Hill's Pet Nutrition
Commercial Capab. & Excellence Sr Mgr
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No Relocation Assistance Offered
Job Number #174951 - Surrey, England, United Kingdom
Who We Are
Colgate-Palmolive Company is a global consumer products company operating in over 200 countries specialising in Oral Care, Personal Care, Home Care, Skin Care, and Pet Nutrition. Our products are trusted in more households than any other brand in the world, making us a household name!
Join Colgate-Palmolive, a caring, innovative growth company reimagining a healthier future for people, their pets, and our planet. Guided by our core values—Caring, Inclusive, and Courageous—we foster a culture that inspires our people to achieve common goals. Together, let's build a brighter, healthier future for all.
Location: United Kingdom
Reporting to: Senior Customer Development Director, EMEA
Salary range per annum: £59400 - £66000
"At Hill’s we have a purpose to transform the lives of millions of pet families through pioneering innovation, science-led nutrition, and the best and brightest people. If you’re interested in work that matters, fueled by passion for pets, we invite you to apply. Founded more than 75 years ago with an unwavering commitment to pet nutrition, Hill’s mission is to help enrich and lengthen the special relationships between people and their pets. Our decades of science and research guide us in creating nutrition that’s a step ahead so pets and pet parents can enjoy every day together. As the US #1 Veterinarian recommended pet food brand, knowledge is our first ingredient with 220+ veterinarians, PhD nutritionists and food scientists working to develop breakthrough innovations in pet health."
Job Purpose
The Hill's EMEA Commercial Capabilities Manager is the guardian and driver of our commercial excellence model for the EMEA Region. This role leads commercial capability operations and training strategies, ensuring that the Customer Development Organization (CDO) and customer-facing Professional and Veterinary Affairs (PVA) team members have the capabilities, data, KPIs, training curriculum, and strategic framework needed to increase Hill's recommendations across all retail environments. You will partners with Global, Regional and local Subject Matter Experts (SMEs) mostly in Customer Development, Digital Tools, and Analytics and liaises closely with the Cluster and Commercial Country teams to deploy standardized commercial best practices and drive capability building. It liaises with PVA to incorporate plans for technical training into overall plans for field team training (sales cycle meetings) and on-boarding.
What You Will Do
- Commercial Capability & Enablement: Lead the development, deployment, and management of core commercial capabilities (e.g. 7P strategies, joint business planning, customer engagement models including Profession, field sales management capabilities, negotiation capabilities, and Monthly Discipline) across EMEA. Provide customer materials, and training for sales and commercial teams.
- Integrated Commercial Planning: Oversee the adoption of a synchronized commercial calendar and planning framework that aligns regional brand activities with country-level commercial execution.
- Coverage Strategy: Provides strategic guidance for Commercial Country team coverage of pet omni and veterinary clinic customers, leading and unifying data-driven approaches to customer classification and coverage tiering. Ensures the right customers are called on at the right frequency, with the right methodology. Expands reach of sales coverage, while improving efficiency and driving successful outcomes.
- One Field Team: Works closely with the Director, Veterinary Affairs within the PVA function to ensure operational elements (e.g. commercial tools, data & analytics, coverage strategies) support a “one field team” approach, enabling the work of the Professional Consulting Veterinarians (PCVs) and ensuring executional activities across the PCV and Territory Manager (TM) teams are complimentary.
- Clinic Engagement Guidance: Provide oversight and strategic guidance for virtual clinic engagement strategies, ensuring their priorities align seamlessly with the broader field sales teams to maximize coverage and growth.
- Visit Protocol Optimization: Develop and enforce optimized visit protocols for field sales teams to ensure maximum efficiency, engagement quality, and consistency in commercial execution across the region.
- Commercial Tool and Platform Support: Support the Cluster and Commercial Country teams by ensuring they have the right commercial tools and platforms required for effective execution and capability building.
- Insights to Unlock Growth: Partner with analytics teams to translate competitive landscape and category insights into actionable commercial strategies and training modules that drive measurable growth.
- Best Practice Standardization and Sharing: Drive the sharing and deployment of commercial best practices and key learnings across all EMEA markets to accelerate capability adoption and standardization.
- Performance Management: Support regional cluster P&L co-management and embed performance discipline through capabilities training on commercial reviews and analytics (MoDi - Monthly Discipline).
- Process Governance: Own the governance model for key commercial processes and tools, ensuring standardization, compliance, and continuous improvement across EMEA.
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Skills and Competencies:
- Growth Mindset: Ability to operate in a fluid, cross-commercial environment where priorities and resources are optimized based on performance.
- Commercial Excellence Oriented: Deep understanding of the Shopper journey & ‘Moments that Matter’ across the vet, Brick & Mortar and eCommerce channels, with a focus on enabling field teams.
- Analytical Proficiency: Ability to leverage AI-enabled internal and external tools and cross-commercial analytics to train teams on optimizing commercial plans & resource choices.
- Strategic Syncing: Experience working as "One Commercial Team" with Marketing, Omni Demand Generation, and Customer Development as well as Subject Matter Experts to drive unified commercial execution.
- Training & Enablement Expertise: Demonstrated ability to design and deliver effective training programs and change management initiatives for commercial organizations.
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Qualifications
- Bachelor's degree in Business, Marketing, Customer Development or related field
- 7+ years of Customer Development, Field Sales or Marketing) experience ideally in global, matrixed organizations
- Proven critical thinking and advanced problem-solving capabilities including ability to uncover measurable insights from large datasets
- Demonstrated ability to create and execute strategies for business growth
- Strong understanding of the Consumer Journey Methodology
- Strong collaboration skills and project management capabilities
- Excellent oral and written communication skills
- Fluency in English (written and oral)
Preferred Qualifications:
- Prior experience as a Commercial Training Manager, Capability Lead, Brand Manager, Retail Marketing Manager, Customer Development Manager of Field Excellence Manager
- Pet Nutrition or related industry experience
- Knowledge of Retail Environment strategy
- Experience with and understanding of the Profession as a recommendation and selling channel
- Strong tech-fluency and experience using AI-powered tools
Our Commitment to Inclusion
Our journey begins with our people—developing strong talent with diverse backgrounds and perspectives to best serve our consumers around the world and fostering an inclusive environment where everyone feels a true sense of belonging. We are dedicated to ensuring that each individual can be their authentic self, is treated with respect, and is empowered by leadership to contribute meaningfully to our business.
Equal Opportunity Employer
Colgate is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, colour, religion, gender, gender identity, sexual orientation, national origin, ethnicity, age, disability, marital status, veteran status (United States positions), or any other characteristic protected by law.
Reasonable accommodation during the application process is available for persons with disabilities. Please complete this request form should you require accommodation.
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