Head of Major Retailer Accounts - The Fairtrade Foundation

The Fairtrade Foundation
Job Title Head of Major Retailer Accounts
Reports to: Commercial Director
Staff Reporting: Account Managers
Based at: 3rd Floor, Ibex House, 42-47 Minories, London, EC3N 1DY
Grade: D
Salary: £41,914 per annum
Date updated: December 2011
Background
The Organisation
The Fairtrade Foundation is a passionate and ambitious development organisation committed to
tackling poverty and injustice through trade. We are best known as the independent, not-for-profit
body behind the FAIRTRADE Mark, a product label assuring consumers that their purchase helps
disadvantaged farmers and workers in developing countries secure a better deal. The Fairtrade
mark is the best known and most trusted ethical mark amongst UK consumers.
We undertake our certification and product labelling work as the UK member of Fairtrade
International (FLO), a global network of organisations working to common standards and
verification systems. The global Fairtrade movement also includes Producer Networks in Africa,
Asia and Latin America/Caribbean, as co-owners alongside the markets (Labelling Initiatives), and
the Fairtrade Foundation is playing a leading role in enabling the Producer Networks to play a
larger role in the system.
The Foundation is also responsible for building public support for Fairtrade and for bringing
together producers and consumers in a citizens’ movement for change. The growing number of
Fairtrade towns and cities, faith communities and schools and universities are a testament to the
efforts of our grass-roots supporter networks.
In the UK, the Foundation employs 115 staff across distinct areas: Communications & Policy,
Commercial Relations, Marketing, Producer Partnerships, Certification and Finance & Resources
(including Fundraising, IT, human resources and administration).
We are currently implementing our Tipping The Balance strategy (2008-12) to achieve a step
change in the impact of our work on producers in developing countries by changing consumer
behaviour and business practices in the UK.

The Commercial Team
Headed by the Commercial Director, the team is responsible for managing all the business
relationships involved in buying and selling of Fairtrade products.
Following a recent restructuring, the team now comprises three distinct but complementary parts –
Account Management, Product Management and Licensing / Customer Services.
Account Management is responsible for managing relationships with businesses that sell Fairtrade
products directly to consumers, e.g. retailers, brand owners, hotels, catering companies etc.
Product Management is responsible for managing relationships with ‘intermediary’ businesses that
buy, process or distribute Fairtrade products, e.g. importers, wholesalers, contract manufacturers
etc., for consumer-facing businesses.
Licensing & Customer Services team supports all these businesses to be registered and licensed to
trade in Fairtrade products following the standards and protocols specified by Fairtrade
International.
Account Management comprises two teams, one focused on Major Retailers, and the second on
Brand Companies and Out of Home Accounts.
The Fairtrade Foundation has successfully established strategic partnerships with several major UK
retailers of Food, Clothing and Personal Care products. Fairtrade’s key role in these businesses’
Corporate Social Responsibility (CSR) agenda enables its management to have privileged and
direct access to the highest levels of retailer management.
These partnerships need to be nurtured so the businesses involved can progress on the journey
from compliance to commitment, delivering producer impact through a broad range of initiatives
including growing sales of Fairtrade products.
Job purpose
A. Develop and deliver an agreed strategic plan for the Major Retail Accounts team and ensure it
fits the strategic development plan of the department and organisation.
B. To manage and develop the trading relationships with existing and prospective major retailer
accounts - grocery, clothing, jewellery and cosmetics - to maximise the volume growth
opportunities for Fairtrade products in the UK & where relevant globally.
C. To inspire and coach own account team to deliver their set objectives and goals.
D. To work effectively and collaboratively with the other channel Heads in the Commercial team to
deliver sales capabilities, excellent execution, customer service and ultimately life changing
producer impact.
Key tasks include:
Contribute to the departmental strategic plan and propose and deliver a strategic plan for retail
accounts to meet the organisational objectives.
Lead, plan and manage the work of the Retailer Accounts team to achieve the target licence fee
income within agreed expense budgets.

