Group Commercial Manager

Summary of duties

This role will work closely with all commercial disciplines to drive actionable performance and success in the group’s objective to:

Grow profitable market share sustainably
Build long-lasting enviable brand equity
Create loyal ‘trade partners’ and consumers

The role is expected to combine commercial knowledge, product knowledge and strategy of the various channels & brands with effective marketing, sales and customer service to penetrate new markets and increase market share within current channels/markets.

Developing (with the Group Marketing Director) commercial messaging and direction for the business and translating these into compelling internal and external (where appropriate) communicated roadmap plans. Plans that can be deployed and managed to measurable fruition.

Work on opportunity modelling and market modelling to underpin a set of commercial gain initiatives with devised KPIs to determine a tracker of pace, embedment and measure of success. Take leadership in executing and dashboarding progress, financials and qualitative status of all current commercial initiatives with the ability to report transparently to senior leadership.

Key areas of responsibility

General responsibilities in role:

Developing strategies for new business from existing and new clients
Reviewing and developing operational processes to improve performance and maximise growth (be the smart hub between sales, marketing, product & CS)
Working together with relevant departments to develop accurate and consistent value propositions to attract greater business
Establishing executional plans, initial revenue targets and managing risk assessments for new initiatives
Overseeing and developing cross-functional teams in the pursuit of identified commercial initiatives
Working in a data-oriented manner to create insight propositions that will support impactful sell in and results
Staying aware of the latest trends and developments, and representing a company at industry events. Proactively network to gain, engage and validate opportunities

2025/2026 specific areas of focus:

Channel/Market optimisation, understanding our space and the opportunities:

Develop a clearer understanding of our current position and identify opportunity directions. Brand positioning and RRP opening positions (understanding peer and wider competitor landscape – how we plot ourselves/aspiration to decide positioning – work with sales and product group)
Clearly define our Market model & Customer segmentation, and identify focused drivers and actions to drive performance- helicopter strategy plan
Drive the selling terms optimisation approach and selective distribution system (SDS) and Brand Aura management to create clear and understood approaches in our business
Develop display estate mapping and execution planning to coincide with terms expectations and NPI/brand display aspirations. (display, key contact, opportunity mapping via Salesforce)
Develop templates for key competitor mapping and counter competitor planning to ensure activity plans are created to combat key competitors at product and sector level
Develop new sector (Market & sector) mapping, exploration and optimisation – collaboration with BD Dir. & Product Dir.

Product & Services approach, developing our offer to optimise our chosen market operations:

Develop clarity on total business and channel ‘value proposition’ – our offer & our differentiators to support our executional teams’ efforts
Work to develop exclusive P&Ss related to channels/markets – Differentiators to protect channels and allow profitable growth
Define messages and activities around market growth focus categories, i.e. Furniture, showering & accessories (work with sales and product group)

Promotional Strategy & Rotation Drivers, developing mechanics to drive greater sales from current channels and tactics to enter new channels:

Develop plans and investments to influence rotation rates (sell in & sell out)
National promotions – working with sales and Comm.Fi. To shape the commercial offer to bring additional revenues
Sector-specific promotions – working with sales and Comm.Fi. To shape the commercial offer to bring additional revenues
Specific display, POS, retailer branding approaches to drive greater share of business – working with Marketing & Product to invest and measure impacts and use as future decision points

KPI’s, creating clear information on progress and garnering insights to inform improved and efficient decision making:

Development of commercial KPI’s – customer group, brand, product category, promotional, displays etc. (with Com. Fi. & Salesforce leader)
Work in Salesforce to support structural collection of activity data to ensure actions can be measured

Market Data Management, lead and own the market data development and reporting with the trade marketing manager and commercial finance to share frequent updates, providing insights and recommendations to senior management.

Key internal and external relationships

SMT & Exec. team
Senior Commercial team
Sales & Marketing teams
Commercial Finance team
Salesforce leader(s)
Potential suppliers, agencies, trade partners

Key skills and qualifications

5 to 7 years’ experience in a commercial role and environment. Managing commercial initiatives in areas such as Sales, trade marketing, business development, category management, commercial management or procurement.
A strong understanding of how businesses work, with a specific understanding of identifying and nurturing new opportunities for growth – good commercial acumen
Strong financial and analytical skills with the ability to interpret and use insights and trends to support decisions and directions
Experience in developing pricing and terms strategies in multiple routes to market and a general working knowledge of P&Ls
Being able to work as part of a team – direct team and matrix team participation
Strong and compelling presentation skills (written & spoken) with experience in presenting new business, bid and educational materials
Ability to simplify complexity and deploy strategies from ideation to measurable executional plans
Excellent organisational skills to balance and prioritise their workload and meet deadlines
Knowledge of project management and risk management
Strong strategic and negotiation skills to make sound commercial decisions
Minimum degree level qualification in a business/commercial discipline or equivalent

Benefits

4 x salary life assurance
- Associated access to GP24 – access to a GP 24/7 - NEW
- Associated access to Everest Funeral planning – NEW
25 days annual leave plus bank holidays (=33 dpa)
Holiday Purchase/Sale scheme – maximum 5 days
Pension contribution 3% employer (5% employee)
Enhanced maternity, paternity and adoption provisions
Enhanced discretionary company sick pay
Hybrid working arrangements
Financial Wellbeing service free of charge
Access to a personal Financial Wellbeing Coach free of charge
Access to Benenden Health @c£16pm
Quarter and annual recognition ‘Gem’ awards
Quarterly team night out
Wellbeing initiatives across the year
2 annual company celebrations fully expensed (summer & Christmas)
EBTIDA bonus linked to EBITDA achievement
Lovely offices and facilities including barista coffee
10 years’ service award (Rolex)
20 years’ service award plus 5 days additional annual leave
Access to Employee Assistance Programme 24/7
Mental health first aiders on site
Discounted access to Arriva Bus Services in Dartford
Discounted membership of Gym at Doubletree Dartford
Discount on products – 50% rrp off for Friends and Family, plus an additional 20% off RRP for colleagues