Director of Commercial Growth

We are looking for a hands-on commercial leader to grow our ecommerce business and expand our brand into grocery stores and other relevant retail channels.

You will own the commercial growth agenda: improving existing channels, winning retail accounts, building distribution partnerships, and turning new listings into sustained, profitable sales.

Direct experience winning and growing grocery or retail accounts is essential. You should understand both how to get products onto shelves and how to keep them there through strong sales performance.

Core Responsibilities

Retail Sales & Distribution

• Build and execute a retail expansion strategy, prioritising grocery chains, regional retailers, independent stores, and other outlets suited to our products and customers.
• Personally develop buyer relationships, secure meetings, pitch the brand, negotiate terms, and close new accounts.
• Create compelling buyer presentations using product positioning, customer demand, category insights, pricing, and commercial evidence.
• Navigate retailer buying cycles, category reviews, vendor onboarding, and launch requirements.
• Identify, appoint, and manage brokers, distributors, and sales representatives where they strengthen market access.
• Own the retail sales pipeline, account plans, forecasts, and commercial relationships.

Retail Launches & Account Growth

• Lead accounts from initial agreement through launch, replenishment, and expansion.
• Coordinate with operations on packaging, case configurations, inventory, delivery, and retailer service requirements.
• Develop launch and promotional plans that help products sell through to consumers.
• Track sales per store, reorders, distribution, promotional performance, and account profitability.
• Address underperformance early and use successful launches to earn additional stores, products, and placements.

E-commerce Growth

• Own the commercial plan for our ecommerce business.
• Improve revenue and profitability through pricing, assortment, bundles, promotions, conversion, and repeat purchasing.
• Align digital marketing with ecommerce goals and retail launches.
• Manage channel pricing and promotions to support healthy relationships across direct-to-consumer, marketplace, wholesale, and retail accounts.

Commercial Leadership & Profitability

• Build an integrated growth plan with clear revenue targets, margin expectations, budgets, and milestones.
• Own revenue and contribution profit targets across ecommerce and retail channels.
• Evaluate account economics, including wholesale pricing, distributor and broker costs, trade promotions, freight, returns, and retailer deductions.
• Negotiate commercial terms that support sustainable growth.
• Work with Finance and Operations to align sales commitments with inventory, production capacity, cash flow, and working capital.
• Give the founder clear visibility into performance, opportunities, risks, and investment decisions.

Qualifications

• 5+ years of experience in commercial leadership, sales, or business development within consumer products, food and beverage, or a related industry.
• Proven track record of winning and growing grocery or retail accounts for a consumer products brand.
• Direct experience in buyer pitches, commercial negotiations, account launches, and ongoing account management.
• Experience growing an e-commerce business and connecting digital growth strategies with broader commercial objectives.
• Strong understanding of retail sell-in, consumer sell-through, replenishment, trade promotions, and account profitability.
• Experience managing brokers, distributors, or sales representatives.
• Demonstrated ability to manage sales forecasts, commercial budgets, revenue targets, and profit margins.
• Strong cross-functional collaboration skills, with experience working alongside Marketing, Operations, Product, and Finance teams.
• Hands-on approach to commercial strategy, buyer outreach, negotiations, and execution.
• Existing relationships with retail buyers and distributors are an advantage.

What Success Looks Like

• Achieve revenue and profitability targets across e-commerce and retail channels while maintaining healthy margins and sustainable growth.
• Win and grow retail accounts by securing new retail partnerships, successfully launching products, and expanding into additional stores or product lines.
• Build strong buyer and distributor relationships that translate into long-term, profitable commercial partnerships.
• Drive e-commerce growth by improving revenue, conversion, repeat purchases, and overall profitability.
• Maintain healthy retail performance by achieving consistent sell-through, repeat orders, and effective replenishment across launched accounts.
• Manage commercial performance effectively by maintaining accurate sales forecasts, monitoring account profitability, and managing trade spending and distribution costs.
• Coordinate cross-functional execution with Marketing, Operations, Product, and Finance to ensure growth plans align with inventory, production capacity, and business objectives.
• Provide clear commercial visibility to the founder through regular reporting on revenue, profitability, pipeline progress, risks, and growth opportunities.

Please send your resume to:

Email Subject: Your Name - Director of Commercial Growth