Job Description

Help shape the future of sustainable food. We’re a certified B Corp, creating healthier food for healthier people and a healthier planet with much-loved brands including Clipper Teas, Kallo and Mrs crimbles. Purpose-led. People-centred. Performance-driven.

We are looking for a Head of Grocery (Asda/Morrisons) & DCOMM to join our commercial team!

Purpose of the job

• to deliver the Asda, Morrisons, and DCOMM (Amazon & Ocado) sales plans to meet/exceed channel specific growth and targets
• build a high-performing team, holding senior customer relationships, and shaping commercial strategy as part of the leadership team of a growing SME

Key Accountabilities

Team Leadership

• Lead, coach and develop immediate team, setting clear direction, KPIs, accountability and running regular 1:1s and performance reviews
• Create a high-performance culture, leading from the front on key negotiations and decisions

Commercial Strategy and Planning:

• Own commercial strategy and full P&L for Asda, Morrisons, and DCOMM — volume, revenue, margin, trade ROI.
• Lead JBPs, pricing, and trading terms; drive NPD listings and distribution growth.
• Awareness & ownership of all RGM levers & key metrics to deliver at a strategic level.
• Champion DCOMM priorities (Amazon Vendor/Seller Central, Ocado retail media, content, availability).
• Build channel-specific plans that reflect the different dynamics of grocery multiples vs. DCOMM.
• Apply category expertise to drive category-based selling with key partners, using shopper insights to shape range, space, and planogram decisions that grow category performance.
• Owning the S&OP process end to end, managing the outputs and understanding key drivers of cross functional change.
• Own forecasting input and manage trade investment within budget.
• Track and act on competitor activity, pricing, and market trends to protect and grow share.
• Contribute to broader commercial policy and process improvements beyond the immediate account portfolio.

Senior Customer Engagement

• Hold relationships with senior customer stakeholders (Buying/Category Director level) across all three channels.
• Lead top-to-top meetings and strategic reviews alongside the Commercial Director/MD.
• Use senior relationships to unlock category captaincy, long-term partnerships, and joint value creation.
• Prepare the narrative, data, and relationship groundwork that make senior conversations land well.
• Bring an external, customer-informed perspective into internal strategic planning.

Experience:

Industry:

• FMCG - Food essential
• 6+ years managing top 4 Grocery Accounts and Dcomm at senior level

People Management:

• Proven leadership of a commercial team (3-5 direct reports)

Other/Skills:

• Established senior customer relationships (Buying/Category Director+), including top-to-top experience
• Consumer & category data literacy on either IRI / Kantar / Nielson / Dunhumby
• Advanced selling & negotiation skill
• Awareness & ownership of all RGM levers
• Full P&L accountability & financial literacy. Down to Gross margin
• Experience of owning the S&OP process end to end, managing the outputs and understanding key drivers of cross functional change

Ecotone is committed to creating a diverse, inclusive and equitable environment for all.