About the Role
Commercial Manager - Ireland (based in Camden, London)
To create and execute the commercial plan for several OB propositions within Bars, to deliver EBITDA growth from like-for-like sales and gross margin improvement activity.
The role holder will be expected to use a variety of levers to drive like-for-like sales growth, such as range improvement, optimisation of price and promotion, upselling and maximisation of the use of space, and will drive category performance. Creating propositions that are customer-led and consider all aspects from creating the menus to how it arrives in front of the customer.
The role holder will use a range of tools and approaches to achieve gross margin improvement: working with stakeholders to identify and take advantage of supplier income opportunities; drawing upon the expertise of the culinary team to simplify and standardise recipes or develop new ones; and finding ways to reduce the impact that commercial activity has on waste and labour.
This role requires a rigorous and thorough commercial planning process with the aim for all commercial activity to be margin/sales/cash additive. Success in this role is highly dependent on an effective relationship with the operational teams, purchasing teams and NPD team. Full stakeholder alignment and influencing is a key aspect of this role to create rounded commercial plans that can be easily executed to support the operational teams and to deliver a great customer experience.
The Commercial Manager may also need to manage external stakeholders in order to ensure that SSP achieves its commercial outcomes whilst satisfying the requirements of the client and partners that we work with.
Key Responsibilities
* Create and execute the commercial plan for several OB propositions within Bars to deliver EBITDA growth.
* Support the Head of Bars and Casual Dining in creating the commercial plan for each specified proposition.
* Ensure every initiative is modelled on a product by product/unit by unit basis and forecast outcomes.
* Submit proposed sales and gross margin improvement activities to weekly trade/monthly commercial forum meetings for approval.
* Prepare proposition/menu briefs based on customer & commercial opportunity.
* Work closely with marketing services such as NPD, creative design, marketing planning, and brand development function.
* Accountable for the successful implementation of activities through operational teams.
* Report results at weekly trade and monthly commercial forum meetings.
* Manage the commercial set up for new openings including range, pricing, POS.
* Monitor competitor and brand partner activity, as well as customer and market trends.
* Spend time in the field monthly to observe and support implementation in operational units.
* Manage Commercial Executives who support the implementation of the commercial plan.
* Proactively look for ways to optimise results and stay competitive.
To be successful in this role you will need:
Essential:
* Experience of using price, range, display and space, upselling, margin and category optimisation to deliver commercial results.
* Experience of delivering profit targets preferred, but experience in a sales environment also desirable.
* Ability to drive decision-making through analysis based on evidence.
* Experience of drawing out business insights from analysis and presenting findings persuasively.
* Ability to develop innovative ideas to drive top and bottom line.
* Excellent organisational, leadership, and communication skills.
* Experience of managing and influencing senior stakeholders.
* Experience of managing client relationships.
* Excellent knowledge of external trends in the food and beverage industry.
* Good understanding of the operational reality in units.
Desirable:
* Analytical and commercial.
* Exceptional attention to detail.
* Data-driven.
* Ability to focus effort on the most profitable outcome.
* Innovative and bold – able to find new ways of doing things.
* Ability to build and work to a solid plan to achieve margin.
SSP are proud to be an equal opportunity employer who seek to recruit and retain the most talented individuals from a variety of backgrounds, skills and perspectives.
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