# Commercial Excellence Manager

**Company**: Diageo
**Location**: Jakarta
**Experience**: senior
**Job type**: full-time
**Category**: Sales

**Apply**: https://diageo.wd3.myworkdayjobs.com/en-US/Diageo_Careers/job/Jakarta-Indonesia/Commercial-Excellence-Manager_JR1122016?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_a7def9fc-3db

## Description

This role will drive commercial performance across the alcohol portfolio by applying best-in-class commercial frameworks, data-driven insights, and execution excellence.

You will pivot initiatives that improve sales effectiveness, execution subject area, pricing/mix optimization, and go-to-market execution across channels.

**Key Responsibilities**

**Commercial Strategy & Execution**

- Translate commercial strategy into actionable execution plans across channels and markets.

- Support development and refinement of pricing, promotions, trade investment, and innovations frameworks to optimize revenue and profitability.

- Drive Route-to-Market (RTM) optimization, distribution, call effectiveness, customer segmentation, and coverage models.

**Sales Force Effectiveness**

- Lead deployment of Sales Force Effectiveness (SFE) programs, including incentives, quota setting, and coaching tools.

- Build and improve commercial processes and tools to raise execution quality and performance.

**Data & Insights**

- Define, track, and report key commercial critical metrics (distribution, visibility, mix, pricing performance, gross margins).

- Develop analytics, dashboards, and insights that enable strong decision-making and commercial planning.

- Drive CRM and data tool adoption to ensure robust performance visibility.

**Cross-Functional Collaboration**

- Partner with Sales & Key Account, Shopper Marketing, Marketing, Finance, Supply Chain, and Commercial cross-functional teams to design joint business plans and executional plans.

- Act as a business partner and advisor to commercial leadership on performance improvement opportunities.

**Capability Building & Change Leadership**

- Drive training programs and capability building to strengthen commercial excellence mindsets across teams.

- Lead change initiatives that embed new commercial practices and tools.

**Requirements**

- Bachelor's degree in Business, Marketing, Economics, Finance, or related field; MBA preferred.

- 7+ years of proven experience in commercial excellence, sales strategy, or related roles , ideally within FMCG, beverage alcohol, or consumer products context.

- Consistent track record driving commercial performance improvements, pricing optimization, and strategic execution.

**Technical & Analytical Skills**

- Highly proficient in data insight, analysis, and performance dashboarding.

- Strong commercial competence with the ability to model and interpret financial drivers.

**Leadership & Collaboration**

- Excellent communication and stakeholder management skills, able to influence cross-functionally.

- Experience in training, coaching, and change management to unlock business growth.

**Personal Attributes**

- Strategic problem solver with a results-oriented, problem-solving mentality.

- Comfortable in a fast-paced, matrix environment, handling ambiguity and driving impact.

**What Success Looks Like**

- Increased commercial execution standards across markets.

- Measurable gains in sales productivity, pricing realization, and customer execution.

- Strong adoption of data-driven decision processes and CRM tools within the commercial organization.

## Skills

### Required
- commercial excellence
- sales strategy
- data analysis
- performance dashboarding
- stakeholder management

### Nice to have
- MBA
- FMCG
- beverage alcohol
- consumer products

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Source: [Apply at diageo.wd3.myworkdayjobs.com](https://diageo.wd3.myworkdayjobs.com/en-US/Diageo_Careers/job/Jakarta-Indonesia/Commercial-Excellence-Manager_JR1122016?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)