Commercial Manager London, England
Job description
Role Profile
Updated: February 2023
Title: Commercial Manager – UK
Reports to: Global Head of Sales
Department: Commercial
Work location: Hybrid
About Us
Underpinned by long standing, best in class partnerships with global retailers, distributors and suppliers, KMI
Brands unites and develops brands under license as well as its own portfolio of brands. KMI’s portfolio includes
Noughty Haircare and Bodycare, Plantopia, Ted Baker and Orla Kiely, covering a wide range of categories such as haircare, skincare, men’s grooming, fragrance and beauty. One of the fastest-growing British beauty businesses,
KMI Brands works with renowned British retailers including Boots, John Lewis, Superdrug, Tesco, Waitrose,
Sainsbury’s, The Perfume Shop, Sephora and The Hut Group. Global retail partnerships include Ulta in the US,
Shoppers Drug Mart in Canada, Priceline in Australia and various partners across Europe, the Middle East, South
Africa and Scandinavia. The head office is based in Holborn, London with a US base in Miami.
Our Company Values - KMI Brands prides itself on:
- Creative and commercial curiosity
- In the pursuit of excellence
- Respect, Honesty and Trust
- Recognition and Celebration
- Commitment
- Sense of commerciality
- Inclusive and Diverse
Job Description
Role Summary
Lead, manage and coach the UK sales function within KMI Brands to maximise revenue and profit for the company in line with immediate goals and longer term growth targets. Increase the profile and presence of KMI Brands across target retailer channels. Always seek to optimize new and existing business opportunities and drive profitable and sustainable sales, whilst always working cross functionally to enhance and improve the equity of our brands in the marketplace. Coach, motivate and develop members of the Commercial Team to achieve company and personal objectives.
We are looking for a focused, driven and talented individual to excel and develop in this newly created role. You will be passionate about delivering results both yourself and through leading, managing and coaching the
Commercial team and wider business. If you are commercially curious and with a challenger and winning mindset and think your values and culture are aligned with ours, then we would love to hear from you.
Retailer Relationships
➢ Build strong relationships with existing retailers through regular communication and meetings delivering compelling rationale supporting proposals.
➢ Actively communicate with all retailers, developing strategies and communication plans.
Account Management
➢ Proactively initiate and develop effective working relationships with key decision makers in retail and distribution partners across all commercial areas including Buying, Supply, and Marketing.
➢ Lead account planning to optimize product assortments, in store exposure and trade marketing support delivering against annual sales and investment targets.
➢ Oversee the creation of engaging, insightful retailer presentations to maximise sales opportunities and develop long-term relationships.
➢ Work with internal brand and marketing teams to deliver marketing and NPD programmes in line with achieving growth targets, measuring effectiveness of each campaign.
➢ Maximise effective use of CRM and data insight systems for lead generation, marketing activity, retailer support and latest retailer information available.
➢ Ability to be the “eyes and ears” of the company in all opportunities for sales growth in the UK.
➢ In conjunction with Head of Sales, build JBPs with each retailer aligned with KMI strategy, ensure delivery against these from a sales, stock and investment perspective.
➢ Proactively review performance against contractual set targets and look to improve KMI gross margin across all active partners. Managing exit from non performing or profit eroding partners.
➢ In conjunction with the key stakeholders set goals and lead the UK sales growth, driving improvements to ROS and base growth in line with business expectations.
➢ Ability to provide leadership, management and coaching on forecasting and planning and implement best practice.
Retailer Planning and New Business Development
➢ Lead and be commercially curious whilst creating a clearly defined, cohesive, comprehensive sales pipeline including new business development for prospecting.
➢ Working alongside the Head of Sales and Commercial Director to develop growth targets for existing retailers, assess new business opportunities, plan and implement retailer strategies to deliver sales and profitability in line with KMI Brands targets.
➢ Accurately input Prospect values into internal systems (Netsuite) to ensure full business wide visibility.
➢ Drive new and exciting revenue discussions with full accountability for new business generation, strategy and direction. Identify and deliver against opportunities for growth leading, managing and coaching the
National Account Managers to deliver results.
Sales and P&L Accountability
➢ Responsible for creation and delivery against monthly, quarterly and annual sales budgets, reviewing variances and recommending alternative actions as appropriate. Provide relevant recommendations for adjustments to UK sales strategy.
➢ Work with Head of Sales to lead preparation of Annual Sales Budgets, optimizing sales and profitability.
➢ Thorough and demonstrable understanding of the granular operational mechanisms of the UK P&L.
➢ Lead the UK sales team through the budgeting/forecasting process. Ensuring thorough review, accuracy and deliverability.
➢ Competent level of financial understanding to assess the impact of any decision on the overall financials of the business, including cash flow and profit impact.
Market Knowledge
➢ Identify research needs for commercial advantage, research market and categories to maximise insights, identify sales targets and 3mphasiz KMI knowledge bank for continued growth opportunities.
➢ Known as Commercial Manager – UK for KMI, networking both internally and externally, always being commercially curious visibly across the business.
➢ Focus on building cohesive relationships with key stakeholders demonstrating real management of day to day business and ensuring focus on futureproofing.
➢ Lead the development and management for definition, sharing and execution of the UK strategy for revenue channels and categories. Clear definition and direction for retail channels and categories to futureproof KMI portfolio. Ensure synchronicity with International and USA revenue channels 3mphasizi strong leadership behaviours and excellent communication.
➢ Ability to build cohesive understanding of how sales and marketing strategies are interlinked.
Commercial Team Development
➢ Lead, manage and coach the commercial team and oversee performance in line with objectives whilst building skills, accountability and a strong appetite for success.
➢ Set clear goals and direction to the commercial team.
➢ Work cross functionally and with key external stakeholders to design and run training sessions inside or outside the commercial team. Be able to identify when individuals need training.
➢ Day to day decisions fully dealt with personally / with HR collaboration and support.
➢ Be able to confidently delegate key tasks and responsibilities.
➢ Define a clear sucession plan with development needs, timelines and resources required.
➢ Passionately amplify and encourage others to lead culture from within, 3mphasizing a sense of common purpose and values. Enhance, grow and focus on your style of inspirational communication, always leading by example.
➢ To embody, promote and champion the Zero Talent Skills:
- Being on Time o Work ethic o Effort
- Body language o Energy o Attitude o Passion o Being coachable o Doing extra
- Being prepared
Benefits
➢ 26 days holiday (pro rata) excluding bank holidays
➢ 3 days discretionarily paid for office shut down between Christmas and New Year
➢ Pension auto enrolment 4% ee and 4%er
On completion of probation:
➢ Health Insurance
➢ Health Cash Plan
➢ Birthday ½ Duvet day
➢ Cycle to Work Scheme
➢ Buying and selling holidays
➢ Death in Service
➢ Staff Purchase Facilities
KMI Brands is an equal opportunities employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, national origin, disability or protected veteran status.
Job Types: Full-time, Fixed term contract
Contract length: 12 months
Salary: £60,000.00-£75,000.00 per year
Benefits:
- Company events
- Company pension
- Cycle to work scheme
- Employee discount
- Life insurance
- Paid volunteer time
- Private medical insurance
- Sick pay
- Store discount
- Wellness programme
- Work from home
Schedule:
- Monday to Friday
Supplemental pay types:
- Performance bonus
Ability to commute/relocate:
- London: reliably commute or plan to relocate before starting work (required)
Education:
- Bachelor's (preferred)
Experience:
- Working with UK Grocers, team development: 3 years (required)
Work Location: Hybrid remote in London
Application deadline: 12/03/2023
Expected start date: 19/03/2023
