Job Description
Are you a strategic commercial leader with deep FMCG retail experience and a passion for driving customer-led growth?
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Primo is seeking a National Business Manager – Coles to own and lead our commercial performance, customer partnership, and strategic agenda with one of Australia's largest retailers.
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In this senior role, you'll take the lead on the Coles Dairy and Deli portfolio nationally—owning the customer P&L;, managing major negotiations, shaping long‐term category strategy, and delivering sustainable, profitable growth. You'll work cross-functionally with Marketing, Supply Chain, Finance, and Operations to ensure strong alignment and flawless execution across forecasting, innovation, and delivery.
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Key Responsibilities
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Act as Primo's senior commercial lead for Coles, driving customer strategy, long-term planning, and strategic alignment across the business.
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Lead large‐scale commercial negotiations, including cost price increases, investment frameworks, and long‐term agreements.
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Own the full P&L; and implement pricing, mix, and promotional strategies that drive profitable growth.
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Build and maintain strong relationships with senior Coles stakeholders, positioning Primo as a trusted category partner.
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Translate insights into growth strategies across category, shopper, and market trends, ensuring strong branded visibility and distribution.
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Oversee the successful delivery of NPD and innovation initiatives aligned to category strategy.
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Navigate operational complexity across Dairy/Deli, proactively managing supply, risk, waste, and margin volatility.
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Lead and coach the National Account Manager, fostering capability,



commercial discipline, and high performance.
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What You'll Bring
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Significant FMCG account management experience, ideally 6–8+ years managing major retail customers (Coles/Woolworths preferred).
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Proven success leading complex negotiations and managing large‐scale P&Ls.;
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Solid commercial, financial and analytical acumen.
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Deep understanding of FMCG dynamics, category management, and customer strategy.
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Experience in high‐complexity categories (Dairy, Deli, Chilled, Fresh or similar).
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Exceptional influencing, communication, and cross‐functional leadership capability.
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Tertiary qualifications in Business, Commerce, Marketing, or a related field.
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Why Work at Primo?
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At Primo, you'll join a high‐performing, customer‐centric commercial team shaping the future of Australia's most iconic smallgoods brands. We offer:
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Discounts on health insurance and a range of leading retail partners
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The opportunity to influence category strategy at scale with a major national retailer
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A collaborative culture focused on continuous improvement, growth, and commercial excellence
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If you're a strategic FMCG leader ready to take ownership of a major national customer and drive category‐leading outcomes, we'd love to hear from you. Apply now!
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