About this role
What makes this a great opportunity?
The Commercial Excellence & Revenue Growth Management Director is a key member of the GTR Leadership Team, responsible for accelerating profitable and sustainable growth through stronger commercial choices and execution.
Note - this role can be located in Singapore or London, UK.
Role Responsibilities
- Revenue Growth Management & Profitability.
- Lead the GTR RGM agenda across pricing, promotion, trade investment, portfolio and mix.
- Develop pricing architecture and ensure effective implementation across markets and operators.
- Identify opportunities for value growth, premiumization, mix improvement and margin expansion.
- Strengthen G2N and customer/channel economics and ensure commercial investments deliver appropriate ROI.
- Track RGM impact and translate opportunities into measurable P&L results.
- Commercial Strategy & Customer Excellence.
- Contribute to GTR strategy through market, channel, category, consumer and operator insights.
- Lead RTM and customer/channel prioritization.
- Strengthen category management, JBP and strategic partnerships with key operators.
- Identify and scale best practices across GTR.
- Commercial Performance & Data.
- Own the GTR commercial performance framework and establish a single, trusted view of performance.
- Drive visibility of sell-in, sell-out, inventory, pricing, mix, share, trade investment and profitability.
- Lead the DFO/retailer data roadmap and establish common KPIs and definitions.
- Commercial Planning & Governance.
- Lead the commercial planning and forecasting cycle with Finance and markets.
- Strengthen alignment between commercial planning, demand, supply and S&OP/IBP.
- Establish governance for pricing, trade terms, promotional investment and customer activities.
- Embed pre- and post-evaluation and clear accountability for commercial performance.
- Commercial Excellence & Transformation.
- Define and drive the GTR Commercial Excellence roadmap across processes, data, tools and technology.
- Build scalable solutions that improve commercial visibility, forecast accuracy and productivity.
- Strengthen sales excellence and standardize effective ways of working across markets.
- Partner with global Commercial Excellence teams to adapt and embed relevant frameworks in GTR.
- Lead change and adoption to ensure measurable business impact.
- Retail Excellence.
- Develop and lead strategy for Retail Excellence in the GTR.
- Drive a global consistency in the execution of commercial objectives and priorities, and a luxury/premium experience for shoppers across key airports globally.
- Develop the Retail Excellence Framework and capability development in the business.
- Enhance the existing Brand Ambassador Excellence programme to drive performance-based culture and drive consistency in shopper experience.
- Leadership & Capability.
- Act as a strategic partner to the MD GTR and GTR Leadership Team.
- Build RGM and Commercial Excellence capabilities across the organization.
- Lead, coach and develop the Commercial Excellence/RGM team.
- Influence across functions and markets, creating clarity, alignment and accountability.
- Foster a data-driven, commercially accountable, consumer- and customer-centric culture.
Qualifications
- 15+ years' experience in RGM, Commercial Excellence, Commercial Strategy, Sales, Finance or related commercial leadership roles.
- Experience in FMCG, spirits/beverages, luxury or Global Travel Retail strongly preferred.
- Proven track record of driving profitable growth and commercial transformation across markets and channels.
- Strong experience in pricing, promotion, portfolio, mix, trade investment and/or customer economics.
- Strong commercial, financial and analytical acumen with clear P&L orientation.
- Experience with commercial planning, performance management, data and BI tools.
- Strong understanding of customer and channel economics; DFO/GTR experience is highly desirable.
- Exceptional stakeholder management and influencing skills.
- Strategic thinker who is equally comfortable with data, strategy and execution.
- Strong change leadership, communication and people-development skills.
- Comfortable operating in ambiguity and building structure where needed.
Job Segment: Brand Ambassador, Manager, Supply, Performance Management, Marketing, Management, Operations, Human Resources