Head of Retail Sales (Bracknell Forest, United Kingdom, Bracknell Forest)
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THE POSITION
The Head of Retail Sales is responsible for leading the development and delivery of the retail growth strategy for the OTC portfolio, translating business ambition into executable commercial plans that drive sustainable sales, market share, and growth in a highly competitive and dynamic market.
The role leads and develops a high-performing team of National Account Managers and Customer Leads (e.g. Amazon & Pets at Home), providing strategic direction, coaching, and clear performance accountability to ensure best-in-class execution across all customers and channels.
TASKS & RESPONSIBILITIES
Commercial & Performance Delivery
Drive sales, profit, and market share growth across the OTC portfolio
Deliver against budget and commercial objectives (JBPs)
Identify risks and opportunities and respond with speed and agility
Customer & Channel Strategy
Develop and execute customer and channel growth plans
Lead joint business planning and ensure strong commercial execution
Optimize activation across offline and online channels to maximize ROI
Customer Partnerships & Growth
Build and develop strategic retail partnerships
Lead complex negotiations and drive commercial outcomes
Identify and secure new business opportunities and distribution growth
Retail Activation Excellence
Lead activation planning and execution across all channels
Drive excellence in promotional and category activation
Ensure plans are insight-led, measurable, and commercially robust
Leadership & Team Development
Lead, coach, and develop a high-performing team
Set clear expectations and drive accountability and performance culture
Cross-Functional Collaboration & Strategy
Partner with cross-functional and global stakeholders to align plans
Leverage insights to inform strategy and identify growth opportunities
Governance & Compliance
Ensure compliance with policies, regulations, and Code of Conduct
Promote accountability, ethical behaviour, and high compliance standards
REQUIREMENTS
Education
Degree or equivalent professional experience
Skills & Experience
Strong experience in retail, FMCG, or OTC commercial environments
Proven track record of driving sales, profit, and market share growth
Experience managing complex customer relationships (e.g. Amazon, retail multiples)
Excellent stakeholder management and cross-functional collaboration skills
Strong commercial acumen (pricing, P&L, business planning)
Excellent understanding of retail and e-retail dynamics
Strong leadership and team management capability with coaching experience
Ability to influence across matrix organizations
Strong analytical thinking and problem-solving capability
Experience in joint business planning and customer negotiations
Ability to operate in fast-paced, complex, and ambiguous environments
High level of personal accountability and ownership
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Job details
How this role compares
Computed from every other active Sales role in our database, not just this employer's listings.
We currently track 3223 comparable Sales roles across 198 biopharma companies.
Salary context
768 of 3223 peers report a salary range (USD, annualized)
Peers share this role's job function. This posting doesn't list a seniority level, so peers aren't narrowed by seniority either -- the range below may span more levels than usual.
Where these roles are based
Top locations among the 3223 comparable roles
+ 71 more countries
Seniority mix
1322 of 3223 peers have a known seniority level
Therapeutic area mix
900 of 3223 peers have a known therapeutic area; the rest are genuinely unlabeled, not hidden
Similar opportunities
The closest matches from our peer group, ranked by how similar they are, not how well you'd qualify for them -- treat this as market context, not a guaranteed shortlist; a weak match is labeled as one below.
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How we calculate "similar"
No black box, no LLM guesswork: a deterministic score built from four normalized attributes. Here's this role's own peer group at different match levels, so you can see the mechanism, not just the result.
Every comparison starts from the same 100-point budget: 25 for working in the same function, 40 for the same therapeutic area, 20 for the same or adjacent seniority, 15 for the same country. A dimension we can't confirm on both sides contributes nothing, never a guess, never a free pass.
0 points, never a partial guess. A role we know almost nothing about beyond its function bottoms out at 25%; it never inflates to 100% just because there's little to compare against. Seniority uses a defined ladder (Associate → Manager → Associate Director → Senior → Principal → Director → Senior Director → Executive/VP) so "Director" and "Senior Director" count as adjacent, but "Director" and "Executive/VP" do not.