Head of Group Commercial - Luxury Retail Brand

Norrie Johnston Recruitment Limited
100000.00 GBP Annual + Excellent Salary + Bonus + Benefits Package
20 Mar 2017
03 Apr 2017
Contract Type
Full Time
This is a unique opportunity to work for a Global brand leader who boasts an impressive portfolio of well known premium consumer brands within the Group. This is a newly created and high profile role in which you will be a key member of the UK leadership team and focus on leveraging the scale of the Group to win bigger for all brands.

The role:
  • Leverage corporate scale with joint customers to achieve better trade support at lower cost
  • Lead the group's commercial strategy, drive best practice and build capability in trade marketing across the different brands and corporately
  • Mutualise common commercial work-streams that are not brand specific.

Key areas of responsibility:

1 - Represent the Group, and define group strategy on common customer topics to deliver best value for the Group:
Working closely with Country manager and GMs
  • Any trade terms evolution, changes and negotiations affecting the Group: eg cost share model, rate cards, new store openings, pricing
  • Any corporate customer strategic initiatives: CRM, store developments, co-marketing initiatives
  • Work with GMs to define and coordinate group strategy and response
2 - Define and own the commercial strategies for the group to maximise unit revenue:
Working closely with the cluster trade marketers (who execute), brand Finance, GMs and HQ
  • Group Trade terms strategy
  • Group Trade where to play choices (corporate analysis of group customer profitability: where do we invest and push our scale play; where do we pull back)
  • Trade Channel Go To Market differentiation (Department stores, F&I, Indeps, High street etc):
    • Winning value add tools: Differentiation strategy (hard and soft), Gifting strategy
    • Winning value off: price off promotions, remnant channel choices
  • Group pricing strategy - to ensure consistency in approach
  • Promotional guidelines & remnant offers (will become bigger part of role as we pick up more FF)
  • Mix: work with cluster trade marketers and Finance to establish mix strategy (brand lines, sizes) by brand to maximise revenue and bottom line.
3 - Build the Trade marketing functional expertise in the group. All cluster trade marketers have a direct line into the corporate head

Candidate profile:
  • Experienced leader with 10 yrs + expertise in commercial leadership roles in mass or premium beauty / luxury retail sector
  • Deep understanding of the UK trade landscape in beauty / luxury retail, and the key commercial business drivers.
  • Has previous experience of trade marketing roles - ie representing sales' needs back to Marketing and RHQ or GHQ to deliver the right commercial plans (across price, promotion, gifting, differentiation, eventing, amplification) to win in market vs competition.
  • Strong collaborator and communicator given matrix structure
  • Influencing and coordinating skills will be key given matrix structure
  • Needs to be comfortable with strategic focus of role vs operational responsibility. Ie does not own the P&L

Similar jobs

Similar jobs