Head of Major Retailer Accounts - The Fairtrade Foundation

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.