Overview
Role: Commercial Manager – Retail | Salary: £55,000 + Bonus & Benefits | Location: Kent | Monday–Friday
The Opportunity
Are you an experienced Commercial Manager, Account Manager or Business Development professional with a strong background in UK retail and fresh produce?
Our client is a leading international fresh produce business with an established presence across the UK, supplying high-quality products to major retail customers.
They are now looking for an experienced Commercial Manager to take ownership of key UK retail accounts, driving sales, margin, volume and customer growth while developing long-term strategic relationships with major retail customers.
Working closely with the Sales Director, Procurement, Supply Chain, Operations and Technical teams, you will translate customer requirements into clear commercial plans, ensuring strong forecasting, availability, service and overall commercial performance.
Experience within fresh produce is highly desirable, with specific experience across Fruit categories particularly attractive.
Key Responsibilities
Retail Account Management: Develop and manage strong, strategic relationships with major UK retail customers, acting as the primary commercial point of contact.
Commercial Strategy: Develop and deliver the UK retail commercial strategy, translating wider business objectives into clear customer, category, revenue and profitability plans.
Sales & Profitability: Own sales, volume, margin and profitability targets, taking corrective action where performance falls below plan.
Joint Business Planning: Build and execute effective Joint Business Plans with key retail customers to drive sustainable growth.
New Business: Identify, develop and secure new retail opportunities, building and managing a strong commercial pipeline.
Commercial Negotiation: Lead commercial negotiations, annual customer reviews and tender submissions.
Pricing & Promotions: Manage customer pricing and promotional investment, ensuring activity delivers sustainable commercial returns.
Category Growth: Identify opportunities for category development, innovation and customer partnerships.
Customer Performance: Monitor weekly customer performance, including sales, margin, forecast accuracy, service, claims and waste.
Supply Chain Collaboration: Translate customer demand into clear commercial requirements, proactively managing supply, availability, seasonal transitions and surplus or short positions.
Cross-Functional Leadership: Work closely with Procurement, Supply Chain, Operations and Technical teams to ensure customer requirements are delivered effectively.
Market Intelligence: Monitor competitor activity, market trends and routes to market, using insight to shape commercial strategy.
Budget Management: Own the retail commercial budget and financial performance, including sales, gross margin, promotional investment and customer profitability.
What You’ll Bring
Retail Experience: Proven experience managing and developing UK retail accounts, ideally within fresh produce, FMCG or a similar environment.
Commercial Track Record: A strong track record of winning and growing business, with clear commercial and financial accountability.
Fresh Produce: Experience within the fresh produce sector would be highly advantageous.
Category Knowledge: Experience within Fruit categories would be particularly desirable.
Negotiation: Strong commercial negotiation and influencing skills, with the confidence to operate at senior customer level.
Stakeholder Management: Excellent relationship-building skills across retail buying, category and supply chain teams.
Commercial Acumen: Strong understanding of sales, margin, profitability, pricing and promotional investment.
Analytical Skills: Advanced Excel and PowerPoint skills, with the ability to analyse commercial data and turn insight into action.
Strategic Thinking: Ability to develop long-term commercial plans while remaining hands-on in delivering day-to-day customer performance.
Why Apply?
Retail Exposure: Manage and develop relationships with major UK retail customers while having significant commercial responsibility.
Fresh Produce: Join an established international fresh produce business operating across the global fresh produce supply chain.
Variety: A genuinely broad commercial role covering retail account management, category development, pricing, negotiations, supply chain and business development.
Career Opportunity: Work closely with the Sales Director and wider senior leadership team, with the opportunity to make a significant impact on UK commercial growth.
Benefits: £50 monthly phone allowance and 25 days’ annual leave plus bank holidays.
Working Pattern: Monday–Friday, 40 hours per week, standard office hours.
Location: Kent — office based.