AMEA Commercial Excellence Manager

About the Role
This position plays a critical role in the AMEA (Asia Pacific, Middle East, and Africa) commercial team, which oversees a vast portfolio contributing over €1 billion in net sales. The ultimate goal is to achieve €330 million in incremental growth by 2029 through impeccable execution of our commercial strategy. The role focuses on translating this strategy into tangible results, driving the execution of standards, tools, and routines that will enhance market presence, both in-store and online. This opportunity is not only pivotal for immediate contributions but is also designed to prepare candidates for future leadership roles within the commercial domain.

Key Outcomes Expected from the Role

• Success measured by market impact rather than regional output.
• Adoption of a unified execution standard across priority G1 and G2 markets, with well-defined expectations for in-store and online presentation.
• Targeted execution aimed at increasing availability, visibility, pharmacist recommendations, share of shelf, and digital shelf quality, consistently evaluated across markets.
• Enhanced category and customer management to drive superior outcomes in space, activation, and investment.
• A shift towards sustainable and profitable trade investment strategies.
• Accelerated launch processes characterized by high-quality execution and shared learnings from successful initiatives.
• Development of a robust AMEA commercial community that improves trade, shopper, category, and customer capabilities while utilizing best practices.

Key Accountabilities

Last-Mile Execution Standards

• Oversee the AMEA execution agenda across key channels, ensuring regional strategies are transformed into clear, measurable market standards.
• Define excellence standards for both in-store and online environments.
• Establish field execution norms and outlet coverage standards tailored to varying market models.
• Collaborate with Global E-commerce to optimize digital shelf execution, enhancing online availability and content visibility.
• Aid local teams in adapting global toolkits and marketing assets for market use, ensuring compliance and sustainability alignment.

Category and Customer Growth

• Spearhead the implementation of the AMEA category strategy, working with Global Trade Marketing to align category insights with market needs.
• Equip markets with compelling narratives and tools for gaining better assortment, space, and investment decisions.
• Apply customer and channel segmentation to optimize service models and investment returns.

Data, Analytics, and AI-Enabled Performance

• Partner with Performance Analytics and market teams to derive actionable insights from business reviews, establishing accountability and measurable outcomes.
• Improve CRM practices to ensure high-quality commercial data for performance tracking.
• Leverage AI and automation to enhance reporting and decision-making processes.

Profitable Growth and Investment Discipline

• Collaborate with Revenue Growth Management to guide markets in pricing, promotional strategies, and trade investment decisions.
• Direct commercial execution expenditure towards initiatives that enhance customer and consumer value while promoting profitable growth.

Launch and Go-To-Market Execution

• Strengthen market launch procedures through enhanced customer readiness and standardized execution criteria for innovations.
• Document and implement learnings from past launches to inform future initiatives.

Capability and Best-Practice Adoption

• Foster practical commercial skills across trade, shopper, and category management through accessible tools and coaching.
• Standardize and propagate best practices within AMEA to facilitate repeated success in various markets.

Key Relationships

• Internal: AMEA leaders, Performance Analytics, Revenue Growth Management, Brand & Innovation, Digital, Finance, and Healthcare Professional teams.
• Market interactions include G1 and G2 countries, commercial leaders, and field teams.
• External partnerships with customers and stakeholders to advance category and execution strategies.

Experience

• A minimum of eight years in commercial roles, with a focus on at least two functions such as sales, trade marketing, or revenue growth management.
• Direct customer-facing experience to ensure executable strategies are developed.
• Proven track record of instigating change and achieving measurable results across diverse teams and markets.
• Previous experience in FMCG or consumer healthcare environments is essential.

Essential Functional Knowledge and Skills

• In-depth knowledge of trade and shopper marketing, including in-store strategies and promotional mechanics.
• Fluency in category management principles, encompassing assortment, planograms, and growth drivers.
• Customer strategy expertise encompassing negotiation and joint business planning.
• Strong financial understanding regarding P&L, KPI, and effectiveness measurement.
• Familiarity with Revenue Growth Management principles and their role in profitable growth.

Role-Specific Competencies

• Ability to influence across functions and cultures without direct authority.
• Maintains high standards through constructive feedback and candid conversations.
• Exhibits a coaching mentality, celebrating team successes while fostering development.
• Capable of clarifying ambiguity and driving projects forward efficiently.

Qualifications and Languages

• Degree-level education or equivalent professional experience required.
• Proficiency in English is mandatory.

Why Us?
Join a collaborative and inclusive culture at the company, where you will face stimulating challenges and be empowered to develop consumer brands. This is an opportunity to learn new skills and thrive in an environment where passion and creativity are at the forefront.

We Are Challengers.
Our cultural values reflect our dedication to simplified self-care:

• All In Together: We support one another and maintain accountability.
• Courageous: We embrace creativity and thoughtful risk-taking.
• Outcome-Obsessed: We are driven towards sustainable results with integrity.
• Radically Simple: We strive for simplicity in our processes and ensure ease for consumers.