Head of Growth

B&Q Limited; Eastleigh; Hybrid; GBP 90,000 - 110,000; Full time

Benefits offered by this job

Pension

ShareSave

Private Medical Insurance

6.6 weeks holiday

Hybrid working

Flexible working

Job summary

B&Q Limited. Southampton Store Support Office is seeking a Head of Retail Media Growth to lead the commercial organisation and drive revenue growth across Retail Media.

You will own revenue targets, develop growth strategy, manage partnerships and oversee Sales Operations and Enablement. You will build a high-performing team, foster an inclusive culture and coordinate with Marketplace and advertisers to unlock opportunities, while delivering measurable business outcomes in a hybrid working

Qualifications

• Significant experience in a senior commercial, media sales, advertising, strategic partnerships or related leadership role.
• Proven track record of delivering ambitious revenue targets within a complex, multi-stakeholder environment.
• Experience leading and developing high-performing commercial teams.
• Strong commercial acumen with experience building customer relationships and driving business growth.
• Experience developing commercial strategies and translating them into measurable business outcomes.
• Experience managing forecasting, pipeline management and sales performance processes.
• Strong communication, influencing and stakeholder-management skills.
• Experience developing effective partnerships across commercial, ecommerce, marketplace or category-led organisations to deliver mutual growth objectives.
• Experience leading through growth, ambiguity and organisational change.

Responsibilities

• Own delivery of the B&Q Media revenue target, with accountability for commercial performance, pipeline health and forecast accuracy.
• Develop and execute the commercial growth strategy, translating business objectives into clear customer, category and channel growth plans.
• Lead the Retail Media Partnerships team, setting direction, priorities, performance expectations and ways of working.
• Build a high-performing and inclusive commercial culture, coaching and developing team members while creating an environment where diverse perspectives are encouraged, valued and contribute to better business outcomes.
• Develop and maintain senior strategic relationships with advertisers, suppliers, agencies and other key commercial partners.
• Develop strong partnerships with Marketplace teams to identify, prioritise and unlock Retail Media opportunities that support seller growth and accelerate Marketplace participation.
• Drive advertiser acquisition, retention, repeat investment and long‑term account growth through a clear customer segmentation and coverage strategy.
• Own commercial planning and operating rhythms, including forecasting, pipeline management, account planning and performance reporting.
• Work closely with Commercial, Category and Marketplace leadership teams to embed Retail Media into supplier and seller growth strategies while maintaining appropriate governance.
• Partner with the Head of Retail Media Strategy & Proposition and the Media Operations Lead to ensure propositions are commercially relevant, operationally scalable and deliver a strong experience for advertisers, suppliers and Marketplace sellers.
• Provide senior commercial input into pricing, packaging, go‑to‑market planning and the launch of new Retail Media propositions.
• Lead Sales Operations and Enablement, ensuring effective use of CRM, consistent sales processes, strong commercial analytics and the development of capabilities that improve team effectiveness and productivity.
• Build scalable commercial infrastructure, frameworks and ways of working that support future business growth.
• Represent B&Q Media in senior advertiser meetings, agency engagements and relevant external forums.
• Contribute as a member of the Retail Media leadership team, supporting organisational planning, investment decisions and overall business performance.

Skills

Senior commercial leadership

Revenue growth

Partnership management

Stakeholder engagement

Job description

Overview

Permanent

From 100,000 DOE + Pension + PMI +ShareSave+ 6.6 weeks holiday+ Hybrid Working ( flexible - 1 day per week in office)

Southampton, Store Support Office

We believe anyone can improve their home to make life better. From our Southampton Store Support office (SSO) we equip our stores, our people, and our whole business with everything it takes to help our millions of customers create a home they’ll love. Join us as the Head of Retail Media Growth and you’ll be a big part of this.The Head of Retail Media Growth is responsible for developing and scaling the commercial organisation, including Partnerships, Sales Operations and Enablement capabilities. The role owns revenue performance, commercial strategy, customer growth and the systems, processes and ways of working required to support the next phase of B&Q Media's growth. A key part of the role is building strong partnerships with both Commercial and Marketplace teams to unlock new growth opportunities and maximise supplier and seller participation across the B&Q Media network.

What's the job?

• Own delivery of the B&Q Media revenue target, with accountability for commercial performance, pipeline health and forecast accuracy.

• Develop and execute the commercial growth strategy, translating business objectives into clear customer, category and channel growth plans.

