About Selecta
Selecta is the largest provider of unattended self-serve coffee and convenience food in Europe, leading the way in vending solutions and specialist coffee services.
Selecta operates across 16 countries within Europe, serving 12 million people every day. Within the UK, we deliver a national service trusted by circa 3,500 businesses to provide digital-first vending solutions across workplaces, schools, universities, hospitals, transport hubs, and other high-traffic environments.
As a 24/7 food and drinks distribution and technology-led powerhouse, Selecta provides millions of moments of joy to end consumers across Europe. Our solutions include digital vending machines, coffee machines, smart fridges, snack markets, and other unattended retail formats.
The UK business is undergoing continued transformation into a data-led, service excellence-driven unattended retail platform, powered by technology, operational discipline, and customer-centric execution.
Purpose of this Role
The Commercial Performance Lead is responsible for improving commercial performance through enhanced pricing, customer profitability, contract performance and commercial insight.
Working closely with Commercial, Operations and Finance teams, the role identifies and quantifies revenue growth and margin improvement opportunities, develops pricing and profitability frameworks and supports delivery of the Business Performance agenda.
Success is measured through improved customer profitability, pricing compliance, margin enhancement and delivery of commercial improvement opportunities.
Requirements
Customer & Contract Profitability
- Develop and maintain customer and contract profitability frameworks, identifying opportunities to improve profitability and prioritise commercial action.
Cost-to-serve analysis
- Develop and maintain cost-to-serve analysis to support pricing, contract reviews and commercial decision-making.
Pricing governance & compliance
- Develop pricing governance and compliance processes that protect margin and support commercial decision-making.
- Support pricing reviews, pricing strategy development and margin improvement initiatives
Revenue & margin performance reporting
- Produce commercial performance reporting and insight covering revenue, margin, pricing and customer profitability.
- Maintain visibility of commercial opportunities, risks and improvement initiatives.
Commercial Improvement Initiatives
- Identify, quantify and prioritise commercial improvement opportunities.
- Provide analysis, modelling and business case support for commercial initiatives and SWAT programmes.
- Support benefit tracking and validation with Finance.
Stakeholder management
- Build strong relationships across Commercial, Operations and Finance.
- Present commercial insight and recommendations to senior stakeholders.
- Support the Commercial Director and Business Performance Leadwith commercial analysis and decision-making
Team leadership & development
- Lead and develop the Commercial Analyst.
- Foster a culture of analytical rigour, curiosity and continuous improvement.
- Ensure analytical support is provided across the wider Business Performance function
Essential experience
- Significant experience in commercial finance, pricing, profitability analysis or business performance.
- Experience developing customer profitability, pricing or cost-to-serve frameworks.
- Strong analytical and modelling capability.
- Experience presenting analysis and recommendations to senior stakeholders.
- Experience leading or developing analytical resources.
Desirable experience
- Experience within a private equity-backed or value-creation environment.
- Background in vending, FMCG, foodservice, retail or a similarly distributed, machine-estate or route-based business.
- Experience supporting commercial improvement or SWAT-style initiatives with Finance-validated benefit tracking.
- Familiarity with telemetry, machine-level or transaction-level data environments.
Skills & knowledge
- Strong commercial finance literacy: contract P&Ls, cost-to-serve economics, pricing structures and rebate arrangements.
- Advanced analytical capability: proficient in Excel financial modelling; confident working with large and complex datasets.
- Ability to translate complex analysis into clear, actionable recommendations for non-finance audiences.
- Strong grasp of pricing principles: price-to-margin mechanics, compliance monitoring and governance frameworks.
- Commercially aware with a practical, delivery-focused approach to problem solving.
Attributes
- Analytically rigorous: sets a high standard for accuracy, methodology and the integrity of financial outputs.
- Delivery-focused: measures success on validated financial benefit, not analytical activity.
- Proactive and curious: identifies opportunities and brings insight to the business unprompted.
- Confident communicator: able to present complex commercial analysis clearly to senior audiences and hold constructive challenge conversations.
- Strong interpersonal skills: builds effective relationships across Commercial, Operations and Finance at all levels.
- Organised and able to manage multiple workstreams, priorities and deadlines simultaneously.
Benefits
What’s in it for you?
- 25 days of annual leave plus bank holidays
- Life assurance equivalent to 2x your yearly salary
- Five weeks of occupational paid sick leave for added security
- Free parking at our Head Office and other depot locations
- Unlimited coffee and tea to keep you refreshed
- Clear career progression paths with development opportunities
- Strong leadership support to help you thrive
- Employee recognition scheme to celebrate your contributions
- Mental health and wellbeing support, including access to mental health first aiders
- Health Cash Plan
At Selecta, we are committed to equal opportunities, diversity, and inclusion, embracing our differences to achieve our common goal. We are united in our principle of making people feel great, and we are grounded by our purpose to create more moments of joy for everyone through our ways of working. We welcome applications from all individuals regardless of race, ethnicity, gender, sexual orientation, age, disability, religion, or any other characteristic protected by applicable laws. If you require any adjustments or accommodations during the recruitment process, please let us know
Skills Required
- Significant experience in commercial finance, pricing, profitability analysis, or business performance
- Experience developing customer profitability, pricing, or cost-to-serve frameworks
- Strong analytical and financial modelling capability
- Experience presenting analysis and recommendations to senior stakeholders
- Experience leading or developing analytical resources
- Strong commercial finance literacy, including contract profit and loss statements, cost-to-serve economics, pricing structures, and rebate arrangements
- Advanced Excel financial modelling skills and confidence working with large, complex datasets
- Ability to translate complex analysis into clear recommendations for non-finance audiences
- Strong understanding of pricing principles, price-to-margin mechanics, compliance monitoring, and governance frameworks
- Experience in a private equity-backed or value-creation environment
- Background in vending, FMCG, foodservice, retail, or a distributed, machine-estate, or route-based business
- Experience supporting commercial improvement or SWAT-style initiatives with Finance-validated benefit tracking
- Familiarity with telemetry, machine-level, or transaction-level data environments
What We Do
Selecta Group is a European unattended self-service retailer that provides coffee and convenience food solutions through a network of smart vending machines in workplaces and public spaces.
