Head of Commercial (Channels)

M&S; Greater London; Hybrid; GBP 125,000 - 150,000; Full time

Job summary

A leading retail company is seeking a dynamic Head of Commercial to shape and deliver a customer-focused commercial strategy in the UK. This role requires proven senior leadership experience in retail or fast-moving goods, along with strong analytical and influencing skills to drive strategic decisions. Responsibilities include managing profit and loss, developing commercial strategies, and leading a high-performing team. The company offers a competitive benefits package including discounts, bonuses, and extensive wellbeing support.

Benefits

20% colleague discount

Competitive holiday allowance

Discretionary bonus schemes

Strong pension and life assurance

Tailored training

Family policies

24/7 wellbeing support

Paid volunteer day

Qualifications

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

Responsibilities

• Full accountability for the United Kingdom Franchise Profit and Loss.
• Develop and implement complete commercial strategy and set annual sales targets.
• Monitor market trends to inform strategic decisions.

Skills

Commercial leadership experience

Analytical skills

Influencing skills

Cross-functional collaboration

Job description

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Job Description

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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