• Lead the Retail Media Partnerships team, setting direction, priorities, performance expectations and ways of working.

• Build a high-performing and inclusive commercial culture, coaching and developing team members while creating an environment where diverse perspectives are encouraged, valued and contribute to better business outcomes.

• Develop and maintain senior strategic relationships with advertisers, suppliers, agencies and other key commercial partners.

• Develop strong partnerships with Marketplace teams to identify, prioritise and unlock Retail Media opportunities that support seller growth and accelerate Marketplace participation.

• Drive advertiser acquisition, retention, repeat investment and long‑term account growth through a clear customer segmentation and coverage strategy.

• Own commercial planning and operating rhythms, including forecasting, pipeline management, account planning and performance reporting.

• Work closely with Commercial, Category and Marketplace leadership teams to embed Retail Media into supplier and seller growth strategies while maintaining appropriate governance.

• Partner with the Head of Retail Media Strategy & Proposition and the Media Operations Lead to ensure propositions are commercially relevant, operationally scalable and deliver a strong experience for advertisers, suppliers and Marketplace sellers.

• Provide senior commercial input into pricing, packaging, go‑to‑market planning and the launch of new Retail Media propositions.

• Lead Sales Operations and Enablement, ensuring effective use of CRM, consistent sales processes, strong commercial analytics and the development of capabilities that improve team effectiveness and productivity.

• Build scalable commercial infrastructure, frameworks and ways of working that support future business growth.

• Represent B&Q Media in senior advertiser meetings, agency engagements and relevant external forums.

• Contribute as a member of the Retail Media leadership team, supporting organisational planning, investment decisions and overall business performance.

What we need:

• Significant experience in a senior commercial, media sales, advertising, strategic partnerships or related leadership role.

• Proven track record of delivering ambitious revenue targets within a complex, multi‑stakeholder environment.

• Experience leading and developing high‑performing commercial teams.

• Strong commercial acumen with experience building customer relationships and driving business growth.

• Experience developing commercial strategies and translating them into measurable business outcomes.

• Experience managing forecasting, pipeline management and sales performance processes.

• Strong communication, influencing and stakeholder‑management skills.

• Experience developing effective partnerships across commercial, ecommerce, marketplace or category‑led organisations to deliver mutual growth objectives.

• Experience leading through growth, ambiguity and organisational change.

• Ability to balance strategic thinking with strong commercial execution.

Desirable Skills & Experience:

• Experience within ecommerce, media owners, digital advertising, adtech, agencies or marketplace businesses.

• Experience leading Sales Operations, Sales Enablement or Commercial Excellence functions.

• Experience building or scaling a commercial organisation during a high‑growth phase.

• Experience working with agency groups and media investment teams.

• Experience working within a Marketplace, ecommerce platform or seller ecosystem.

• Understanding of Retail Media measurement, adtech and media planning ecosystems.

What's in it for me?

What's In It For You?

At B&Q, we're building more than great homes – we're building great careers.

When you join us, you'll be part of a supportive, inclusive business where your ideas matter, your development is invested in, and your wellbeing is genuinely important.

Here's what you can expect:

Flexible & Hybrid Working - Work in a way that helps you perform at your best, balancing business needs with personal commitments.

Career Growth & Development - Access learning, development and career opportunities across one of the UK's leading retail organisations.

Competitive Reward Package - A competitive salary, pension and a range of financial benefits.

Colleague Discounts - Enjoy discounts across B&Q and the wider Kingfisher Group.

Health & Wellbeing Support - Access wellbeing resources, health support and employee assistance programmes designed to help you thrive.

Time Away From Work - Generous holiday entitlement and family‑friendly policies that support life both inside and outside work.

A Place Where You Belong - We're committed to creating an inclusive workplace where everyone feels valued, respected and empowered to be themselves.

Make a Difference - The work you do will have a direct impact on our customers, colleagues and business.

Eligibility To Work

Please note that B&Q does not currently offer visa sponsorship for this role. Applicants must have the right to work in the UK at the time of application and throughout their employment.

Accessibility & Disability Confident

At B&Q, we're committed to creating an inclusive recruitment experience for everyone.

If you require any additional support or reasonable adjustments to help you complete your application or throughout the recruitment process, please let us know.

If you would like to be considered under the Disability Confident Scheme, please contact us at [e-mail]. If you meet the minimum criteria for the role, we'll consider your application in line with our Disability Confident commitments.