Head of Retail Sales in Winnersh

Exciting new opportunity working as a Head of Retail Sales

Role: Head of Retail Sales

Therapy Area: Animal Health

Package: Competitive, negotiable base salary depending on experience, car allowance, bonus and additional package benefits

Location: Hybrid position - 5 days - Remote and Berkshire Office 2-3 days per week

Role type: Head of Sales, Head of Retail Sales, Sales Management, Sales Manager

This is a great opportunity to join an established pharmaceutical company as Head of Retail Sales. In this role you will be responsible for leading the development and delivery of the retail growth strategy for the OTC portfolio, translating business ambition into executable commercial plans that drive sustainable sales, market share, and growth in a highly competitive and dynamic market.

The role leads and develops a high-performing team of National Account Managers and Customer Leads (e.g. Amazon & Pets at Home), providing strategic direction, coaching, and clear performance accountability to ensure best-in-class execution across all customers and channels.

Key Responsibilities:

Commercial & Performance Delivery:

Drive sales, profit, and market share growth across the OTC portfolio

Deliver against budget and commercial objectives (JBPs)

Identify risks and opportunities and respond with speed and agility

Customer & Channel Strategy:

Develop and execute customer and channel growth plans

Lead joint business planning and ensure strong commercial execution

Optimize activation across offline and online channels to maximize ROI

Customer Partnerships & Growth:

Build and develop strategic retail partnerships

Lead complex negotiations and drive commercial outcomes

Identify and secure new business opportunities and distribution growth

Lead activation planning and execution across all channels

Drive excellence in promotional and category activation

Ensure plans are insight-led, measurable, and commercially robust

Leadership & Team Development:

Lead, coach, and develop a high-performing team

Set clear expectations and drive accountability and performance culture

Cross-Functional Collaboration & Strategy:

Partner with cross-functional and global stakeholders to align plans

Leverage insights to inform strategy and identify growth opportunities

Governance & Compliance:

Ensure compliance with policies, regulations, and Code of Conduct

Promote accountability, ethical behaviour, and high compliance standards

The client is a leading global pharmaceutical company, dedicated to the research and development of medical products, breakthrough therapies and innovative healthcare solutions in areas of unmet medical need for both humans and animals.

The Person/Experience

• Leadership, team management and coaching experience in retail sector
• Proven track record of driving sales, profit, and market share growth
• Experience managing complex customer relationships (e.g. Amazon, retail multiples)
• Excellent stakeholder management and cross-functional collaboration skills
• Strong commercial acumen (pricing, P&L, business planning)
• Excellent understanding of retail and e-retail dynamics
• Strong leadership and team management capability with coaching experience
• Ability to influence across matrix organizations
• Strong analytical thinking and problem-solving capability
• Experience in joint business planning and customer negotiations
• Ability to operate in fast-paced, complex, and ambiguous environments
• High level of personal accountability and ownership

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