Head of Retail Sales

United Kingdom Source: WhatJobs

£120,000–£180,000

The Head of Retail Sales is responsible for leading the development and delivery of the retail growth strategy for the OTC portfolio, translating business ambition into executable commercial plans that drive sustainable sales, market share, and growth in a highly competitive and dynamic market.

The role leads and develops a high-performing team of National Account Managers and Customer Leads (e.g. Amazon & Pets at Home), providing strategic direction, coaching, and clear performance accountability to ensure best-in‑class execution across all customers and channels.

TASKS & RESPONSIBILITIES

Commercial & Performance Delivery

Drive sales, profit, and market share growth across the OTC portfolio
Deliver against budget and commercial objectives (JBPs)
Identify risks and opportunities and respond with speed and agility

Customer & Channel Strategy

Develop and execute customer and channel growth plans
Lead joint business planning and ensure strong commercial execution
Optimize activation across offline and online channels to maximize ROI

Customer Partnerships & Growth

Build and develop strategic retail partnerships
Lead complex negotiations and drive commercial outcomes
Identify and secure new business opportunities and distribution growth
Lead activation planning and execution across all channels
Drive excellence in promotional and category activation
Ensure plans are insight-led, measurable, and commercially robust

Leadership & Team Development

Lead, coach, and develop a high-performing team
Set clear expectations and drive accountability and performance culture

Cross-Functional Collaboration & Strategy

Partner with cross-functional and global stakeholders to align plans
Leverage insights to inform strategy and identify growth opportunities

Governance & Compliance

Ensure compliance with policies, regulations, and Code of Conduct
Promote accountability, ethical behaviour, and high compliance standards

REQUIREMENTS

Education

Degree or equivalent professional experience

Skills & Experience

Strong experience in retail, FMCG, or OTC commercial environments
Proven track record of driving sales, profit, and market share growth
Experience managing complex customer relationships (e.g. Amazon, retail multiples)
Excellent stakeholder management and cross-functional collaboration skills
Strong commercial acumen (pricing, P&L, business planning)
Excellent understanding of retail and e-retail dynamics
Strong leadership and team management capability with coaching experience
Ability to influence across matrix organizations
Strong analytical thinking and problem-solving capability
Experience in joint business planning and customer negotiations
Ability to operate in fast-paced, complex, and ambiguous environments
High level of personal accountability and ownership