Commercial Excellence Manager - FMCG
Job Code: 210/001/590
Industry: FMCG / Food Distribution
Our client is seeking an experienced Commercial Excellence Manager – FMCG to drive commercial execution, strengthen distributor performance, improve sales productivity, and support profitable growth across the GCC, Pakistan, and Bangladesh.
The role focuses on hands‑on Go-to-Market (GTM) and Route-to-Market (RTM) execution, sales operations, pricing strategy, commercial profitability, unit economics, and competitor benchmarking.
The successful candidate will work closely with country teams, distributors, and Finance to identify performance gaps, implement practical improvements, and ensure sustainable commercial results.
This is a market‑facing position requiring extensive and frequent travel across the assigned markets, with substantial involvement in distributor operations, sales teams, and customer engagement.
Go-to-Market (GTM) and Route-to-Market (RTM) Excellence- Translate regional commercial priorities into practical, market‑specific execution plans covering channel priorities, outlet segmentation, distribution expansion, product assortment, sales coverage, and execution standards.
- Assess distributor structures, sales territories, route plans, call frequencies, and resource allocation to identify gaps in market coverage and sales productivity.
- Work with country teams to implement improvements in route‑to‑market effectiveness and sales operations.
- Conduct regular market visits, joint sales calls, and outlet audits to evaluate product availability, distribution, visibility, merchandising, pricing, and promotional compliance.
- Convert market findings into corrective actions with clear responsibilities and deadlines.
- Establish consistent distributor performance reviews, execution scorecards, and follow‑up routines.
- Coach sales teams on effective execution practices and ensure distributor capabilities and incentives support commercial objectives.
- Analyse sell‑in, available sell‑out data, distributor inventory, and field observations to distinguish sustainable demand growth from stock loading.
- Coordinate with country teams and Supply Chain to address product availability gaps, slow‑moving inventory, and execution risks.
- Develop and implement pricing frameworks covering list‑price structures, channel and customer pricing guidelines, discount parameters, distributor margins, and trade terms.
- Work closely with regional leadership, country teams, and Finance to ensure consistent pricing policies and commercial discipline.
- Monitor actual selling prices, discounts, rebates, promotional expenditure, and other commercial concessions.
- Identify price leakage, inconsistent pricing practices, and opportunities to improve net revenue.
- Evaluate proposed price changes and promotions against competitor positioning, customer and channel economics, expected volume effects, and margin objectives.
- Maintain clear pricing approval processes and track outcomes following implementation.
- Partner with Finance to assess commercial profitability by SKU, pack size, customer, channel, distributor, and market.
- Analyse net revenue, landed product costs, trade investment, and cost‑to‑serve using consistent commercial definitions.
- Identify margin dilution and recommend improvements to product mix, channel mix, promotional activities, order profiles, service requirements, and commercial terms.
- Challenge commercial activities that generate revenue without adequate contribution margins.
- Evaluate the commercial viability of new product listings, distribution expansion, product launches, and customer proposals.
- Assess distributor and retailer economics to ensure margins and incentives support…
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