Head of Commercial

Dig in and grow with us At Mash Direct, our aim is simple: to bring the taste of great food, rooted in six generations of farming, to every table, nurturing a stronger connection between people, their food, and the land it comes from. Were here to be the trusted source of freshly prepared vegetable side dishes, honouring our heritage while growing responsibly for future generations. How we do that matters. We work collaboratively, act with purpose, support one another, and take ownership of the results we deliver. We also believe in looking after our people. Were building a culture where everyone voice is heard, good leadership is developed, and learning and growth are part of everyday work. Supporting each other and sharing knowledge is just as important as producing great food. If you care about good food, honest work, and being part of a team that does things properly and you want to help shape the future of how we buy, Mash Direct is a place where youll belong. What you'll be doing This is an exciting opportunity to drive our commercial function and be an integral part of our agenda for growth. This is a senior leadership role with direct accountability for all retail, foodservice, and private label customers. The right candidate will bring the ambition and discipline to grow gross margin, drive volume and open the door to new business simultaneously, someone who can hold a room with a major retailer, lead a sales team with genuine authority, and negotiate hard without burning relationships. Your role will include: Commercial Leadership & Accountability Take full ownership of the commercial P&L, with direct accountability for gross margin, volume, new business and revenue Develop and execute an annual sales plan aligned to the business strategy, with clear targets, and customer plans Monitor trading performance against budget on a weekly basis, identifying risks and opportunities and taking proactive corrective action Lead pricing strategy across the customer base, ensuring margin is protected and growth is profitable Gross Margin & CPI Negotiation Drive gross margin improvement across all customers, identifying and eliminating margin leakage, using insights and data to influence customer pricing, and restructuring unprofitable business where necessary Lead the annual CPI and surcharge negotiation programme across all of our accounts, and negotiating to successful conclusion Maintain a live view of customer profitability and use it to inform ranging, promotional, and investment decisions Customer Management Hold senior-level relationships across all major retailers, foodservice customers, and private label customers across all of our customers. Develop and deliver customer joint business plans that drive mutual growth and deepen partnership beyond transactional relationships Develop pipeline opportunities with current customers, and future customers Showcase Mash Direct to current and prospective customers, leading with quality, service and innovation Private Label & Own Brand Lead commercial engagement with private label and own brand customers across both retail and foodservice channels Work closely with the NPD, Technical and Operations teams to develop compelling own label propositions that win volume without compromising the brand or operational efficiencies Manage tender processes for private label business with rigour and commercial discipline New Business Development Identify, target, and convert new business opportunities across our customers Build a structured pipeline of new business prospects, with clear conversion plans and regular progress feedback into the SLT Represent Mash Direct at trade events and industry forums to raise commercial profile and generate leads Team Leadership & Accountability Line manage and hold accountability for the sales team Supporting the CCO to build a high-performance culture, one where expectations are high, results are recognised, and underperformance is addressed quickly and fairly by holding team accountable Lead from the front in customer-facing situations, coaching team members in negotiation and account management best practice Cross-functional Collaboration Work closely with the Marketing team to align category and insights data, promotional activity, NPD pipeline, and brand investment with commercial priorities Partner with Operations to manage demand forecasting, availability, and service level commitments to customers Provide the CCO and SLT with regular commercial updates, including trading performance by account, customer feedback, and market intelligence Youll be joining a culturally diverse workforce where people look out for each other and take real pride in what they produce. What were looking for We are looking for someone who has: Significant senior sales leadership experience in food manufacturing, specifically in fresh produce, chilled or ambient categories Proven track record of managing and growing relationships with major grocery multiples (e.g. Tesco, Asda, Sainsburys, Morrisons, Waitrose, M&S) Demonstrable experience leading CPI and surcharge negotiations with major retail customers, with evidence of successful outcomes Private label and own brand sales experience, from proposition development through to negotiation and account management Strong commercial acumen, with ability to drive gross margin improvement with precision Experience managing and developing a sales team, with a clear approach to performance, accountability, and people development New business development experience with a track record of identifying, targeting, and converting commercial opportunities, not just managing inherited accounts Credible, confident communicator with ability to influence at all levels, internally and externally Established network across UK & Ireland retail, foodservice, or food manufacturing sectors If you want to be part of a business that values hard work, teamwork and doing things the right way, wed love to hear from you. Mash Direct is an Equal Opportunities Employer and welcomes applications from all suitably qualified candidates. TPBN1_NI