Head of Speciality (Impulse, Sport & Field Sales)

Are you a commercially driven leader who thrives in fast paced environments and knows how to make a brand impossible to ignore? A high growth, mission led energy and wellness brand is looking for a Head of Speciality (Impulse, Sport & Field Sales) to accelerate performance across the impulse, fitness, and field sales channels. This is a pivotal commercial leadership role - owning strategy, driving execution, and leading a high performing field team to deliver standout results on the ground.

This position is ideal for someone who combines sharp commercial instincts with hands on leadership, who knows how to build strong customer partnerships, unlock new revenue streams, and grow a brand's physical footprint rapidly and effectively.

• Salary: £TBD for the right person
• Working hours: Full-time/ Hybrid
• Perks: Complimentary access to fitness facilities, adventure incentives, remote working allowance, and team experiences
• Leave: 25 Days per annum
• Reporting to: Head of Sales

Acting as the driving force behind the brand's impulse and fitness/wellness channels, the Head of Speciality will lead commercial strategy, manage key accounts, oversee field execution nationally, and champion exceptional visibility and distribution across the UK.

They will manage the full channel P&L, shape long term growth plans, and inspire a team of field sales specialists who ensure the brand wins at shelf, in fridges, and across gyms, studios, and speciality outlets.

1. Team Leadership & Field Management

• Lead, inspire, and develop a high performing national field sales team, ensuring best in class execution across all customer touch points.
• Recruit, onboard, and expand field coverage across major UK cities, aligning headcount with commercial opportunity.
• Create a performance driven culture with clear expectations, KPIs, and regular coaching.
• Oversee the development of specialised fitness field teams to support gym, studio, and sport wholesale growth.
• Establish strong communication rhythms and maintain a positive, accountable team environment.

2. Customer & Partner Growth

• Manage and grow key accounts across impulse, convenience, fitness, and wellness channels.
• Strengthen distributor partnerships and drive consistent availability, visibility, and rate of sale.
• Build deep relationships with wholesalers, buyers, and regional partners to unlock mutual growth.
• Support premium gym and wellness accounts, expanding penetration across national chains and independents.
• Represent customer voice internally to ensure alignment between commercial strategy and marketplace needs.

3. Operational Excellence & Execution

• Ensure outstanding in store and in gym execution across all channels, championing quality distribution, availability, and merchandising.
• Implement scalable systems and field processes to maximise operational efficiency.
• Drive clear execution standards, ensuring the brand shines at shelf level and at all physical touch points.
• Track execution KPIs across multiple channels and take swift action on performance gaps.
• Maintain accurate reporting and field dashboards to support business decision making.

4. Financial Management & Commercial Reporting

• Own the channel P&L, overseeing forecasting, budgeting, and investment planning.
• Monitor performance across revenue, profit, pricing, and promotional spend.
• Use commercial insights, EPOS data, Nielsen, and Kantar to drive informed decision making.
• Conduct regular performance analysis and provide strategic recommendations.
• Ensure commercial plans deliver strong ROI and sustainable long term growth.

5. Sales & Business Development

• Drive sales strategy across impulse, convenience, sport wholesalers, and fitness accounts.
• Identify and secure new business opportunities across national gym groups and wellness led retailers.
• Partner with marketing to align campaigns, events, and activations with channel growth priorities.
• Develop targeted plans to scale distribution, win new listings, and expand category presence.
• Lead negotiations, ensuring optimal trade terms and long term partnership success.

6. Quality Assurance & Process Improvement

• Analyse performance trends to continuously elevate commercial output and field execution.
• Review channel processes regularly, identifying opportunities to increase efficiency and scalability.
• Champion operational innovation, ensuring systems evolve alongside the brand's rapid growth.
• Gather customer and field insights to proactively refine workflows and commercial approaches.

The Person

• Minimum 2 years' experience within FMCG, ideally across impulse, convenience, sports retail, or wellness driven categories.
• Proven track record managing national accounts and/or leading high performing field sales teams.
• Strong commercial acumen with experience owning a P&L and delivering sustainable profitable growth.
• Highly skilled in negotiation, customer development, and long term relationship building.
• Confident using commercial data tools such as EPOS, Nielsen IQ, and Kantar to inform strategy.
• Inspiring leader who brings out the best in their team through coaching, accountability, and empowerment.
• Strategic thinker with hands on energy - equally comfortable shaping channel strategy and driving execution.
• Strong personal connection to health, sport, and modern wellness culture.
• Passionate about building brands with purpose and momentum.

Success Metrics

• Delivery of profitable, sustainable revenue growth across impulse, sport, and field channels.
• Increased distribution, availability, and visibility across target accounts.
• High performing, engaged field teams with strong retention and consistent KPI delivery.
• Strong, strategic partnerships that unlock long term commercial opportunity.
• Exceptional execution standards across all physical retail and gym environments.