Selecta
Commercial Performance Lead
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About Selecta
Selecta is the largest provider of unattended self-serve coffee and convenience food in Europe, leading the way in vending solutions and specialist coffee services.
Selecta operates across 16 countries within Europe, serving 12 million people every day. Within the UK, we deliver a national service trusted by circa 3,500 businesses to provide digital-first vending solutions across workplaces, schools, universities, hospitals, transport hubs, and other high-traffic environments.
As a 24/7 food and drinks distribution and technology-led powerhouse, Selecta provides millions of moments of joy to end consumers across Europe. Our solutions include digital vending machines, coffee machines, smart fridges, snack markets, and other unattended retail formats.
The UK business is undergoing continued transformation into a data-led, service excellence-driven unattended retail platform, powered by technology, operational discipline, and customer-centric execution.
Purpose of this Role
The Commercial Performance Lead is responsible for improving commercial performance through enhanced pricing, customer profitability, contract performance, and commercial insight.
Working closely with Commercial, Operations, and Finance teams, the role identifies and quantifies revenue growth and margin improvement opportunities, develops pricing and profitability frameworks, and supports the delivery of the Business Performance agenda.
Success is measured through improved customer profitability, pricing compliance, margin enhancement, and the delivery of commercial improvement opportunities.
Responsibilities
Customer & Contract Profitability
- Develop and maintain customer and contract profitability frameworks, identifying opportunities to improve profitability and prioritise commercial action.
Cost-to-serve analysis
- Develop and maintain cost-to-serve analysis to support pricing, contract reviews, and commercial decision-making.
Pricing governance & compliance
- Develop pricing governance and compliance processes that protect margin and support commercial decision-making.
- Support pricing reviews, pricing strategy development, and margin improvement initiatives.
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Revenue & margin performance reporting
- Produce commercial performance reporting and insight covering revenue, margin, pricing, and customer profitability.
- Maintain visibility of commercial opportunities, risks, and improvement initiatives.
Commercial Improvement Initiatives
- Identify, quantify, and prioritise commercial improvement opportunities.
- Provide analysis, modelling, and business case support for commercial initiatives and SWAT programmes.
- Support benefit tracking and validation with Finance.
Stakeholder management
- Build strong relationships across Commercial, Operations, and Finance.
- Present commercial insight and recommendations to senior stakeholders.
- Support the Commercial Director and Business Performance Lead with commercial analysis and decision-making.
Team leadership & development
- Lead and develop the Commercial Analyst.
- Foster a culture of analytical rigour, curiosity, and continuous improvement.
- Ensure analytical support is provided across the wider Business Performance function.
Essential experience
- Significant experience in commercial finance, pricing, profitability analysis, or business performance.
- Experience developing customer profitability, pricing, or cost-to-serve frameworks.
- Strong analytical and modelling capability.
- Experience presenting analysis and recommendations to senior stakeholders.
- Experience leading or developing analytical resources.
Desirable experience
- Experience within a private equity-backed or value-creation environment.
- Background in vending, FMCG, foodservice, retail, or a similarly distributed, machine-estate, or route-based business.
- Experience supporting commercial improvement or SWAT-style initiatives with Finance-validated benefit tracking.
- Familiarity with telemetry, machine-level, or transaction-level data environments.
Skills & knowledge
- Strong commercial finance literacy: contract P&Ls, cost-to-serve economics, pricing structures, and rebate arrangements.
- Advanced analytical capability: proficient in Excel financial modelling; confident working with large and complex datasets.
- Ability to translate complex analysis into clear, actionable recommendations for non-finance audiences.
- Strong grasp of pricing principles: price-to-margin mechanics, compliance monitoring, and governance frameworks.
- Commercially aware with a practical, delivery-focused approach to problem solving.
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Attributes
- Analytically rigorous: sets a high standard for accuracy, methodology, and the integrity of financial outputs.
- Delivery-focused: measures success on validated financial benefit, not analytical activity.
- Proactive and curious: identifies opportunities and brings insight to the business unprompted.
- Confident communicator: able to present complex commercial analysis clearly to senior audiences and hold constructive challenge conversations.
- Strong interpersonal skills: builds effective relationships across Commercial, Operations, and Finance at all levels.
- Organised and able to manage multiple workstreams, priorities, and deadlines simultaneously.
What’s in it for you?
- 25 days of annual leave plus bank holidays
- Life assurance equivalent to 2x your yearly salary
- Five weeks of occupational paid sick leave for added security
- Free parking at our Head Office and other depot locations
- Unlimited coffee and tea to keep you refreshed
- Clear career progression paths with development opportunities
- Strong leadership support to help you thrive
- Employee recognition scheme to celebrate your contributions
- Mental health and wellbeing support, including access to mental health first aiders
- Health Cash Plan
At Selecta, we are committed to equal opportunities, diversity, and inclusion, embracing our differences to achieve our common goal. We are united in our principle of making people feel great, and we are grounded by our purpose to create more moments of joy for everyone through our ways of working. We welcome applications from all individuals regardless of race, ethnicity, gender, sexual orientation, age, disability, religion, or any other characteristic protected by applicable laws. If you require any adjustments or accommodations during the recruitment process, please let us know.
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