Commercial Lead - QSR New Business Development

Date: 18 Nov 2023

Location: HADDENHAM, GB, HP17 8LB

Company: McCormick & Company

Commercial Lead – QSR New Business Development

Haddenham (UK) - hybrid


As the QSR New Business Development lead you will be responsible for driving sustainable growth across UK and Europe with QSR (Quick Service Restaurant) brands where we currently have low or no penetration. You will define and lead the implementation of joint plans with these partners to become their preferred condiment, coating and seasoning supplier


You will be a key member of the European QSR team that includes the existing account teams, and will co-ordinate and align efforts on new business with QSR teams across the globe.




  • Refine and implement our commercial strategy to win with Quick-Serve Restaurant Accounts
    • Establish what investments and changes are required to win from a process and capability perspective (P&L, Capital) and the associated returns from those strategic choices
    • Ensure detailed implementation plans developed within cross-functional team with strong follow-up on execution through robust tracking and issue resolution
  • Deliver the financials
    • Set and deliver annual growth plans including resource allocation, inclusive of managing forecasting routines
    • Manage the delivery of investments inclusive of return against business case
    • Lead negotiations in line with our commercial framework
  • Establish multi-functional relationships with our target QSR accounts, their processors, and franchisees, to become their preferred supplier
    • Build effective relationships with leaders of our major QSR partners
    • Proactively resolve commercial and executional issues that affect our partners or require positive escalation to resolve
  • Create and maintain cross-functional enthusiasm behind the new business agenda
    • Create a compelling vision with a strong sense of unity and desire to win together
    • Foster collaboration throughout the organisation, understanding the benefit and importance of “one McCormick team”


Key Competencies

  • Strategic thinking: identify opportunities and issues in complex, ambiguous situations and translate through to a clear choices that resolve trade-offs between competing priorities
  • Influence: structured communication skills with a clear aptitude to listen and respond to partner needs, and adapt to and engage different audiences. Is a trusted advisor to senior stakeholders and teams around the business and with senior external stakeholders
  • Business Savvy; sets clear routines to ensure objectives are met, with escalation routes in place to resolve off-track issues
  • Team Leadership: Role-models a growth mindset that embraces change and deploys best-practice approaches to win hearts and minds and that ultimately embeds change into the organisation
  • Commercial approach: role-models best practice approaches to selling, negotiating, account planning and that sets the bar for the wider team






  • Degree qualified of equivalent,
  • Sales into QSRs or experience working within QSRs
  • B2B new business “hunting”
  • Leading cross-functional matrix teams
  • Financial; Sales to Gross Profit, Investment business case building
  • Pricing negotiation experience and knowledge
  • Outstanding oral and written communication, presentation, and relationship-building skills across all organizational levels,
  • Highly customer focused with the ability to build and maintain strong relationships
  • Self-motivation and ability to work and make decisions autonomously


Agencies:  McCormick as needed will work with external recruitment vendors through our Agency Portal. Unless previously contacted, McCormick does not accept unsolicited resumes from external recruiting agencies.


McCormick & Company is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, colour, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.


As users of the disability confident scheme, we guarantee to interview all disabled applicants who meet the minimum criteria for the vacancy/ies.