Head, Commercial Excellence & Performance

Hiring Objective: The Head of Commercial Excellence & Performance is responsible for strengthening the commercial planning, performance management, revenue governance and operating rhythm across the FMCG business. The role acts as a commercial control tower, connecting Strategy, Sales, Brand, Trade Marketing, Demand Planning, Supply Chain, Finance and other relevant teams to ensure the business works against one clear and commercially sound plan. It also supports ROI and revenue management through pricing discipline, trade investment governance, performance tracking, demand challenge and corrective action planning.

Position Responsibilities:

• Own the annual and periodic commercial planning process across channels, customers, regions, brands, SKUs and markets.
• Lead commercial performance management by reviewing actual performance against revenue, volume, channel, customer, region, brand and SKU targets.
• Manage pricing, revenue and commercial governance, including price architecture, RSP, trade terms, rebates, promotional funding and margin leakage.
• Challenge and validate commercial demand inputs from Sales, Brand, Trade Marketing and other functions to support credible planning.
• Translate commercial strategy into executable channel, route-to-market and market expansion plans.
• Coordinate cross-functional commercial initiatives and track key milestones, risks, dependencies and corrective actions.
• Build commercial governance, operating rhythm, dashboards and reporting processes to improve decision-making and accountability.
• Support continuous improvement of commercial planning tools, reporting cadence, market expansion processes and cross-functional ways of working.
• Provide independent recommendations to leadership on commercial risks, pricing gaps, demand assumptions and performance recovery actions

Qualifications & Experience

• Bachelor’s degree in Business, Marketing, Finance, Commercial Management, Economics or a related field.
• Minimum 8 years of relevant experience in FMCG, consumer goods, retail, commercial planning, sales operations, revenue management, commercial excellence, route-to-market or related fields.
• Experience working across Sales, Trade Marketing, Brand, Supply Chain, Finance, demand planning or distributor models is preferred.
• Strong understanding of FMCG commercial dynamics, revenue management, pricing, trade terms, distributor economics and channel profitability.
• Ability to analyse commercial performance, challenge assumptions, identify revenue and margin gaps, and recommend corrective actions.
• Ability to manage commercial planning cadence, dashboards, performance reviews and cross-functional stakeholders.
• Commercially curious, analytical, structured and fact-based.
• Able to challenge stakeholders constructively, influence without direct authority, manage ambiguity, and balance revenue growth with sustainable profitability.
• High ownership, strong accountability and comfortable working across complex cross-functional issues.