Head of Sales - Food

Head of Sales - FMCG

About the Business

We are partnering with a well-established UK food distribution business that has built an excellent reputation for supplying high-quality products to customers nationwide. With decades of experience in the FMCG sector, the company has become a trusted partner through its commitment to exceptional service, dependable delivery, and long-standing customer relationships.

Serving a diverse customer base including manufacturers, wholesalers, retailers, hospitality businesses and independent operators, the organisation continues to invest in its people, product portfolio and commercial capabilities to support ambitious growth plans.

The Opportunity

An exciting opportunity has arisen for an experienced Head of Sales to lead the company's commercial function and drive the next phase of business growth.

Reporting directly to the Executive Leadership Team, you will shape and deliver the overall sales strategy, lead a high-performing sales team, and strengthen key customer partnerships while identifying new commercial opportunities across the UK market.

This is a senior leadership position suited to a commercially astute individual who combines strategic thinking with a hands-on approach to developing people, improving performance and delivering profitable growth.

Key Responsibilities

Commercial Leadership

• Develop and execute the company's national sales strategy in line with overall business objectives.

• Identify new revenue opportunities across existing and emerging markets.

• Drive sustainable sales growth while protecting profitability and margin.

• Lead annual sales planning, forecasting and budgeting processes.

• Monitor market trends, competitor activity and customer demands to maintain competitive advantage.

Business Development

• Build long-term commercial relationships with strategic customers and key decision-makers.

• Negotiate high-value contracts and commercial agreements.

• Expand market share by securing new business opportunities across multiple channels.

• Develop plans to maximise customer retention, account growth and lifetime value.

Leadership & People Development

• Lead, mentor and develop the sales management and wider commercial teams.

• Create a high-performance culture built around accountability, collaboration and continuous improvement.

• Set clear objectives, KPIs and development plans to support individual and team success.

• Support succession planning and talent development across the sales function.

Commercial Collaboration

• Work closely with Procurement, Operations, Finance and Marketing to ensure commercial objectives are aligned.

• Contribute to pricing strategy, promotional activity and product development initiatives.

• Ensure customer insight is used to influence business decisions and future commercial planning.

Performance & Reporting

• Deliver accurate sales forecasts, pipeline reporting and commercial updates to the Executive Leadership Team.

• Analyse sales performance and market data to identify trends, risks and opportunities.

• Manage departmental budgets and ensure effective allocation of resources.

• Monitor key commercial metrics to drive continuous improvement across the sales operation.

About You

The successful candidate will be an experienced commercial leader with a proven ability to develop winning sales strategies and inspire high-performing teams.

Essential Experience

• Significant experience in a Head of Sales, National Sales Manager, Commercial Manager or Senior Sales Leadership role within FMCG, food manufacturing, foodservice, wholesale or distribution.

• Demonstrable success in delivering revenue growth, improving profitability and expanding market share.

• Experience managing major national accounts and complex commercial negotiations.

• Strong leadership experience with the ability to motivate, coach and develop successful sales teams.

• Excellent understanding of commercial planning, forecasting and budget management.

• Strong analytical and financial awareness with the ability to translate data into commercial action.

• Outstanding negotiation, influencing and stakeholder management skills.

• A strategic mindset combined with a proactive, hands-on leadership style.

• Excellent communication and presentation skills.

What's on Offer

• Competitive salary.

• Performance-related bonus.

• Company pension scheme.

• Life assurance.

• Employee discount programme.

• Employee Assistance Programme (EAP).

• Opportunity to join a respected and growing business with genuine influence over its commercial strategy.

• A senior leadership role offering autonomy, career progression and the opportunity to shape future business growth.