Head of Commercial

Overview of the Business

Our client is a well-established premium food business with a reputation for quality, provenance and long-standing customer relationships. Supplying both retail and food service customers across branded and Own Label ranges, the business has built a strong position within specialist and premium food categories.

With ambitious growth plans and a loyal customer base, the business is seeking an experienced Head of Commercial to lead its commercial function, drive profitable growth and shape the future direction of the organisation.

Reporting directly to the Managing Director, the Head of Commercial will have overall responsibility for the commercial performance of the business across Key Accounts and a particular emphasis on the Independent Sales channels
.

This is a broad leadership role encompassing sales strategy, pricing, margin management, customer development and team leadership. The successful candidate will act as the link between the senior leadership team and the commercial organisation, ensuring clear direction, accountability and delivery against ambitious growth targets.

The role would suit an experienced FMCG or food industry commercial leader who combines strategic thinking with a hands-on approach and has a proven track record of delivering profitable growth across multiple channels.

• Commercial Strategy & Leadership
  • Develop and deliver the overall commercial strategy aligned to business objectives.
  • Drive sustainable sales and profit growth across both Key Account and Independent Sales channels.
  • Identify new opportunities for growth across customers, channels and product categories.
  • Ensure resources are aligned to maximise commercial return and long-term profitability.
  • Act as a key member of the senior leadership team, contributing to wider business strategy.
• Sales Performance & Customer Growth
  • Lead all sales activity across Key Accounts and Independent Sales.
  • Set clear objectives, KPIs and performance expectations across the commercial team.
  • Monitor performance against targets and implement corrective actions where required.
  • Support the team on major customer opportunities, negotiations and strategic initiatives.
  • Develop robust account plans that deliver sustainable growth and customer value.
• Commercial Performance & Reporting
  • Own delivery of revenue, profit and margin targets.
  • Provide regular performance reporting and commercial insight to the Managing Director.
  • Develop clear visibility of risks, opportunities and future performance drivers.
  • Ensure robust forecasting and planning processes are embedded across the team.
• Leadership & Team Development
  • Lead, coach and develop the commercial team.
  • Build a high-performance culture focused on accountability, collaboration and continuous improvement.
  • Establish clear roles, responsibilities and performance expectations.
  • Foster strong cross-functional relationships across Sales, Marketing, Finance, Operations and Supply Chain.

• Significant commercial leadership experience within food, premium food or FMCG.
• Proven track record of delivering sales growth and margin improvement.
• Experience leading both Key Account and field-based sales teams.
• Strong understanding of retail, wholesale and/or food service channels.
• Demonstrable experience managing pricing strategy and commercial investment.
• Strong financial and commercial acumen with experience managing P&L performance.
• Excellent negotiation and stakeholder management skills.
• Experience operating within a fast-paced, entrepreneurial environment advantageous.