BAT is evolving at pace into a global multi-category business. Our purpose is to create A Better Tomorrow™ by Building a Smokeless World.
To achieve our ambition, we are looking for colleagues who are ready to join us on this journey! Tomorrow can’t wait, let’s shape it together!
British American Tobacco UK has an exciting opportunity for a Head of London Business Unit in London Chiswick
JOB TITLE: Head of London Business Unit
DEPARTMENT: Symbols & Independents
LOCATION: London
REPORTING TO: Head of Independents & Symbols
TRAVEL REQUIRED: Yes
DIRECT REPORTS: ~6
As Head of the London Business Unit, you will lead the end-to-end commercial, strategic, and operational management of one of the most complex and high-impact markets in the UK. Covering Zone 1 and Zone 2 of London, your mission will be to unlock growth across all categories—vaping, modern oral, and FMC/FC—by delivering exceptional execution, building robust retail relationships, and driving performance through a high-performing team.
In this senior role, you’ll partner closely with national functions to co-develop KPIs, design bespoke POSM and unitary materials, and deploy zone-specific operational plans that accelerate distribution, visibility, and volume. You will also play a critical role in business reporting at the most senior levels of the commercial organization.
Key Responsibilities
1. Strategic Leadership & Zone Planning
- Create and lead the development and execution of distinct operational plans for Zone 1 and Zone 2, addressing key levers:
- Distribution growth
- Unitary expansion
- Visibility enhancement
- Volume increase
- Activation opportunities
- Work cross-functionally to co-plan business unit KPIs aligned with national objectives and local trade realities.
- Create and deploy tailored POSM and unitary materials, informed by market insight and retailer needs.
2. Performance Ownership & Reporting
- Track, analyse, and own the business unit’s performance against commercial KPIs including SoM, volume, trade compliance, and retail engagement.
- Use reporting to highlight progress, escalate risks, and propose data-driven solutions.
- Own and manage London Business Unit budget, ensuring all plans and activities are financially sustainable and aligned with ROI expectations. Proactively track spending, monitor performance against budget, and make informed decisions to maximise commercial impact within allocated financial parameters
- Take full ownership for the management, categorisation, and execution of all Regional Accounts within the London Business Unit. This includes the end-to-end responsibility for planning and activation across traditional independents, symbol groups, and specialist vape accounts. Ensure tailored strategies are applied to each segment to drive account performance, trade support, and long-term business growth.
3. Sales Execution & Market Development
- Ensure the flawless execution of brand and trade programs across retail outlets in both zones.
- Identify and act on local market opportunities, adjusting plans rapidly in response to competitive or market shifts.
- Champion innovation at the point of sale to win market share and strengthen BAT brand equity.
4. Team Leadership & Capability Building
- Lead, coach, and develop a high-performing team, fostering a culture of accountability, growth, and agility.
- Implement 1:1 performance management and structured development planning to build a future-ready talent pipeline.
5. Operational Excellence
- Optimize route planning and regional coverage to ensure high-impact customer engagement and efficiency.
- Ensure accurate data capture and reporting across all team systems to support analytics and planning.
- Create and maintain a monthly objectives plan and KPI framework for Strategic Area Partner representatives, ensuring alignment with high-priority London Business Unit goals. Use these plans to focus team effort on commercially relevant, high-impact tasks that drive measurable progress across volume, distribution, visibility, and SOM growth.
6. Stakeholder Engagement & Collaboration
- Act as the strategic interface between London operations and national functions including Trade Marketing, B2B, Consumer Experience, and HR.
- Build long-term partnerships with trade customers to enhance loyalty and secure competitive advantage.
- Deliver a rigorous reporting cadence:
- Weekly progress report to Head of Independents & Symbols
- Monthly performance report to Head of Sales and Commercial Director
- Quarterly strategic and performance review presented to the Area Director
7. Health, Safety & Compliance
- Maintain high standards of environmental, health, and safety compliance.
- Ensure legal and corporate responsibility requirements are fully adhered to across field activities.
Qualifications & Experience
Essential Experience
- 5+ years in a senior commercial or field sales leadership role within FMCG, ideally covering large urban or complex regions.
- Proven success in regional strategy development, sales execution, and people management.
Key Competencies
- Commercially strategic with strong analytical and problem-solving skills.
- Deep understanding of field execution, retail operations, and trade marketing.
- Demonstrated ability to influence and present at executive levels (Director/C-Suite).
- Exceptional leadership, coaching, and performance management experience.
- Experience with KPI design and business reporting frameworks.
Why This Role?
This is a pivotal role in the commercial organization, offering high visibility, strategic scope, and influence across the UK's most dynamic urban market. As Head of the London Business Unit, you’ll own the path to growth in a market that demands creativity, precision, and leadership. Your impact will be felt not just locally, but across the wider commercial organization.
What we offer you?
• We offer a market leading annual performance bonus (subject to eligibility)
• Our range of benefits varies by country and includes diverse health plans, initiatives for work-life balance, transportation support, and a flexible holiday plan with additional incentives
• Your journey with us isn't limited by boundaries; it's propelled by your aspirations. Join us at BAT and become a part of an environment that thrives on internal advancement, where your career progression isn't just a statement – it's a reality we're eager to build together. Seize the opportunity and own your development; your next chapter starts here.
• You'll have access to online learning platforms and personalized growth programs to nurture your leadership skills
• We prioritise continuous improvement within a transformative environment, preparing for ongoing changes
WHY JOIN BAT?
We’re one of the few companies named as a Global Top Employer by the Top Employers Institute – certified in offering excellent employee conditions.
At BAT, we champion collaboration, inclusion, and partnership as the bedrock of our values. We wish to foster an environment where every individual can thrive, irrespective of factors such as gender, sexual orientation, marital or civil partnership status, gender reassignment, race, religion or belief, colour, nationality, ethnic or national origin, disability, age, skills, experience, education, socio-economic and professional background, as well as diverse perspectives and thinking styles. We recognise that our strength lies in embracing talent from all walks of life, empowering us to develop our culture of inclusivity and better achieve our business objectives.
We view career breaks not as obstacles but as opportunities and encourage everyone, without hesitation, to apply. Through our Global Returners program, we provide support to professionals seeking to re-enter the workforce after an extended absence, be it for family care, parental leave, national service, sabbatical, or starting their own venture.
Come bring your difference and see what is possible for you at BAT. Learn more about our culture and our award winning employee experience here.
We take pride in being a Disability Confident Employer. If you need any reasonable adjustments or accommodations to be made during the recruitment process to support you performing at your best, please inform the recruitment partner who will be in touch should your profile be selected for the role you applied for. We are wholeheartedly committed to optimising your prospects of success by making suitable arrangements so that you may showcase your full potential.
