Head of Channels, UK

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Job Description

Position Overview

Lead the development and execution of a high-growth channel strategy across Convenience, Out of Home, and Wholesale.

Lead the growth of the Yoplait yogurt and dairy portfolio across high-growth, impulse-led and fragmented channels. The role is accountable for delivering profitable revenue growth, expanding distribution, and building strong customer partnerships in the Convenience, OOH and Wholesale channels. Leveraging a core team of Account Managers and the wider commercial team to unlock the Yoplait growth ambition in these key channels.

Key Responsibilities

• Channel Strategy & Growth Roadmap

• Define and execute a clear channel strategy for Convenience, OOH, and Wholesale aligned to overall business objectives
• Identify and unlock growth opportunities across sub-channels (e.g. symbols, independents, foodservice, travel, contract catering, etc)
• Lead entry and expansion into new routes to market and new customers to close "white space"

• Customer Leadership & Commercial Delivery

• Foster senior relationships with key customers (e.g. Bestway, major convenience groups, OOH distributors)
• Lead Joint Business Plans with top customers to unlock mutual growth
• Deliver Net Sales, Volume, and Profit targets across all channels
• Negotiate trading terms, pricing, and promotional plans aligned to strategy

Route-to-Market & Execution Excellence

• Define optimal route-to-market models (e.g. direct vs distributor)
• Ensure execution excellence and OSA (on shelf availability) across fragmented customer and channel landscape
• Drive improvements in distribution, availability, and visibility

• Portfolio & Channel Differentiation

• Shape channel-specific propositions (e.g. pack formats, price points, exclusives) in partnership with RGM, Category & Marketing teams
• Drive innovation tailored to channel needs

• Financial & Performance Management

• Own full P&L for channels, including revenue, margin, and investment
• Manage trade spend and ensure ROI-driven investment decisions
• Track and report performance vs KPIs and implement corrective actions
• Deliver profitable growth, balancing volume and margin

• Cross-Functional Leadership

• Partner with Marketing, Supply Chain, Finance, Category & RGM teams
• Ensure alignment on forecasting, supply, and demand planning
• Champion the voice of these channels within the organisation

• Team Leadership & Capability Building

• Lead and develop a high-performing sales team
• Build capability in negotiation, channel strategy, and execution excellence
• Foster a culture of ownership, agility, and external focus

Position Criteria

• Proven senior sales leadership experience within FMCG
• Strong understanding and experience of UK retail trade
• Strong track record in Convenience, Wholesale and OOH channels
• Experience managing fragmented routes to market and distributor networks
• Excellent communication, negotiation and influencing skills
• Excellent story telling skills, including clear call to action
• Strong commercial acumen with P&L ownership
• Ability to operate both strategically and operationally
• Experience leading and developing high-performing teams
• Experience of delivering results through working in cross-functional teams.
• Understanding of category management process and how to leverage to generate wins
• Degree calibre.

Leadership Profile

• Externally focused - deeply understands customers, shoppers, and channels
• Growth mindset - constantly seeks new opportunities
• Execution obsessed - turns strategy into reality
• Resilient and agile - thrives in fast-moving, complex environments
• Collaborative leader - brings teams together to deliver results

Company's Benefits

• Family-Friendly Policies
• Flexible working schedule
• 'FlexFriday' (possibility to finish at 3pm and no-meeting Fridays)
• Join our culture Pillar: CSR, personal growth, well-being...there is something for you!
• Collaborative and new workspace with monthly building events
• Generous matching pension scheme (L&G)
• Company paid Dental Insurance (BUPA)
• Company paid Private Medical Insurance for you and your family (AXA)
• Life Assurance
• 25 days of annual leave + 8 BH
• Service Scheme (1 additional day off per year from Year 2 until reaching 30 days)
• Buying/ Selling/ Carry over scheme