Commercial Excellence and Capabilities Manager
This role is crucial in implementing a distribution and indirect channel model that will drive global commercial performance. As a key player, you will deploy models and frameworks to leverage our commercial growth on a large scale.
The successful candidate will have a proven track record in commercial management roles or similar with experience in projects implementation. Distributor management experience is essential, while previous experience in sales, trade marketing, or commercial strategy is desirable.
You will be responsible for defining leading measures and Key Performance Indicators (KPIs) to drive growth, distribution performance, leveraging insights from Commercial Intelligence. Additionally, you will create promotional campaigns and incentive programs frameworks, aligning incentives with business objectives and driving engagement.
Main Responsibilities:
* Define leading measures and KPIs to drive growth, distribution performance, leveraging insights from Commercial Intelligence.
* Create Promotional Campaigns and Incentive Programs frameworks: Along the Marketing team, define trade marketing and sellout activities menu for distribution partners, aligning incentives with business objectives and driving engagement.
* Build proper platform to enhance Strategic Distributors Engagement and Training, enhancing capabilities and fostering alignment with our business goals.
* Responsible for regular analysis of global and regional distribution performance, identifying trends, opportunities, and areas for improvement to drive continuous enhancement of our growth, distribution strategies and activation on the ground, based on Commercial Intelligence Analysis.
* Along with the Legal area, define Service Level Agreements (SLAs) including terms & conditions, rewards, contract management and Joint Business Plan framework to be replicated in the regions and clusters.
* First point of contact with our Digital Sales/D2C department in order to build alignment to avoid channel conflicts between our distributors and strategic partners with e-dealers and our digital initiatives.
* First point of contact with Commercial teams in the regions and clusters related to implementation and deployment of the Global Distribution Excellence initiatives, offering guidance, training and proper support for the local Commercial teams.
* Track, consolidate and share internal and external best practices related to distributor and indirect channel management in regions and country clusters, ensuring consistency, improvement and alignment with organizational objectives.
About You:
1. Bachelor's degree in Business Administration, Supply Chain Management, Marketing, or a related field.
2. Advanced degree - Master's or MBA desired.
3. Proven track record on Commercial management roles or similar with experience on projects implementation.
4. Experience with Distributor management is a must, previous experience in Sales, Trade Marketing or Commercial Strategy is a plus.
5. Project and Change Management experiences and stakeholder management skills will be considered as a plus.
6. Fluent in English, as it is the primary language of global business communication.
7. It's essential for the professional to be flexible and willing to travel as needed to effectively fulfill the responsibilities of the role and drive distribution excellence on a global scale.
8. Proven successful track record (typically 5+ years) in mid-level roles within distribution model management, commercial or sales team management or related fields, demonstrating measurable results in optimizing performance and deployment of commercial projects.
9. Experience in negotiating and managing strategic partnerships, contracts, and agreements with distribution partners, suppliers, and other stakeholders.
10. Proven track record of leading organizational change initiatives, driving process improvements and managing complex projects to successful completion.
11. Experience working in a global or multinational corporation with exposure to diverse markets and regions.
12. Relevant experience on project, change and stakeholders management driving transformative processes focused on leverage performance and growth. Focus on collaboration and accountability.
13. Demonstrated ability to develop distribution strategies that align with business objectives, drive revenue growth, and deliver resilient and flexible business model.
14. Familiarity with distribution model management systems (DMS), enterprise resource planning (ERP) systems, and other relevant technologies used in distribution operations.
15. Entrepreneurship: Strong entrepreneurship skills and proficiency on end to end project deployment, with the ability to manage unclear processes with limited resources and different stakeholders.
16. Collaboration and Influence: Building relationships and driving execution and deployment.
17. Change and Project Management: Leading organizational change effectively.
18. Resilience and Adaptability: Thriving in dynamic environments.
19. Negotiation: Skillfully negotiating agreements and resolving conflicts to achieve win-win outcomes.
20. Can-do attitude: Motivated by challenges and always ready to find creative solutions and engaging processes to make it happen.
21. Pragmatic Performance-Oriented: Keep focus on the deliverables milestones of the processes and programs aiming to enhance land our commercial and distribution excellence initiatives.
22. Encourager of Change: Engaging with stakeholders with confidence and openness, fostering an environment of trust and collaboration while stimulating constant progression of the Distribution Excellence programs.
23. Adaptive and Resilient: Navigating on unclear and challenging market conditions with flexibility and resilience, adapting processes as needed to reach concrete outcomes.