Retail Sales Controller

Career Opportunities: Retail Sales Controller (4388)

Requisition ID4388-Posted05/11/2026- Region (1) - Job Category (2) -Permanent-Full Time- Company (1)

The Retail Sales Controller is responsible for delivering sustainable sales, profit and market share growth across a portfolio of national retail customers. Working closely with the Commercial General Manager, the role develops and executes customer strategies, leads commercial negotiations, and builds strong cross-functional relationships to maximise business performance. The role includes leadership and development of one direct report and active participation in wider commercial and business improvement initiatives.

Key Accountabilities

• Identify opportunities to increase sales, distribution and profitability in partner customers
• Lead Joint Business Planning (JBP) processes with strategic retail customers.
• Build collaborative relationships with customer buying, category, supply chain and technical teams.
• Deliver strategic plans that create mutual value for both customers and the business

• Own full customer P&L performance including revenue, margin, investment, rebates and profitability.
• Lead annual commercial negotiations and pricing initiatives.
• Develop robust account forecasts and manage risks and opportunities throughout the trading year.
• Recommend and implement pricing strategies that offset inflation and protect margin.
• Evaluate promotional effectiveness and return on investment.
• Ensure business decisions are supported by sound commercial analysis and market insight.

Category Competency

• Utilise market, shopper and category data to identify growth opportunities.
• Translate consumer, retailer and category trends into actionable customer plans.
• Work alongside NPD team to create compelling customer propositions.
• Monitor competitor activity and provide recommendations to strengthen market position.

Forecasting and Business Planning

• Produce accurate volume, revenue and margin forecasts. Identify corrective actions to address gaps.
• Lead customer budgeting and annual planning processes.
• Manage demand planning inputs to support excellent service performance.
• Deliver monthly business reviews and performance updates.

The Right Person

• Minimum 5 years' experience managing major UK grocery retail accounts.
• Proven track record of delivering sales and profit growth.
• Strong commercial negotiation experience.
• Excellent numerical and analytical capability.
• Experience managing customer P&Ls and promo investment.
• Advanced Excel and commercial reporting skills.
• Strong influencing and stakeholder management skills.
• Experience leading cross-functional projects.
• Previous line management experience.
• Experience using Circana (IRI), Nielsen, Kantar or equivalent market data sources.

Critical Behaviours

• Customer obsessed and externally focused.
• Strong commercial acumen and financial ownership.
• Challenges constructively and drives continuous improvement.
• Builds credibility through delivery and integrity.
• Makes decisions using data and insight.
• Demonstrates resilience and adaptability.
• Leads change positively.
• Takes ownership and accountability for outcomes.
• Encourages collaboration across functions.
• Champions safety, quality and compliance at all times.