Head of Retail

Dale Farm Cooperative is a UK dairy farmer co operative owned by over 1200 dairy farmers who supply us with fresh milk. Dale Farm has operations throughout the UK and Ireland producing and distributing a wide range of dairy products which it sells across the UK and Ireland as well as exporting to over 45 countries worldwide.

At Dale Farm virtually every career discipline is represented in our workforce, from production, engineering and distribution, to sales & marketing and food technology/quality assurance, to Finance, HR and IT through to general management. Our standards are high and when we recruit we are looking for those with energy and drive, who are keen for responsibility and motivated to succeed with a record of achievement and with the potential to develop as the company grows.

Culture

Our culture is based on setting best in class standards, working to wards and delivering on committed objectives, striving for constant improvement and involving everyone in the company. We strive to develop our people and harness everyone's contribution to deliver a winning team.

The company is an Equal Opportunities employer and is committed to a safe, inclusive and relationship based workspace.

In return, we offer a high degree of responsibility, plenty of challenge, good opportunities for learning and personal development and rewarding benefit packages, all within a fast moving and results oriented environment.

Role Summary

Reporting to the Group Commercial Director, the Head of Retail GB will focus on optimising Dale Farm's GB Retail business through strategic sales, market development and customer management. This role will play a key part in building and managing long term senior strategic relationships within key GB partner retailers while also identifying and securing new partners for growth. The successful candidate will take responsibility for driving sales volumes, turnover and net profit in line with Group Strategy and 5 Year Growth Plans. The position requires a strong understanding of dairy markets, the cheddar market and commodity cycles, combined with excellent commercial judgement, drive and influencing skills at senior levels with key stakeholders across Dale Farm, customers and the wider market. This is a home based role with travel to Dale Farm Belfast head office, the Dunman site and customer locations as required.

Main Responsibilities

• Support the Group Commercial Director in setting and delivering long term strategic growth plans for Retail GB and building strong relationships at all levels in key retail accounts.
• Build on existing and develop new long term strategic partnerships with key GB retailers.
• Take full responsibility for specific retail accounts, including net profit, turnover and volume performance.
• Manage and develop strong cross functional relationships with customers and internal teams across Dale Farm.
• Lead the development of customer business plans and sales strategies that deliver margin, value and volume growth.
• Lead the development of retailer category plans, ensuring alignment with Dale Farm Group strategy.
• Work closely with customer services and distribution teams to ensure customer requirements and forecasts are managed effectively with exceptional service levels.
• Shape and deliver successful joint business plans and promotional strategies while managing account budgets effectively.
• Take a leadership role in developing an innovative product pipeline.
• Identify new retail targets and secure new business opportunities in line with Dale Farm strategy.
• Manage tender processes as required to protect current business and win new business sustainably.
• Negotiate supply contracts and agreements with key retailers.
• Deliver annual targets on sales volume, value, stocks and net profit.
• Develop the team through active personal development plans and role model Dale Farm values.
• Build a deep understanding of the GB cheddar market, including consumers and the competitive landscape, and provide timely market insights to inform strategy.
• Work closely with commercial, finance, operations and supply chain teams to optimise production planning and service delivery.

Qualifications

• Degree in Business, Economics or a related discipline.
• Strong history of personal development, with a demonstrable track record of career progression and success.
• A current driving licence.
• At least 10 years' experience within a similar FMCG environment, including a minimum of 3 years at a senior level.
• Strong track record of delivery using sound judgement, drive and influencing skills.
• Proven leadership capability and experience of developing people and teams.
• Significant success managing GB retailers within an FMCG environment.
• Strong and effective negotiation skills backed up by a solid grasp of category management principles.
• Ability to analyse financial data and make decisions that improve sales, margins and distribution.
• Excellent verbal and written communication skills, with the ability to present information and issues clearly and concisely to drive decisions.
• Demonstrable ability to manage senior retailer relationships effectively.
• Experience of delivering in a fast paced cross functional environment.
• Dairy and own label experience would be strongly desirable.
• A strong understanding of dairy markets, the cheddar market and commodity cycles.

Benefits

Dale Farm offers a competitive salary commensurate with the responsibilities of the role, together with a comprehensive benefits package. This includes 25 days' annual leave plus bank holidays, a contributory company pension, Life Assurance, access to wellbeing support through our Employee Assistance Programme, and enhanced maternity and paternity leave. We are also committed to supporting the learning and development of our employees throughout their careers.

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