Growth Accounts and Agency Lead

Ocado Retail Limited; Hatfield; Hybrid; GBP 90,000 - 130,000; Full time

Benefits offered by this job

Private medical insurance

Pension

Ocado discount

M&S discount

Hybrid working

26 days holiday + 8 bank holidays

Job summary

Ocado Retail Limited in Hatfield is seeking a Growth Accounts and Agency Lead to accelerate revenue growth by managing mid-tier and growth suppliers and driving partnerships with media agencies. You will sell the full Ocado Ads portfolio and leverage Beet data insights with senior partners.

You will be a commercial leader with deep expertise in retail media, eCommerce, and programmatic advertising, able to build senior-level relationships and drive cross-functional collaboration.

Qualifications

• Proven experience in digital advertising, media sales, or account management.
• Leadership or senior commercial role experience.
• Track record of exceeding large sales quotas and revenue growth.
• Deep expertise in Retail Media and eCommerce or programmatic advertising.

Responsibilities

• Lead, mentor, and coach a team of Media Planning Managers and Associates.
• Own revenue targets across mid-tier and growth accounts and agency partners.
• Manage agency relationships and educate agencies on Ocado Ads value proposition.
• Collaborate with teams to translate client needs into product roadmap ideas.

Skills

Digital advertising

Media sales

Account management

Leadership

Commercial acumen

Stakeholder management

Analytical skills

Negotiation with executives

Education

Bachelor's degree or higher

Tools

Ocado Ads experience

Job description

Growth Accounts and Agency Lead

Contract type: Permanent

Location: Hatfield (Hybrid working - 2 days in our Hatfield office and 1 day working with agencies in London)

Working hours per week: 40 hours

Level: Lead

Reporting into: Retail Media Director

Application Closing Date: Friday 9th October 2026

About us

Our mission is to deliver joy in every shop, through unbeatable choice, unrivalled service, and reassuringly good value.

We’re Ocado Retail, a market-leading joint venture between Ocado Group and M&S, and the world’s largest dedicated online supermarket, ocado.com. Not only is Ocado.com the only place to shop a full range of M&S food online, it’s also the home to the widest online supermarket range in the UK and champion of small, independent brands. We’re also the brains behind Zoom by Ocado, our same-day grocery delivery service.

About the team and the role

The Growth Accounts and Agency Lead role will focus on accelerating revenue growth by managing and expanding our mid-tier and growth suppliers and driving strategic partnerships with media agencies. Your role covers selling the full Ocado Ads portfolio, including the Beet proprietary data and insights platform, to our CPG partners.

You will be a commercial leader with a deep understanding of retail media, digital advertising, and the grocery landscape.

What you’ll do

Team Leadership and Development

• Lead, mentor, and coach a team of dedicated Media Planning Managers and Associates, ensuring high performance, professional development, and strong team morale.

• Oversee team workload, capacity planning, and resource allocation to optimize account coverage and maximize revenue potential.

• Drive a culture of accountability, commercial excellence, and proactive client engagement within the team.

• Conduct regular 1:1s, performance reviews, and training sessions to ensure the team is leveraging best practices in retail media and client relationship management.

Strategic Growth and Account Management

• Own and exceed ambitious revenue targets across a portfolio of high-value, high-potential mid-tier and growth accounts and agency partners, across retail media and data.

• Collaborate with buyers and suppliers on their joint business plans (JBPs) for mid-tier clients, outlining strategic growth opportunities, product adoption, and campaign excellence.

• Act as the primary commercial relationship holder for key advertisers, fostering deep, long-term partnerships at the senior level (CMO, Head of Media, etc.).

• Identify and convert opportunities for upselling and cross-selling the full suite of Ocado Ads products, including sponsored search, programmatic display, and innovative custom solutions.

Agency Engagement and Development

• Lead the commercial strategy and engagement with media and programmatic agencies.

• Educate agency teams on the unique value proposition of Ocado Ads, our first-party data capabilities, and the Ocado Retail customer journey.

• Establish Ocado Ads as a must-buy platform within agency planning cycles, ensuring deep integration into their clients' yearly media strategies.

• Educate and enable the wider Ocado Ads team to lead account level agency discussions to drive incremental revenue.

Collaboration and Market Insight

• Work closely with the Proposition Lead, Commercial and Customer teams to translate client needs into product roadmap suggestions and to effectively package and launch new offerings.

• Provide accurate sales forecasting and pipeline management for the team’s combined book of business to leadership.

• Monitor market trends, competitor activity, and industry changes to proactively adapt commercial strategies.

Who you are

• Proven experience in digital advertising, media sales, or account management.

• Experience in a leadership/senior commercial role.

• Proven track record of consistently exceeding large sales quotas and driving significant revenue growth.

• Deep expertise in Retail Media, eCommerce, or programmatic advertising, with an understanding of the grocery sector a strong plus.

• Exceptional ability to build rapport, influence, and negotiate at the senior executive level, both with clients and agencies.

• Strong analytical skills, capable of using data and insights to create compelling commercial narratives.

• Excellent communication and presentation skills.

• Experience managing and closing complex, multi-year commercial agreements.

What’s in it for you

By joining Ocado Retail, you’ll have the chance to experience life at the world’s largest online retailer, work with an amazing bunch of people who challenge what’s possible each day, and grow your skills and career in online retail.

If that’s not enough to tempt you, you’ll also get access to loads of great benefits to sweeten the deal. Here’s a taste of what we offer:

Health & Wellbeing: Private medical insurance with option to add your family, Digital GP appointments, market-leading family policies, mental health support, discounted gym memberships, dental insurance, and more.

Spend & Save: Annual bonus scheme split between personal and business objectives, recognition with reward platform, up to 7% matched pension contributions, 15% Ocado discount, 20% M&S discount, free breakfast every day in the office, electric vehicle leasing scheme, and free shuttle bus from Hatfield station to the office.

Never miss the moments that matter: Hybrid working, 26 days holiday plus 8 flexible bank holidays, options to buy extra holiday, 2 weeks work from anywhere, and lifestyle break opportunities.

Our Hiring Process

Lucky for us, we receive a high volume of applications and genuinely appreciate the time and effort invested by every candidate. To ensure a fair and thorough process, every application is reviewed by a member of our team. If your skills and experience are a strong match, a Talent Partner will contact you to discuss the role and guide you through the next steps of our hiring process.

Your Application and AI

In the spirit of innovation, we welcome you to use AI tools in your application, just as we use them in our own business at Ocado Retail. However, as you leverage this technology, please don't lose sight of the most important element: your unique self. Your experiences, passions, and personality are what truly set you apart. Ensure that your application still authentically conveys who you are and why you’re a great fit for us.

Everyone’s welcome

We’re an equal opportunities employer, which means that we make sure all potential colleagues are treated fairly and equally. We want to ensure everyone has a fair chance to apply; if you need this job description in an alternative format (e.g., larger print, different document type, etc.), please reach out to us at [e-mail] and we'll be happy to assist you, and if you require reasonable adjustments during the recruitment process, please let us know on the application form.