Develop Joint Business Plans (JBPs) with Retail Accounts to grow sales of existing and new
Fairtrade products as well as to deliver increased producer impact through a broader range of
initiatives
Support Fairtrade Marketing team on development of customer-specific Fairtrade promotional
activity to grow Sales and licence fee income and build consumer commitment to Fairtrade.
To build and maintain business relationships with senior CSR, marketing, sales and buying
executives in the major retailers to optimise sales development opportunities and improve
customer service.
To work with all departments within the Foundation, but especially with other Commercial
Heads, to influence and champion cohesive strategies and plans to drive Fairtrade category
growth, share appropriate knowledge and information, and improve customer relations / service.
Line-manage, motivate and support Account Managers using Fairtrade Foundation policies &
procedures, and best practice to ensure they achieve their organisational and personal
objectives.
Build sales capabilities by coaching and improving negotiation, selling and relationship skills of
Account Managers.
Guide Account Managers in implementing programmes / projects included in JBPs / Account
plans. Lead some of the more complex projects personally.
Appreciate the importance of and ensure compliance with the Foundation’s operating
procedures, supply chain management, and legal and regulatory frameworks to improve
customer service and relationships.
Represent the Foundation in external events and forums as appropriate.

Person Specification
Head of Major Retailer Accounts
Experience Demonstrated success in key account management at suitably senior levels
in the FMCG sector, consistently meeting challenging targets.
A detailed and strategic understanding of the trading, marketing, public
relations, product development and operating processes of major retailers,
preferably the grocery supermarkets.
Proven ability to think strategically of the departmental needs and to set
strategic targets and objectives for own team.
Excellent senior business project management skills and the ability to guide
and coach subordinates on their own projects.
Proven selling, influencing and negotiation skills. The ability to adapt these
skills to an environment from selling brands / products to selling services will
be critical to success.
The ability to develop and maintain effective working relationships at senior
levels
Excellent leadership skills and a successful track record of managing,
motivating and developing a team of Key Account Managers in complex and
high pressure situations while working collaboratively across functions.
Skills A proactive, tenacious and constructive approach to resolving problems and
the progression of commercial opportunities.
Skilled at training and coaching core commercial skills and knowledge to
own team and colleagues.
A detailed understanding of product and brand development processes of
major brand owners and manufacturers.
Ability to manage demands / needs of competing accounts with
professionalism and integrity
Excellent written and verbal communication and presentation skills.
Competence in IT and general office skills.
An understanding of (and sympathy with) the aims and objectives of
Fairtrade and of the Foundation’s operating environment as an NGO working
with companies.
Competencies Our energy:
Passionate commitment - Having a ‘fire in the belly’ for the work of the
Foundation and a belief in the ultimate success of the organisation. It is
about harnessing the energy of that commitment and contributing to a
positive atmosphere.

