Head of Group Commercial – Luxury Retail

This is a unique opportunity to work for a Global brand leader who boasts an impressive portfolio of well known premium consumer brands within the Group. This is a newly created and high profile role in which you will be a key member of the UK leadership team and focus on leveraging the scale of the Group to win bigger for all brands.

The role:

  • Leverage corporate scale with joint customers to achieve better trade support at lower cost
  • Lead the group’s commercial strategy, drive best practice and build capability in trade marketing across the different brands and corporately
  • Mutualise common commercial work-streams that are not brand specific

Key areas of responsibility:

1 – Represent the Group, and define group strategy on common customer topics to deliver best value for the Group:

Working closely with Country manager and GMs

  • Any trade terms evolution, changes and negotiations affecting the Group: eg cost share model, rate cards, new store openings, pricing
  • Any corporate customer strategic initiatives: CRM, store developments, co-marketing initiatives
  • Work with GMs to define and coordinate group strategy and response

2 – Define and own the commercial strategies for the group to maximise unit revenue

Working closely with the cluster trade marketers (who execute), brand Finance, GMs and HQ

  • Group Trade terms strategy
  • Group Trade where to play choices (corporate analysis of group customer profitability: where do we invest and push our scale play; where do we pull back)
  • Trade Channel Go To Market differentiation (Department stores, F&I, Indeps, High street etc):
    • Winning value add tools: Differentiation strategy (hard and soft), Gifting strategy
    • Winning value off: price off promotions, remnant channel choices
  • Group pricing strategy – to ensure consistency in approach
  • Promotional guidelines & remnant offers (will become bigger part of role as we pick up more FF)
  • Mix: work with cluster trade marketers and Finance to establish mix strategy (brand lines, sizes) by brand to maximise revenue and bottom line.

3 – Build the Trade marketing functional expertise in the group. All cluster trade marketers have a direct line into the corporate head.


  • Reports to the Country Manager, and works closely with them on Group strategic choices
  • Key member of the UK leadership team
  • Close collaboration with GMs, CFO, HRQ
  • Together with Country manager, Group contact for all key trade partners
  • Their immediate team ie the cluster trade marketers (3 people)


  • Experienced leader with 10 yrs + expertise in commercial leadership roles in mass or premium beauty.
  • Deep understanding of the UK trade landscape in Beauty, and the key commercial business drivers.
  • Has previous experience of trade marketing roles – ie representing sales’ needs back to Marketing and RHQ or GHQ to deliver the right commercial plans (across price, promotion, gifting, differentiation, eventing, amplification) to win in market vs competition.
  • Strong collaborator and communicator given matrix structure
  • Influencing and coordinating skills will be key given matrix structure
  • Needs to be comfortable with strategic focus of role vs operational responsibility. Ie does not own the P&L

To apply, please forward your CV to: rex.cridland@njr.uk.com quoting NJR/RC166