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.