Special
circumstances
Embracing change - Flexibility and responsiveness to changing need. It is
about innovating, doing something new or differently. It also involves
welcoming creative ideas and solutions.
Working with integrity - Using a principled approach as a touchstone for
every decision and action. Choosing to do the right thing even when it is
difficult.
Our work:
Delivering demonstratable results - Achieving a high quantity of measurable
results whilst maintaining, or even raising, quality of work. It is about doing
the right thing and doing it well.
Managing resources responsibly - Managing the Foundation’s resources
well. It involves negotiating best value for the Foundation and ensuring the
longevity of the organisation.
Information & knowledge management - Working in a way that values the
gathering, management and sharing of information (facts and data) and
knowledge (understanding gained through experience) of benefit to the
Foundation.
Our World:
Influencing the World - Contributing to the Foundation being recognised as
the UK’s leading authority on fair trade. It involves playing an influential
role in the move to transform trade in favour of the poor and disadvantaged.
It includes influencing external agencies and individuals to achieve
organisational results.
Leadership - Taking a leadership role regardless of your rank within the
hierarchy. It involves acting with vision, being decisive and working for the
good of the entire organisation and its mission.
Inter and intra teamwork - Working in a way which acknowledges the
interdependence of people in your team and other teams. It is also about
effective cross-team project working.
Positive relationships - Fostering and maintaining constructive and
professional relationships with colleagues and external stakeholders.
Commitment to the vision and mission of Fairtrade
Willingness to travel and work some evenings and weekends
Ensure equal opportunities and anti-discriminatory practice and promote
diversity & equality
Knowledge or understanding of international development issues and the
Fairtrade movement
A working knowledge of local government structures (especially in
relation to either procurement or Agenda 21/sustainability programmes)
Review arrangement
The details contained in the job description & person specification, particularly the principal accountabilities, reflect
the content of the job at the date the job description was prepared. It should be remembered, however, that it is
inevitable that over time the nature of individual jobs will change; existing duties may be lost and other duties
may be gained without changing the general character of the duties or the level of responsibility entailed.
Consequently, the Fairtrade Foundation will expect to revise this job description from time to time and will consult with
the post holder at the appropriate time.

Terms and Conditions
Post: Head of Major Retailer Accounts
Location: The Fairtrade Foundation, 3rd Floor, Ibex House, 42-47 Minories,
London EC3N 1DY or if required at another location or office to be
able to carry out the duties of the post
Contract: Permanent contract is offered after successful completion of
probationary period
Visas: The Foundation does not currently have the ability to issue
sponsorship certificates to individuals without the right to work in the
UK
Salary: £41,914 per annum pro-rata at first scale point within the band
£41,914 - £47,825
Hours: 35 hours per week (days and times to be agreed); flexible hours
around a core working day of 10:30am – 4:00pm are available by
arrangement with your line manager. Overtime payments are not
normally made although time off in lieu will normally be given where
excess hours are worked
Some travel may be involved in the UK and mainland Europe
Probation period: All new appointments are subject to a probationary period of six
months
Holidays: The holiday leave year runs from 1 January - 31 December. Holiday
entitlement for full-time employees is 25 days per annum, plus three
days between Christmas and New Year (pro-rata for part-time
employees)
Pension: Optional contributory pension scheme
(sliding scale up to a maximum 6- 10% by employer, dependent on
employee contribution from 1% - 5%)
Health care: Corporate cover via Benenden Health is available to all staff
Training: All staff have access to appropriate training
Season ticket/Bike loan: An interest free season ticket or bike loan facility is available to all
permanent staff
Home computers: An interest free loan to purchase home computers is available to all
permanent staff
Childcare vouchers: The Fairtrade Foundation operates a childcare voucher salary
sacrifice scheme whereby you can sacrifice some of your gross salary
to buy vouchers for childcare. This can be financially valuable to you
as you don’t have to pay tax or National Insurance contributions on
the value of the vouchers

Healthy lifestyle: The Fairtrade Foundation will provide a basket of fresh and dried fruit
at the office once a week
Access: There is step-free access to our third floor offices by way of a
passenger lift
Smoking policy: The Fairtrade Foundation has a non-smoking policy throughout the
organisation
Equal opportunities: The Fairtrade Foundation is an equal opportunities employer. We aim
to ensure that no employee, job applicant, or volunteer receives less
favourable treatment because of their colour, race, nationality or
ethnic or national origins, class, sex, sexual orientation, age, religious
beliefs, marital status, family situation or disability.
Selection criteria and procedures will be regularly reviewed to ensure
that individuals are treated on the basis of their relevant merits and
abilities. All employees will be given equal opportunity and access to
training (within the limited funds available).
The Foundation is committed to making the policy effective and will
bring it to the attention of all employees, applicants and volunteers.
Anyone working with or for the Foundation is expected to abide by the
spirit of this policy. A detailed implementation guide will be made
available to anyone working for the Foundation in any capacity.