Head of Category and Customer Development Solutions

Location: Letchmore Heath, Hertfordshire

Contract Type: Permanent

Closing Date: 10 February 2022

Salary: Competitive salary + car allowance + excellent benefits

Head of Category and Customer Development Solutions

Role of the Solutions team

The purpose of the Solutions team at IGD is to own the:

  • Development of a compelling Product strategy and demand generation plan
  • Delivery of strategy, research and capability solutions that improve customer performance
  • Pre-commissioned co-creation of Solutions to meet our customer’s critical needs
  • IP development, through knowledge and process, that underpins our Solutions products
  • Capability and personal development of the Solutions team

Purpose of this role

To lead the strategy and development plan for Category and Customer Development solutions for food and grocery manufacturers, retailers and service providers. Create and deliver profitable solutions projects that improve customer performance. To be product owner for IGD's commercial capability programs, responsible for the strategic development, roadmap and delivery of learning products, and the alignment with IGD's total learning proposition.

Responsibilities of this role

Identify and co-create experience-relevant Solutions projects.

  • Target for the role is 20% of time on pre-commissioned opportunity and proposal development
  • Co-creation and delivery of projects and programmes to satisfy customer problems or opportunities in areas of responsibility
  • Extensive collaboration with the customer team to identify opportunities aligned to IGD's capabilities and create Solution propositions that meet customer's needs
  • Manages risk, mitigating actions and good governance in all operating practices
  • To ensure all solutions created deliver against day rate targets to achieve required profitability, enabling Solutions to grow income and profit as per agreed budgets

Delivery of experience-relevant Solutions projects

  • Target for the role is 50% time is billable for delivery and project management.
  • Delivery to include project and programme management, stakeholder management and facilitation that utilises technical skills, knowledge and experience across category and customer strategy and capability development.
  • Ownership and project management of projects, ensuring project teams have the capability and capacity to deliver excellent projects for customers
  • Ensure high quality delivery, establishing appropriate KPIs and feedback mechanisms

Product and IP creation

  • Target for role is 20% of time spent on this.
  • Create Solutions projects that improve our customers performance and drive the team day rate, utilisation rate and repeats, to help drive Solutions profitability.
  • Leading ongoing product innovation, helping generate new profitable revenue streams for IGD’s long-term success.
  • Engage with industry leaders in Category and Customer development to ensure IGD is actively contributing to solving the most critical challenges in food and consumer goods industry
  • Full product ownership for IGD’s commercial capability program, including setting strategy, budgets and propositions and implemented cross-functionally

Team development

  • Target for role is 10% of time spent on this
  • To lead a team, of both permanent IGD employees and flexible resources, to deliver IGD’s commercial learning proposition and relevant Solutions projects
  • To develop and coach a high-performing team, with technical and behavioural development plans for all team members, and ensure resourcing to meet current and future demands
  • To provide line-management in line with IGD processes and behaviours

Knowledge, skills and behaviours

  • Extensive experience of, and passion for, the food and consumer goods industry
  • Line management skills, able to coach and develop talent
  • Functional industry experience gained in blue chip category/commercial roles
  • Deep understanding of the commercial interface between retailers and manufacturers
  • Commercial acumen, with the ability to identify and deliver commercial opportunities within the consultancy/advisory space 
  • Proven track record of high-quality project and programme management
  • Able to create profitable products and solutions that improve customer performance and build IGD’s reputation for leading commercial development in our industry
  • Experienced trainer and facilitator, able to devise, develop and deliver successful strategy, training and learning products
  • Strong project and programme management skills, with experience of leading complex change programmes
  • Credible at director and senior management level with strong influencing capability
  • Progressive attitude, with a partnership mindset, able to build win-win relationships
  • Dynamic style, self-motivated, and driven, with a growth mindset and results focus
  • Grounded approach, with low ego, high integrity and strong customer focus
  • Brave mindset, with a commitment to being a thought leader for our industry’s future

Reporting Structure

This role reports into the Director of Solutions. The role has four direct reports.


We are operating a hybrid approach to working with a mix of home and office-based working. The exact nature of this can be agreed with the line manager.

Our People

We seek and attract the best people from the widest talent pool and create an environment that supports and includes them. We aim to encourage a culture where people can be themselves and be valued for their contribution. We therefore welcome applications from diverse candidates. This includes people with disabilities, so please discuss any adjustments that you may require throughout the selection and assessment process.

About IGD

IGD (Institute of Grocery Distribution) is an organisation of two interconnected communities.

Our Trading company uses in-depth commercial understanding to uncover rich insights and data, leading to action that powers success. We reinvest our profit into delivering Social Impact, through the Charity, aimed at uniting and mobilising our industry around the most crucial issues affecting society and business.

We connect, collaborate and inspire, provoking and leading constructive debate that creates tangible impact. Together we are working to drive change that makes a tangible difference for Society, Business and the Individual.

Apply now