Head of Foodservice

SPC Global Group; Melbourne; Hybrid; AUD 140,000 - 200,000; Full time

Benefits offered by this job

Hybrid working options

Competitive salary

Performance incentive

Job summary

SPC Global Group is seeking a commercial leader to own and grow Foodservice, Catering, Community and Ingredients channels. You will set channel strategy, manage customer and distributor relationships, and drive sales, margin and growth across your portfolio.

This hands-on role requires FMCG experience and strong leadership to build a high-performing national team. You will report to the General Manager OTG & Independent Retail and collaborate across Marketing, Supply Chain and Finance to ensure

Qualifications

• Proven experience in a Channel or National Business Manager role in FMCG, Foodservice or On the Go channels.
• Experience leading a channel for a medium or large FMCG business.
• Experience in national account management, including pitches and tenders.

Responsibilities

• Develop and deliver a three-year channel strategy for Foodservice, Catering, Community and Ingredients.
• Own the channel P&L and deliver volume and revenue targets.
• Lead national account management, including tenders, pricing, terms and renewals.
• Plan and evaluate promotions within budget and ROI expectations.
• Build senior level relationships with key distributors, caterers and operators.
• Lead and develop the National Account Manager and other channel teams.
• Collaborate with Marketing, Innovation, R&D, Supply Chain, Quality and Finance to align plans.

Skills

National accounts

Channel management

P&L management

Negotiation

Strategic planning

Leadership

Forecasting

Data analysis

Education

Bachelor's degree in Business/Marketing

Tools

Excel

Job description

The Opportunity:

We are looking for a commercial leader to own and grow our Foodservice, Catering, Community and Ingredients channels, building a high-performing team and a profitable, scalable business beyond traditional grocery.

Reporting to the General Manager OTG & Independent Retail, you will set the channel strategy, lead the customer and distributor relationships and carry responsibility for sales, margin and growth across your portfolio. This is a hands‑on leadership role for someone who understands how FMCG brands win with operators, distributors, caterers and manufacturers.

Key Accountabilities:

Strategy and Growth

• Develop and deliver a three‑year channel strategy for Foodservice, Catering, Community and Ingredients, with clear targets for volume, net sales revenue & sales contribution.
• Build and maintain a forward‑looking pipeline of Catering, HORECA and ingredient opportunities that align with our growth ambitions.
• Identify and size whitespace by customer, segment and category, and convert it into distribution wins and new business.
• Match evolving customer needs with our current and future product capabilities, with a focus on solutions for back of house and on the go consumption occasions.
• Secure non grocery, industrial and B2B opportunities and build the business case for new product development and pack formats that suit operators and manufacturers.
• Lead the delivery of the national sales scorecard for the channel.

Commercial and P&L performance

• Own the channel P&L and deliver volume, net sales revenue & sales contribution objectives for the business and our customers.
• Lead all aspects of national account management, including tenders, pricing, price increases, trading terms, contract negotiation and renewals.
• Plan, execute and evaluate promotions, managing trade spend within budget and ensuring a clear return on investment.
• Work closely with Demand Planning, Supply Chain and Finance through the monthly demand review to protect forecast accuracy, availability and service levels.
• Ensure the accuracy of all customer financial information, working with the Sales Administration team.

Customer and channel leadership

• Build senior level relationships with key distributors, national caterers, hospitality groups, petrol and convenience operators, community and institutional buyers and ingredient customers.
• Develop and implement annual joint business plans and run regular business reviews with every key customer.
• Partner with distributor sales teams to drive operator reach, ranging and sell through, and lead the execution of national business plans at outlet level in line with customer and distributor agreements.
• Understand customers' businesses and markets, reconnect with strategic accounts and use that insight to create new business, actively managing and prioritising the leads database.
• Represent the company at trade shows, customer events and industry forums.

Team leadership

• Lead, coach and develop the National Account Manager, Key Account Managers and the satellite Customer Care team, delivering commercial results through others.
• Set clear performance metrics and run a disciplined performance rhythm that drives accountability and strong customer service.
• Build the capability of the field team and the structure of a dedicated channel commercial team to support long term growth.
• Manage external partners and agencies in the channel to deliver value and coverage.
• Lead with a safety‑first mindset and take all required precautions before any activity.

Cross functional collaboration

• Work with Marketing, Innovation, R&D, Supply Chain, Quality and Finance to align brand plans, specifications, capacity and customer commitments, and to deliver tailored, value adding solutions.
• Partner with Supply Chain and the surplus and clearance function to identify likely excess raw materials, by products and finished goods, and create channel outlets that recover value.
• Support Marketing and Innovation to make sure planned and unplanned excess materials from new products have a clear plan.
• Review channel processes end to end, identify gaps that create avoidable cost and lead improvements tracked through clear KPIs.
• Ensure compliance with food safety, quality, allergen and customer specification requirements in all customer programs.

About You:

• Proven experience in a Channel or National Business Manager role in the FMCG industry, specifically in Foodservice or the On the Go channel.
• Has previously led a channel for a medium or large FMCG business.
• Experience in national account and contract management, including pitching, tendering and renewing contracts.
• Has led and built teams and delivers results through others, with a passion for coaching and development.
• A track record of high performance and ownership of sales targets, including P&L, pricing, trade investment and margin management.
• Strong negotiation skills with national distributors, buying groups, caterers or large operators.
• Analytical mindset with the ability to turn sales, scan and distributor data into actionable insight.
• Understanding of category management and promotional strategy.
• Excellent communication and stakeholder management skills at senior and executive level.
• Proficiency in Excel and the ability to learn new systems, with strong attention to detail and accurate record keeping.
• Working knowledge of food safety, specification and tender processes.
• A Bachelor's degree in Business, Marketing or a related field.
• Experience launching or adapting products and pack formats for foodservice or ingredient customers.
• Existing relationships with Australian foodservice distributors, caterers or institutional buyers.
• Experience implementing process improvements with measurable results; certifications such as Six Sigma are well regarded.
• Experience working with external brokers or field sales partners.
• Customer obsessed, entrepreneurial and resilient, with a tenacious, results oriented approach to overcoming obstacles.
• A growth mindset and strong self‑awareness, comfortable working collaboratively and independently.
• Structured and process oriented, strong in planning, forecasting, project management and follow through.
• Brings SPC's core leadership behaviours: ensures accountability, collaborates, customer focus, decision quality, cultivates innovation, being resilient, drives results, enabling wellbeing, builds effective teams, instils trust, drives vision and purpose, and strategic mindset.

Our Culture:

Our employees come from all walks of life, across many cultures and backgrounds. The strength of our brands is supported through the strength of our people.

This is a rare opportunity to join a diverse, exciting workplace during a transformational period and make positive contributions to the growth of SPC Global.

You’ll be part of one of Australia’s most iconic businesses. You’ll work in a collaborative and supportive team environment with others who have a wealth of experience to share. We offer a competitive salary and performance incentive, along with flexible and hybrid working options.

You will be required to meet SPC Global’s employment criteria which will include pre‑employment medical screening.