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Head of Commercial

Contract type



Marketing, Communications, Insight & PR Strategy



Role: Head of Commercial Location: Our Support Centre is based in Dunstable, Bedfordshire however we do offer flexible working Function: Restaurants Marketing   Employment Type: Perm, full time

Role: Head of Commercial

Location: Our Support Centre is based in Dunstable, Bedfordshire however we do offer flexible working

Function: Restaurants Marketing  

Employment Type: Perm, full time  


We have a new opportunity for a Head of Commercial here at Whitbread. As the Head of Commercial you will play a critical role and be accountable for the delivery of the sales and profit plan for all brands including Premier Inn and our Restaurants brands.


We are the UK's leading hospitality company, a FTSE 100 organisation with employees worldwide. Owning successful brands such as Premier Inn and hub by Premier Inn, we have over 800 hotels and over 76,000 rooms across the UK, Germany and the Middle East. We are also proud to own over 420 restaurants across the UK including Beefeater, Brewers Fayre and our newer brands Bar + Block and Cookhouse & Pub. We have exciting plans to deliver our strategy that innovates and grows our core UK and international business, always keeping our customers at the heart of what we do.


What you will be doing:   


  • To be accountable for the delivery of the sales and profit plan for all brands (Restaurant and Hotel). Circa £700m sales, £500m profit
  • To be responsible for the annual commercial trade plan, adapting to the changing economic climate and competitor activity in order to deliver budget and market share expectations
  • To deliver an effective pricing strategy for all brands across both Food and Drink (Restaurant and Hotel), thus optimising sales and profit performance whilst maintaining a healthy guest perception of value for money
  • To lead the menu management process, ensuring we have the right range, level of newness and great tasting food and drinks that our guests will love across the estate
  • To be accountable for the food and drink margin (Restaurant and Hotel), working closely with development and procurement to deliver margin targets, manage inflation and drive a lowering cost agenda
  • To act as a guardian of the customer, ensuring customer and other stakeholder insights are understood and acted upon throughout the business
  • To work with the senior Restaurant Premier Inn leadership team and their teams to ensure the consistent delivery of the end-to-end customer experience to deliver the brand proposition
  • Beyond their functional responsibilities, to be a key member of an effective senior leadership team, galvanising the organisation behind shared goals, facilitating collaborative working relationships across departments and developing successful and motivated teams
  • Accountable for the food and drinks pricing strategy, ensuring it aligns to the brand values, supports the financial objectives, strengthens the brands position and is guest centric, agile and executable.  Key considerations – price bands (national/local), laddering, price elasticity, margin variation
  • Accountable for menu architectures across all brands - control and management of range size, newness, SPH targets.   Works closely with the Head of Product to deliver a highly profitable, simplified, easy to delivery yet guest focused range


What we are looking for:   


  • Significant commercial experience working within a F&B, Retail or Hospitality business or team
  • Experience of leading the commercial team of a customer facing brand
  • Demonstrates a commercial, numerate and results orientation attitude with utmost focus on guests
  • Ability to thrive in a fast-paced environment with high levels of gravitas, influencing and strong team-building skills
  • Experience in providing professional leadership and develop a cooperative environment by promoting cross-functional working, identifying areas of opportunity and proactively leading development of plans to realise potential
  • Track record of managing complex budgets and business case developments
  • Strong commercial acumen with experience in interpreting multiple data sources and able to make informed recommendations to improve and enhance trading
  • Ability to create a climate where professional learning and personal growth are actively encouraged and valued
  • Outstanding stakeholder management & engagement




In return we will offer you: 

  • A market competitive base salary
  • Up to 30% Bonus pro rata 
  • Car or Car allowance option available
  • Sharesave scheme
  • A genuine flexible working policy
  • Individual BUPA healthcare
  • Optional contributory pension matched up to 10%
  • Up to 25% discount off our brands
  • 25 days annual leave + bank holiday pro rata

Whitbread is an inclusive employer, strongly believing that everyone is unique and there should be no limits to ambition. We welcome your application whatever your background or situation. We are open to flexible working and, where possible, will try to support this.

Job ref:



23 Sep 2020

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