Head of Merchant Growth & Account Management

Join us as a Head of Merchant Growth & Account Management and you’ll be a big part of this.

Role Purpose: Responsible for the revenue and profit generated by the merchants on the marketplace. Design and implement strategies and plans that enable merchants to engage with the platform and assist in growing their sales. Leverage technology to identify opportunities, accelerate marketplace growth and create operational efficiencies. Establish and maintain strong relationships with merchants. Represent merchant interests within the organisation. Collaborate with commercial teams to ensure the long-term success of the marketplace.

Key Accountabilities / Responsibilities:

• Responsible for the Marketplace GMV growth and take-rate targets.
• Define the strategy and plans for category growth.
• Collaborate with the Commercial team of B&Q on ranging strategy and assortment growth.
• Create the strategy and approach for efficient merchant management.
• Oversee merchant segmentation, create an account management playbook, and allocate resources to achieve goals effectively.
• Accountable for the key stages of the merchant growth journey: incubation (first 6 months) and development/maturation.
• Build, manage, coach and scale a team of account managers working with merchants to grow their business.
• Standardise work processes to achieve predictable and consistent performance across the team.
• Contribute to strategic initiatives to develop the marketplace GMV, revenue and profitability, including supporting new monetisation initiatives and new categories expansion.
• Develop assortment plans that align with the overall strategy of the categories in terms of SKUs and merchants.
• Collaborate on online merchandising and promotional proposals to ensure sales targets are met.
• Create value for our consumers and sellers, by leveraging our store estate and pioneering Online-to-Offline (O2O) initiatives.
• Work with Merchant Experience and tech teams to enhance the end-to-end merchant experience of selling on the B&Q marketplace.
• Support the wider business and other banners by sharing marketplace expertise and guidance across group.
• Contribute to the development of the marketplace budget and long-term vision.

What We Need:

• Excellent digital culture & deep understanding of the marketplace business models.
• Experience building and driving effective marketplace account management, growth and profitability strategies.
• Strong commercial acumen, experience in negotiating and engaging with businesses.
• Ability to influence people and organisations to promote a “online-first” culture.
• Innovative Thinking – Embraces and champions new ideas and encourages others to do likewise.
• Outstanding organisational and time management skills.

What’s in it for me? As part of a great team, you’ll be valued for who you are. We’re committed to making B&Q more diverse and representative of the communities we serve, where everyone can feel they belong and have equal opportunities. You will have access to a range of networks that represent our colleagues and allies and help us to continue to put diversity and inclusion at the heart of our business. We also recognise that wellness means different things to different people, and we want to help colleagues be at their best and feel well by offering a range of benefits to help you. As well as a competitive salary, our benefits package includes an award-winning pension scheme, bonus, ShareSave options, 6.6 weeks holiday, payroll giving, an Employee Assistance Programme, shopping discounts, colleague wellbeing benefits and lots more!