Senior Commercial Manager
Buying & Merchandising Fulfilment & Commercial
Paws is disrupting the global pet industry, bringing game changing innovation and customer wow to the way we love and live with our pets. Worldwide, it's a $100bn global industry and over 5 bn people and their pets make each other deeply happy every day - but it comes at a price. Cost of good food, unexpected vets bills, holiday care issues, missing walkies due to work, health scares, mess on the carpet...
That’s why our purpose is to make pet parenting all love and less stress - and not just for loved pets but those who get abandoned and abused too. We’re creating a new brand, a new way of shopping and a whole new way of helping people be the best pet parent they can be.
You’ll be joining our founding team of experienced, successful startup high flyers and entrepreneurs (multiple £100m+ exits previously), in our state of the art HQ near Exmouth Market - and you can bring your dog to work of course!
We have big ambitions for our team to become the best-in-class partner for the pet industry - from the biggest brands to specialists to innovative new players This is not just a job about showing numbers - we want to be the name on everybody’s lips and highly regarded for our great people, proactive collaboration and game-changing new ideas. Using a highly data driven approach, our team has responsibility for managing partner relationships, securing great commercial terms for Paws and providing the perfect choice of pet products for our customers. Beyond deals, we’ll be drawing on years of expertise to build a trusted reputation as leaders and spokespeople within the industry - you’ll be a key person building the Paws brand. We don’t see manufacturers as suppliers, but as partners, and you’ll be directly building our profile with them as well as our customer base.
Your role is to lead the daily commercial activity of the business at this vital early stage of its growth, as we reduce stress for pet parents. You will be instrumental in forming our partner relationships, commercial structure and product monetisation. This is the first hire for our commercial team beyond our part-time Commercial Director, so you will truly be shaping the future direction of the Paws business. You’ll also show strong potential for a future leadership role as the team grows. In short, we’re looking for a superstar to join us who excels at building relationships, is a strong negotiator and is highly data proficient to underpin our growth.
-You’ll have the day-to-day ownership of all Paws partner relationships, with major global pet brands like Royal Canin (Mars), Hill’s (Colgate-Palmolive), Purina (Nestlé), Bayer and Merial
-As the person responsible for growing Paws into a best-in-class partner for these brands from our launch, you’ll have a strong focus on strategic relationships and sharing insights as well as negotiating favourable commercial terms
-While initially Paws will launch in the UK, there is strong potential for you to grow into a pan-European role within the first year
Product & Marketing representation
-As a fast-paced startup, Paws is committed to making quick decisions to inform product development and our impact on the market. You as the Senior Commercial Manager will play a key role in providing commercial input into daily decisions within the business
-You will represent the commercial team and be the voice of our external partners within our product development, attending product meetings such as planning sessions, user testing and product workshops
-You will also work extremely closely with our marketing team, including both performance marketing and brand, to provide commercial input to the Paws tone of voice, identity and marketing
- This is a very data-focused role, and you’ll be responsible for developing the team’s data systems and using them to inform decisions
-You’ll develop and own our unique manufacturer insights process, continuously monitoring the performance of our partner brands and seeking out data we can share with them for mutual benefits. You’ll be shaping the future strategy for how we structure insights as a partnership offering to significantly differentiate ourselves from the status quo.
-As day-to-day owner of the Paws pricing model, you’ll have a high level of input into development of our pricing strategy in collaboration with the senior team, making decisions on how we monitor and react to competitor pricing and implementing price changes when required
-You’ll own daily performance tracking for commercial purposes, such as performance of products, brands and promos - making sure it’s automated wherever possible, to focus on analysis, forecasting and insights
-Continuous input into the Paws product range, including cost analysis and profitability as well as broader industry trends and spotting hot new products, is something you’ll relish
-As the person responsible for analysis of the financial benefits that can be gained from our purchasing and fulfilment process, you’ll be great at seeking opportunities for product cost savings we can pass on to our customers or efficiencies for our business model, with support from our finance team
-As the business grows, there is a strong likelihood we’ll hire a Commercial Analyst to join the team within the first year to support on data analysis, while the you will continue to oversee data strategy
Team & industry
- As our Senior Commercial Manager, you’ll act as a funnel to bring in key trends, insights and objectives from our partners and the wider industry to the rest of the team. As one of the main external-facing roles within the business, you will play a key role in ensuring Paws stays at the forefront of pet industry trends
-You will act as a company spokesperson, representing Paws at international industry conferences and events as well as in potential press coverage
-You will be formative in the future of the Paws Commercial Team. As the first full-time hire in the team, you have the potential to shape much of our day-to-day activity. There is also a very strong potential for your role to grow and expand into a leadership capacity as we grow
EXPERTISE YOU’LL HAVE
- You’re an instinctive self-starter, just as good at identifying the right task to take on as getting it done
- A born negotiator, you are able to secure a great deal and sustain a long-term relationship in the same breath
- Naturally data curious, you proactively seek out new sources of information and continuously ask questions of the data
- You’re highly collaborative, and default to ‘share with everyone’
- You’re not afraid of getting stuck in - as number two in a small but fast growing commercial team, the questions we tackle aren’t always on our job description
- Highly skilled with a wide range of software tools, including Excel, Powerpoint and Google Docs
- You have strong future leadership potential
- A sociable and friendly approach - we’re a small team
- Animal lover is not essential but a big plus - our office is full of dogs!
VALUES & CULTURE FIT:
- Failure 'breeds' opportunity
We believe in learning by doing, and what doesn't work points us to what will. We follow the principles of a Deliberately Developmental Organisation - so every one of us improves, every time.
- 11x it
We have a big vision to build a £1.1bn+ business, in a £111bn+ market, with a small team who thinks...BIG! We revel in step changes, big pivots and bold actions. We're changing behaviour at scale - prepare to be brave.
- Do the Right thing
We always do what is best, for the customer, their pet and animals everywhere. We believe that this is compatible with big business and that a huge number of consumers share our values.
- We take everyone on the journey
We have a totally inclusive culture with maximum transparency and zero hierarchy. We build our company strategy every quarter with the whole team and naturally everyone has shares in the business.
- Think beyond yourself
We are a kind, considerate bunch. Everyone answers the door, mucks in, and acts like owners. We do what some might say are not our jobs, we work late to help if something's kicking off, we walk each other's dogs.
To live these values we look for people that are,
Thoughtful, entrepreneurial, ambitious, down to earth, positive, self-starting, creative, challenging with the ability to push back, execution focussed, high integrity, fun, transparent, high energy, able to think strategically but also roll up their sleeves. Above all, scrappy with a sense of humour.