Position Overview:
We are seeking a dynamic and driven Commercial Director to lead our B2B commercial strategy and execution in the fine foods and fine wines sector. This individual will play a pivotal role in championing revenue growth, strengthening key client relationships, and positioning our company as a market leader in premium food and beverage distribution. The ideal candidate combines strong commercial acumen, deep industry knowledge, and an entrepreneurial spirit to inspire the sales team and shape the future of our growth trajectory.
Key Responsibilities:
Growth Strategy & Brand Positioning
- Develop and execute profitable and innovative growth strategies to achieve ambitious growth targets and expand our footprint in new markets in the fine foods and wines distribution segment
- Ensure alignment of strategy and growth plans with the company's brand positioning as gourmet fine foods and wines purveyor
- Identify and pursue new business opportunities across premium HORECA, retail, and private client channels
- Drive category growth by positioning and promoting unique selling propositions for fine foods and wines
- Stay ahead of market trends, competitor activities, and emerging opportunities to drive strategic decisions and effective positioning
- Identify and develop new market growth opportunities and expansion plans, including new market research and competitive analysis to assess feasibility, identify local customer needs, and tailor product positioning accordingly
- Collaborate cross-functionally with marketing and brand teams on product launches, promotional campaigns, and key industry events
Customers and Partners Management
- Develop and oversee partnerships and collaborations to extend brand reach
- Lead the commercial negotiation of high-value contracts
- Foster and maintain strong relationships with key customers, sommeliers, and chefs
- Oversee key account management and ensure customer satisfaction through tailored solutions and service excellence
- Represent the company at trade shows, tastings, and industry forums to enhance brand visibility and network with stakeholders
Leadership & Collaboration
- Lead, mentor and motivate a high-performing sales team to deliver consistent revenue growth and exceed annual targets
- Establish KPIs and reporting frameworks to track sales performance and growth opportunities
- Foster a positive, inspiring environment that attracts and retains sales talent for future expansion
- Collaborate closely with senior leadership, internal and external stakeholders and with the COMO F&B internal culinary and purchasing teams to leverage on cross-business unit purchases cross the F&B division
Financial and Key Performance Matrixes
- Annual revenue growth and gross margin % targets by department
- New account or channel acquisition and pipeline development
- SKU expansion for key customer accounts
- Customer satisfaction score or NPS for key accounts
Key Qualifications and Experience Required
- Minimum 8-10 years of progressive sales leadership experience in B2B distribution, with at least 5 years in fine foods, wines or premium F&B sectors
- Proven track record of delivering strong sales results and developing high-performing teams
- Strong network within the F&B, hospitality and premium retail ecosystems
- Deep understanding of fine wines and gourmet ingredients, and ability to translate product knowledge into compelling sales strategies
- Exceptional negotiation, presentation and client relationship-building skills
- Possess strong commercial acumen and data-driven decision-making ability
- Strategic leader, but willing to take an operationally hands-on approach in leading and working alongside teams
- Bachelor's degree in Business, Marketing, or related field; WSET or equivalent wine certification is a strong plus
Personal Attributes
- Passion for premium gastronomy, fine wines, and exceptional dining experiences
- Innovative and entrepreneurial mindset
- Ability to thrive in a fast-paced, high-performance environment
- Excellent communicator with the ability to influence stakeholders at all levels
