Head of Commercial Partnerships

Job Title:
Head of Commercial Partnerships

Reporting to:
CEO

Kelpi is a world-leading sustainable materials innovation company, using seaweed and natural plant-based oils to create a unique coating material that provides the sort of barrier to moisture that could previously only be achieved by fossil fuel plastics. This renewably sourced coating is then applied to paper and card to create recyclable packaging which, if it were to escape the recycling stream, will biodegrade in the natural environment.

Kelpi is looking for a Head of Commercial Partnerships to join our rapidly growing team comprising world-class scientists, engineers, and entrepreneurs.

What we are looking for 

We are looking for a self-motivated individual to drive our commercial growth as we launch in market and beyond. You'll be a tenacious 'hunter' identifying, approaching and converting prospective clients into paying customers and R&D partners.

You will create, curate and convert a pipeline of new business across food, drinks, personal and home care. You will be able to understand customer product requirements, pitch solutions and to work with the technical team to develop and deliver tailored commercial products.

You'll have the autonomy to define and lead the commercial strategy for Kelpi, be a key part of our leadership team and drive the future success of the business. You will need to be tenacious, dedicated, have a strong work ethic and show an innovative and methodical approach to problem solving.

We are already working with some of the world's leading and largest brands, many in established long-term R&D relationships. We have a unique product and proposition and are looking for someone with the vision, passion and commercial drive to transform an R&D focused organisation into a multi million pound turnover commercial business.

You should have:

• Proven commercial experience in a high growth / scaling environment
• The tenacity and drive to identify, prospect and convert potential clients
• Proven track record of leading commercial negotiations and structuring contracts that drive strategic value, manage risk and optimise long-term partnerships
• Understanding of the packaging industry, ideally sustainable packaging. International experience (in particular Europe & US) would be an advantage
• A strong orientation and proven ability to drive action and delivery
• Confidence to present to and influence the world's largest companies at senior level
• Proven ability to build client relationships and execute in a fast-paced environment
• A track record of programme delivery and client satisfaction
• Experience accurately forecasting and delivering revenue targets
• A confident and compelling speaker in public forums / conferences and trade shows
• Experience structuring internal teams around business objectives and delivering results

Your role

As the Head of Commercial Partnerships your focus will be to lead on the commercial strategy for Kelpi, taking the business from its current development and scale up phase, into full commercial product launch. You will take a hands-on approach in building the commercial pipeline, comprising of consumer brands in the food and drinks, personal and home care sectors, and packaging application and conversion partners, gaining commercial traction and revenue generation.

Responsibilities involve:

• Strategic leadership:
  You'll work closely with the CEO to define and deliver the commercial success of Kelpi. You'll also collaborate with the CTO and CSO to ensure product strategy and commercial strategy remain completely aligned, with our science team focusing on future material development that supports the commercial direction of the business.
• Business Development
  : You'll devise and implement an effective approach to win the new brand clients and packaging partners Kelpi needs to grow successfully, taking the business from paid R&D contracts to full commercial product launch in the US, UK and EU.
• Client Delivery
  : You'll lead on our ability to work collaboratively with our clients, building the commercial team as we scale and partnering with the product development team to ensure we can effectively serve some of the largest companies in the world.
• Team management
  : You'll build a high-performance, cross-functional team to deliver our commercial goals, recruiting, retaining and directing an effective team capable of punching above our weight on the worldwide stage.

Why Kelpi?

• In addition to a competitive compensation package and growth opportunities within a startup environment, the Head of Commercial Partnerships will participate in our Employee Share Ownership Programme.
• We offer additional benefits, such as a health cashback scheme, cycle scheme, and enhanced family-related leave and pay.
• You will have access to a generous budget for personal and professional development.
• A work life balance is important to us - we offer 25 days annual leave (in addition to the 8 bank holidays), additional 'Kelpi' days, charity days and social events.
• Opportunities to contribute to meaningful work that is addressing the world's biggest sustainability challenges.

Where you will be based

This is a position based at our modern lab and office space in central Bristol, however we are open to discussions around flexibility, including hybrid working and part-time positions.

We are dedicated to providing an equal, supportive and inclusive culture and embrace a diverse range of talent to contribute to that. Therefore, we welcome all applications - regardless of gender (including gender reassignment), sex or sexual orientation, race (including colour, nationality and ethnic or national origin), religion/belief, disability or age.

If you have a medical condition or an individual need for an adjustment to our process, and you believe this may affect your ability to be at your best - please let us know so we can talk about how we can best support you and make any adjustments that may be needed. In your application, please feel free to note which pronouns you use.