Head of Sales

2 weeks ago

North Sydney Council, Australia Coca-Cola Europacific Partners Full time

The Company

As part of the larger CCEP Australia family, Grinders Coffee has become one of Australia's premier coffee companies. From humble beginnings in Melbourne, it has grown to be one of the largest coffee houses in Australia and one of the fastest growing Strategic Business Units within CCEP. Grinders now encompasses a number of well-known brands including Grinders Coffee, Giancarlo Coffee and Temple Tea & Taboo. Over the last 7 years the business has grown exponentially in volume and has partnered with some iconic businesses that have driven profitable outcomes and increased brand recognition.
Coca-Cola Europacific Partners is one of the leading consumer goods companies in the world.

We make, move and sell some the world's most loved brands - serving 600 million consumers and helping 1.75 million customers across 29 countries grow.

We combine the strength and scale of a large, multi-national business with an expert, local knowledge of the customers we serve and communities we support.

Our portfolio in Australia includes the Coca-Cola family of products, as well as loved brands like Sprite, Fanta, Mount Franklin, Keri Juice, Powerade, Barista Brothers, Jim Beam, Canadian Club, Feral Brewing, And of course Grinders Coffee.

We're proud to be part of the Australian community and recognise the importance of giving something back. In addition to our efforts on wellbeing, recycling and sustainability, together with Coca-Cola South Pacific we distribute $1.1 million annually to local charities through the Coca-Cola Australia Foundation

The role


The role of the Head of Sales At Home - Coffee is to transform the growth trajectory of Coffee in retail.

Grinders in retail has played a back seat in the commercial contribution of coffee up until recently.

Off the back of our strong brand and double-digit growth this role will unlock the full potential of the portfolio to double the revenue in the next 5 years.


With yourself as lead along with the New Business Manager and New Business Executive you will deliver transformational growth with some of Australia's largest and most strategic customers.

As a member of the Coffee Leadership Team, your ability to lead and demonstrate superior account leadership is essential.

You will need a growth and solutions-focused mindset which will be focused on delivering and helping others solve business problems.

This will largely be driven by your ability to work effectively with internal & external stakeholders.


Examples of key activities include but are not limited to coaching and developing best practice in; Joint Business Planning, RGM, promotional calendar planning, forecasting, accrual management, NPD ideation and development.


Key responsibilities include

Strategy Development - Grocery Channel

  • Ownership & Development of the At Home strategy, mapping out aligned future channel vision and intentional path to value.
  • Clear routines in place to manage S&OP process and forecasting accuracy with Business stakeholders
  • Balance of time allocation to Strategic and tactical thinking
  • Build a customer centric culture that delivers the right outcomes for our customers and maximises revenue performance for Grinders.

3-year transformation growth plan

  • With the backing of CCEP mastery in retail, lead and transform the future growth profile of the CCEP coffee portfolio.
  • Identify where and how to win in the category and shopper landscape.
  • Analyse complex data from a range of different sources drawing insights, opportunities and
- forming recommendations to get to the #no 2 positions (currently #5)

  • Ideate and develop the future portfolio architecture for grocery pipeline.
  • Plan out staged horizons to capitalise on short, mid
- and long-term growth opportunities.

Joint customer growth strategy with corporate grocery.

  • Lead JBP sessions with majors in support of transformation strategy. Demonstrate category and Shopper insight showing leadership in the category.
  • Though RGM map out optimal promotional and pricing activity to unlock shared benefit.

Selling & Negotiation

  • Planned and intentional with negotiations
  • Prioritisation and agility around growth options
  • Coaching the team and negotiating trading terms / tenders / contracts
  • Building on key stakeholders aligning customer / category / internal priorities

Client focused & alignment

  • Understand total channel and client KPI's / P&L
  • Understand the client performance relative to market performance / trading environment
  • Drive profitable customer base growth across key growth segments now and future

Commercial Acumen

  • Understand full P&L management and key financial metrics to running a retail channel
  • Experienced S&OP forecasting and demand planning management
  • Clear KPIs aligned to business objectives
  • Interpreting data to develop insights

Channel and Category Knowledge - Category lead in shopper/customer insights

  • With the support of the Category Deve

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