Head of Growth

Kingfisher

2d•Hybrid

About The Position

Join B&Q as the Head of Retail Media Growth and be a key part of our mission to help millions of customers create a home they'll love. From our Southampton Store Support office (SSO), we equip our stores, people, and the entire business with everything needed to succeed. This role is responsible for developing and scaling the commercial organization, including Partnerships, Sales Operations, and Enablement capabilities. You will own revenue performance, commercial strategy, customer growth, and the systems, processes, and ways of working necessary to support the next phase of B&Q Media's growth. A crucial aspect of this role involves building strong partnerships with both Commercial and Marketplace teams to unlock new growth opportunities and maximize supplier and seller participation across the B&Q Media network.

Requirements

Significant experience in a senior commercial, media sales, advertising, strategic partnerships, or related leadership role.
Proven track record of delivering ambitious revenue targets within a complex, multi-stakeholder environment.
Experience leading and developing high-performing commercial teams.
Strong commercial acumen with experience building customer relationships and driving business growth.
Experience developing commercial strategies and translating them into measurable business outcomes.
Experience managing forecasting, pipeline management, and sales performance processes.
Strong communication, influencing, and stakeholder-management skills.
Experience developing effective partnerships across commercial, ecommerce, marketplace, or category-led organizations to deliver mutual growth objectives.
Experience leading through growth, ambiguity, and organizational change.
Ability to balance strategic thinking with strong commercial execution.
Applicants must have the right to work in the UK at the time of application and throughout their employment.

Nice To Haves

Experience within ecommerce, media owners, digital advertising, adtech, agencies, or marketplace businesses.
Experience leading Sales Operations, Sales Enablement, or Commercial Excellence functions.
Experience building or scaling a commercial organization during a high-growth phase.
Experience working with agency groups and media investment teams.
Experience working within a Marketplace, ecommerce platform, or seller ecosystem.
Understanding of Retail Media measurement, adtech, and media planning ecosystems.

Responsibilities

Own delivery of the B&Q Media revenue target, with accountability for commercial performance, pipeline health, and forecast accuracy.
Develop and execute the commercial growth strategy, translating business objectives into clear customer, category, and channel growth plans.
Lead the Retail Media Partnerships team, setting direction, priorities, performance expectations, and ways of working.
Build a high-performing and inclusive commercial culture, coaching and developing team members while creating an environment where diverse perspectives are encouraged, valued, and contribute to better business outcomes.
Develop and maintain senior strategic relationships with advertisers, suppliers, agencies, and other key commercial partners.
Develop strong partnerships with Marketplace teams to identify, prioritize, and unlock Retail Media opportunities that support seller growth and accelerate Marketplace participation.
Drive advertiser acquisition, retention, repeat investment, and long-term account growth through a clear customer segmentation and coverage strategy.
Own commercial planning and operating rhythms, including forecasting, pipeline management, account planning, and performance reporting.
Work closely with Commercial, Category, and Marketplace leadership teams to embed Retail Media into supplier and seller growth strategies while maintaining appropriate governance.
Partner with the Head of Retail Media Strategy & Proposition and the Media Operations Lead to ensure propositions are commercially relevant, operationally scalable, and deliver a strong experience for advertisers, suppliers, and Marketplace sellers.
Provide senior commercial input into pricing, packaging, go-to-market planning, and the launch of new Retail Media propositions.
Lead Sales Operations and Enablement, ensuring effective use of CRM, consistent sales processes, strong commercial analytics, and the development of capabilities that improve team effectiveness and productivity.
Build scalable commercial infrastructure, frameworks, and ways of working that support future business growth.
Represent B&Q Media in senior advertiser meetings, agency engagements, and relevant external forums.
Contribute as a member of the Retail Media leadership team, supporting organizational planning, investment decisions, and overall business performance.