Head of Retail Sales

THE POSITION

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

Retail Activation Excellence

• 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