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About the Role
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.
Responsibilities
- 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.
- 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.
- 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.
- 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.
- 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.
- Develop and lead strategy for Retail Excellence in the GTR.
- Drive 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.
- 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.
Requirements
- 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.
Skills
- Pricing
- Promotion
- Trade investment
- Portfolio management
- Mix optimization
- Value growth identification
- Premiumization strategies
- Margin expansion
- G2N strengthening
- Customer economics
- Channel economics
- ROI analysis
- P&L management
- Market insights
- Channel insights
- Category insights
- Consumer insights
- Operator insights
- Route to Market (RTM) leadership
- Customer prioritization
- Channel prioritization
- Category management
- Joint Business Planning (JBP)
- Strategic partnerships
- Best practice scaling
- Commercial performance management
- Data analysis
- Business Intelligence (BI) tools
- Forecasting
- Sales and Operations Planning (S&OP)
- Integrated Business Planning (IBP)
- Governance establishment
- Change leadership
- Adoption management
- Retail Excellence strategy
- Commercial objective execution
- Luxury/premium experience development
- Capability development
- Brand Ambassador program enhancement
- Performance-based culture
- Stakeholder management
- Influencing skills
- Strategic thinking
- Data interpretation
- Execution planning
- Communication
- People development
- Ambiguity navigation
- Structure building
Location
- Singapore
- London, UK
Work Type
- Full-time
Experience Level
- 15+ years
About the Company
- Global Travel Retail (GTR) context implied through responsibilities and requirements.