Head of Commercial Projects

Head of Commercial Projects

Job Summary

The Ocado Solutions Commercial Projects team is responsible for signing new international partners, managing the full sales process from research and initial contact to detailed joint work and ultimately contract signing.

The Head of Commercial Projects will be responsible for leading multiple business development projects in parallel, managing and staffing this strong team, and overseeing their activities. They will also contribute to Ocado’s commercial strategy and processes, working closely with Commercial Operations and Product Strategy colleagues. They will hold a key role in the successful delivery of Ocado’s ambitious growth plans.

The Head of Commercial Projects will report to the Commercial Projects Director and will work closely with the Ocado leadership team, including the Ocado Solutions Regional Presidents as well as the rest of the Ocado Group and Ocado Solutions senior leadership team.

The role is hybrid with at least 2 days/week in Ocado's head office in Hatfield (20-30 mins train from London) and the rest in remote working, with regular UK and international travel.

CEO Ocado Solutions

President Europe, Ocado Solutions

Commercial Projects Director

Head of Commercial Projects

Accountabilities
- Lead multiple (between three and five) simultaneous sales plans with potential and existing clients at varying levels of business development maturity
- Be the lead Ocado Solutions contact for selected prospect relationships, using consultative selling skills to understand the needs of senior prospect stakeholders, define project plans, advise prospects on strategic direction and make a compelling business case
- Build and deepen relationships with potential partners, and where appropriate continue those relationships post signing
- Provide inputs towards commercial strategies, tactics and processes e.g. pricing and positioning of products
- Oversee the work of project managers and associates, support their problem solving and maintaining momentum on projects
- Contribute to deal negotiation strategy and execution, and the closure of OSP deals
- Ensure deal pricing and profitability is at an acceptable level
- Support a commercially successful and ever-evolving product strategy
- Develop a strong personal understanding of customer trends and requirements in the global retail market and of the retail channel shift; develop the team’s understanding of these dynamics; ensure our information is up-to-date and relevant
- Measure and accelerate progress on defined sales projects
- Allocate Ocado Solutions resources appropriately to align them with prospect requirements and Ocado Solutions priorities
- Define and lead the improvement of team processes and materials
- Recruit, motivate and jointly manage a high quality team of 8 Managers and Associates

Skills, Experience and Qualifications
- Significant experience in top tier strategy consulting, finance or business development role
- Top quality academic background
- Experience in Retail/FMCG and tech/ecommerce
- Good understanding of commercial developments within the retail market
- Excellent analytical, and presentation skills
- Experience in business development activities
- Experience recruiting and managing teams within budgetary constraints to quality standards and targets
- Excellent relationship management abilities with the ability to influence others
- Excellent leadership, project management and multi-tasking skills
- Strong ownership and bias to action
- Very comfortable dealing with data, analytics and financial modeling
- Excellent oral and written communication skills
- Highly driven, passionate and intellectually curious

Not essential but an advantage:

- Experience of working internationally
- Experience in software and/or automation industries
- Speaks foreign languages to the level where they can conduct business

Competencies
- Commercial acumen and pragmatism
- Resilience and tolerance of ambiguity
- Collaborative team player, able to bring different skills and personalities together to present a cohesive solution to the client
- Driven and Passionate
- Decision Making.
- Strategy Development.
- Critical Thinking
- Self-awareness

**BENEFITS**:
Our employee benefits are designed for you, we care about people and we’ve ensured we have a wealth of benefits that focus on your well-being. We regularly review our benefits to ensure we are supporting our employees appropriately.
- 30 days ‘working from anywhere in the world’ policy
- Wellbeing support through dedicated apps and an Employee Assistance Programme
- 25 days annual leave, rising to 27 days after 5 years service (plus optional holiday purchase)
- Pension scheme (various options available including employer contribution matching up to 7%)
- Generous Private Medical Insurance (within the first month of joining)
- Income Protection (can be up to 50% of salary for 3 years) and Life Assurance (3 x annual salary)
- 22 weeks