Commercial Excellence Director

Key responsibilities:

• Ensure excellence and simplification where required in commercial operations and key processes, including but not limited to sales forecast and allocations, commercial policy governance, master data management, sales reporting & tracking, customer receivables and analytics dashboard and ad hoc analysis.
• Establish a commercial operating mechanism that enables the commercial activities management, funnel, sales numbers, with rigor and predictability.
• Drive excellence in execution by enabling the commercial team with the guidelines in terms & conditions, CIW effectiveness, sales incentives, sales technology, and sales force automatization and defining the distributor KPIs.
• Drive P&L Productivity through Revenue Growth Management pillars of Pricing, Promotion Effectiveness, CIW effectiveness, Distribution and Assortment compliance, etc.
• Drive the efficiency of investments and resources decisions through development and implementation of Commercial Policy and Terms & Conditions guidelines as well as defining the framework for customer segmentation, CIW deployment and RGM targets, customer team sales and profit targets, adjusting the route to market and driving the perfect store initiatives.
• Develop, contribute and implement, together with other commercial and ESP functions, of different marketing & sales projects in line with the strategic imperatives of the organization.
• Contribute to sales and marketing strategic decisions and playing a critical role in designing and monitoring commercial approach.
• Continuously maintain subject matter expertise with data sources and tools (including Business intelligence tools), and apply this expertise to develop data gathering tools, deliver high quality data and generate actionable insights and recommendations to achieve business objectives and address opportunities and/or challenges.
• Being the part of the Leadership Team ensure the input into the overall organization strategy and leadership for the broader organization.
• Excel in people leadership to manage high-performing and engaged team as well as champion talent growth and advocate for the Diversity, Equity, and Inclusion agenda.
• Role model high ethics and compliance leadership standards in all the aspects of the work as well as continuously reinforce the compliance culture for the broader organization.
• Work with the leadership to ensure policies, programs, processes are developed, implemented, communicated & constantly monitored.

Requirements:

• Master’s degree required, preferable in management, commerce, or MBA.
• At least 7 years of experience in commercial operational excellence, revenue growth management, project management, customer development, strategic consulting, shaping and leading strategic agenda as well as defining commercial strategy and its implementation in the environment of OTC and/or FMCG businesses.
• Good track record of leading sales strategy development and shaping the ways of working in close collaboration with business leaders.
• Unquestioned ethics, integrity, and people leadership capabilities together with role modeling in diversity, equity, and inclusion.
• Advanced business and strategy acumen and awareness of the key commercial operations and processes that lead to the commercial success of the organization.
• Great partnership skills, effective communication, stakeholder management, ability to develop and implement the strategy.
• Fluent English.