Ecotone
Head of Grocery (Asda/Morrisons) & DCOMM
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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
- To 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.
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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.
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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.
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