​Commercial Executive

Location Coventry
Discipline: Food & Fresh Produce
Job type: Permanent
Salary: £ 23,000 - £25,000 DOE
Contact name: Emma Ashmore

Contact email: emma@agrifj.co.uk
Job ref: 14030EA
Published: about 2 months ago

Commercial Executive
Location: West Midlands

Reporting to: Account Manager

The Company: Suppliers and importers of a variety of fresh fruit and vegetables.

The Industry: Food, Fresh Produce, Supply Chain, Procurement, Sales

Purpose of the Job:
You will have responsibility for sourcing, pricing, ranging and promotional activity for products in a designated category. You will develop and maintain progressive relationships with customers and suppliers and will actively seek and develop new customer opportunities.

Role Responsibilities: 

  • Working alongside the commercial manager to understand and support the information flow required to deliver key account management.

  • Learn the principles of managing customer relationships and account profitability. Taking greater responsibility in customer communication as experience grows.

  • Over time, manage the marketing and sales of a portfolio of products. This portfolio will change from time to time depending on supply windows and new product developments. Ensure the key category objectives set by your line manager are achieved.

  • Identify trends within the market/customer using insight from various sources, taking into account demographic and market changes. Formulate category strategies based on this. You will regularly hold category reviews with customers looking at market trends, consumer trends, food trends and the implications for them with our recommendations for new products (NPD), promotions, merchandising and packaging. This may not be one department’s responsibility but a team exercise with involvement from Sales, Development, Marketing and Production. You may develop new products and packaging concepts to show the customer based on what the market data reveals is happening in the category both within and outside that retailer.

  • Implement NPD in association with category plans. Identify new products for existing and new markets. Follow the NPD procedure.

  • To ensure the delivery of Sales and Gross Trade Profit for your category, develop existing and new customers; increase the company’s market share in existing and new areas.

  • Will be fully conversant in financial modelling and P/L forecasting tools.

  • Agreeing category objectives - qualitative and quantitative with your line manager.

  • Support other categories and departments when required.

  • Understand and explore customer requirements. Effectively communicate information flow between the customer and internal customers and departments. Respond to customer correspondence effectively and in a timely manner, communicating all key information to colleagues.

  • Ensure customer requirements and expectations are managed and met where these underpin the company objectives. Meet customers and suppliers to discuss and formulate category plans and negotiate promotional pricing (weekly and seasonal) and budgets. Make written proposals and present these (both on line and in person) to the customer.

  • Make proposals and presentations to your line manager, Board and others outlining achievement of category plans, and presenting other information that may be required from time to time. Reading and writing reports relevant to your area of responsibility.

  • Supplier work and contact may be limited at first. Over time this may evolve to include helping develop the range with suppliers, enabling or negotiating the best deal (price and value) and conduct regular reviews. Maintaining a mutually beneficial relationship with suppliers may result from this.

  • When required, to act as host to customers and suppliers, and accompany them on UK and overseas visits, to the company, its associate companies or suppliers. To entertain them if required subject to limits defined by the line manager.

  • Travel in the UK and overseas is a requirement in this role.

  • Maintain close communication with fellow commercial managers, purchase executives and administrators within your category.

  • Effective communication with internal managers and departments whilst fostering good relationships.

  • Participating in and eventually conducting ‘end to end’ process reviews, identifying and delivering quantifiable efficiency improvements.

  • Deal with correspondence in your area of responsibility whilst maintaining constructive supplier and customer relationships and networking.

  • Monitor customer complaints, investigate these and recommend course of action to minimise these if necessary

  • Ensure administration associated with your area of responsibility is up to date.

  • Meet deadlines, targets and objectives.

  • The duties and responsibilities listed above would be those normally required of you. However, as a member of the sales team, it is a condition of your employment that you may be asked to carry out other tasks as and when the business dictates.

Ideal Person Skills and Qualifications:

Information Seeking 

  • Develop and use a wide range of contacts and information sources. Information sources may include: Customers, Suppliers, Trade Bodies, Trade Press, Personal Contacts, Internet, Data agencies.

Analytical Thinking: Analyses Complex Problems

  • Carry out in-depth analysis of complex and diverse information using several different techniques to achieve full understanding of the category, the market, the customer and the supply chain.

  • A degree of financial awareness is required.

  • Numeracy and analysis skills are required. Use of spreadsheets to present information is a requirement.

Planning and Organisation

  • Implement category plans, which deliver the desired end result.

  • Assist in planning and implementing corporate marketing objectives for product promotions.

  • Good time management.

Delivering the customer proposition

  • Strong communication and presentation skills - written and verbal.

  • Understand customer personalities and views.

  • Good negotiation skills are required.

  • Take steps to measure customer satisfaction through feedback.

  • Identify, manage and develop good relationships with outside suppliers and customers to expand the company sales.

  • Commercial awareness.

Tenacity - Works to Understand/Manage Obstacles

  • Utilise alternative approaches to solving a task even in the event of failure.

Team working and Co-operation - Contributes to Effective Team Working

  • Work with your team to solve problems.

  • Take a flexible approach when working within a team, willing to change role when asked.

  • Ability to influence internal and external customers is required.

  • People management skills will be required when leading teams or individuals.


  • Develop good working relationships in those areas where there is frequent and regular contact. Be aware of the formal and informal structure and use both to get things done.

  • Develop and nurture a range of formal and informal contacts to help meet the position's objectives.

Use logical persuasion (if; then) in discussions/presentations

  • Emphasise positive messages and benefits, which will appeal to the audience.

  • Focus on the key benefits, including bottom line benefits, to get the message across.

  • Accepts constructive feedback/criticism.

Other Essential Candidate Requirements:

  • Self-starter and quick learner who can be trusted to drive the category forward with minimal supervision.

  • Professional in all undertakings.

  • Determination and motivation to overcome obstacles.

  • Time management is essential to get the most out of every day.

  • Excellent communication skills alongside listening and understanding your customers.

 The Package:

  • £23K – £25K Basic Salary.

  • Progressive opportunity to build a long-term career in category management.

How to apply: Please send your CV and cover letter to; Emma@agriFJ.co.uk

We thank all applicants who apply for this role. However, please be advised that only those short listed for an interview will be contacted. Please be assured that your job application will be managed in complete confidence and your personal details will not be passed to any third party without your prior permission.

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Agricultural and Farming Jobs are an established specialist Agricultural Recruitment business with offices based in rural Worcestershire. We have a specialist and dedicated Headhunting Recruitment Division as well as a specialist Jobs Advertising Division. We recruit specifically for all roles within the Agricultural industry and support the recruitment needs of all related clients including; Farms, Agricultural Machinery, Fresh Produce, Food, Horticultural, Equestrian, Finance and Veterinary companies on an International basis. We offer an exceptional service with a personable, yet highly professional approach. Please contact our office for further information on 01527 878550.