open the door to new business simultaneously, someone who can hold a room with a major retailer, lead a sales team with genuine authority, and negotiate hard without burning relationships.

Your role will include:

Commercial Leadership & Accountability

• Take full ownership of the GB commercial P&L, with direct accountability for gross margin, volume, new business and revenue
• Develop and execute an annual sales plan aligned to the business strategy, with clear targets, and customer plans
• Monitor trading performance against budget on a weekly basis, identifying risks and opportunities and taking proactive corrective action
• Lead pricing strategy across the customer base, ensuring margin is protected and growth is profitable

Gross Margin & CPI Negotiation

• Drive gross margin improvement across all customers, identifying and eliminating margin leakage, using insights and data to influence customer pricing, and restructuring unprofitable business where necessary
• Lead the annual CPI and surcharge negotiation programme across all GB accounts, and negotiating to successful conclusion
• Maintain a live view of customer profitability and use it to inform ranging, promotional, and investment decisions

Customer Management

• Hold senior-level relationships across all major retailers, food service customers, and private label customers across GB.
• Develop and deliver customer joint business plans that drive mutual growth and deepen partnership beyond transactional relationships
• Develop pipeline opportunities with current customers, and future customers
• Showcase Mash Direct to current and prospective customers, leading with quality, service and innovation

Private Label & Own Brand

• Lead commercial engagement with private label and own brand customers across both retail and food service channels
• Work closely with the NPD, Technical and Operations teams to develop compelling own label propositions that win volume without compromising the brand or operational efficiencies
• Manage tender processes for private label business with rigour and commercial discipline

New Business Development

• Identify, target, and convert new business opportunities across GB
• Build a structured pipeline of new business prospects, with clear conversion plans and regular progress feedback into the SLT
• Represent Mash Direct at trade events and industry forums to raise commercial profile and generate leads

Team Leadership & Accountability

• Line manage and hold accountability for the GB sales team, including the National Account Manager
• Supporting the CCO to build a high-performance culture, one where expectations are high, results are recognised, and underperformance is addressed quickly and fairly by holding team accountable
• Lead from the front in customer-facing situations, coaching team members in negotiation and…