Head of Commercial (Channels)

Marks and Spencer; City Of London; Hybrid; GBP 125,000 - 150,000; Full time

Job summary

A leading UK retailer is seeking a dynamic Head of Commercial to lead its growth strategy in convenience retail. This pivotal role involves full ownership of the UK Franchise P&L and developing customer-driven commercial strategies. The ideal candidate will have a strong background in commercial leadership, expertise in managing complex profit and loss models, and excellent analytical skills. We offer competitive benefits including a colleague discount for you and a household member, discretionary bonuses, and tailored training from day one.

Benefits

20% colleague discount

Competitive holiday allowance

Discretionary bonus schemes

Strong pension and life assurance

Tailored induction and training

Market-leading family policies

24/7 wellbeing support

1 paid volunteer day a year

Qualifications

• Proven experience in senior commercial leadership within convenience retail or fast-moving consumer goods.
• Expertise in managing and optimizing a full commercial Profit and Loss.
• Strong analytical skills to translate data and insights into profitable commercial decisions.

Responsibilities

• Develop and implement the complete commercial strategy, set annual targets.
• Build strong relationships with franchise partners.
• Lead and coach a high-performing sales organization.

Skills

Commercial strategy development

P&L management

Data-driven decision making

Team leadership

Analytical skills

Job description

Summary

We're reshaping our Food business to broaden its appeal, protecting the magic our customers love while modernising everything else. That means outstanding quality, high sourcing standards, and market-leading innovation remain at our core, while we transform our supply chains, improve our stores, and deliver better value.

We're looking for motivated people ready to bring their whole self to work and thrive in a fast-paced, ambitious team. After all, this isn't just food this is M&S Food.

All the details

Head of Commercial - Channels

Join us at M&S as we shape the future of convenience retail. We're looking for a dynamic Head of Commercial to lead the development and delivery of a customer-focused commercial strategy that drives growth and strengthens our position as a market leader.

In this pivotal role, you'll take full ownership of the United Kingdom Franchise Profit and Loss, build strategic partnerships with franchise operators, and identify opportunities to grow market share across multiple channels. You'll lead a high-performing team, champion data-driven decision-making, and collaborate across marketing, supply chain, and finance to deliver exceptional results.

If you have proven senior commercial leadership experience in retail or fast-moving consumer goods, a track record of managing complex commercial models, and the ability to influence at all levels, we'd love to hear from you.

What You'll Do

• Full accountability for the United Kingdom Franchise Profit and Loss, including pricing, promotional investment, and gross margin management
• Develop and implement the complete commercial strategy, set annual sales and distribution targets, and identify growth opportunities
• Build strong, trust-based relationships with franchise partners, create joint business plans, and support renegotiation of franchise agreements
• Monitor market trends, competitor activity, and shopper behavior to inform strategic decisions and mitigate competitive threats
• Lead, coach, and develop Commercial Managers to build a high-performing, customer-focused sales organization

Who You Are

• Proven experience in senior commercial leadership within convenience retail or fast-moving consumer goods
• Expertise in managing and optimizing a full commercial Profit and Loss, including margin, trade terms, and profitability
• Ability to build trust, drive compliance, and create mutually beneficial frameworks for franchise partners
• Strong analytical skills to translate data and insights into profitable commercial decisions
• Skilled in influencing and collaborating with cross-functional teams across marketing, supply chain, finance, and retail operations

What's in it for You?

Working at M&S means being part of something bigger - delivering quality, value and service to millions of customers every day. We're inclusive, fast-moving and always evolving, with a strong sense of purpose and a focus on doing the right thing.

• 20% colleague discount for you + 1 household member (after probation)
• Competitive holiday allowance + option to buy more
• Discretionary bonus schemes linked to performance
• Strong pension + life assurance
• Tailored induction + training from day one
• Perks and savings via M&S Choices portal
• Market-leading family policies (parental, adoption, neonatal leave)
• 24/7 wellbeing support (GP access + mental health services)
• 1 paid volunteer day a year

Everyone's Welcome

We are ambitious about the future of retail - disrupting, innovating and leading into a more inspiring digital era. We want diverse, representative teams where everyone can bring their whole selves to work.

If you need support or adjustments during recruitment, let us know in your application. Our team will make sure you have what you need to do your best.

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