Commercial Team Lead (FMCG)

About the Role

We are seeking an experienced Commerce Team Lead (FMCG) to oversee Customer Business Planning services while driving operational excellence and continuous improvement across commercial processes. The role supports key areas including Sales Planning, Joint Business Planning, Trade Promotion Effectiveness, and Commerce Analytics.

This position requires close collaboration with clients and cross-functional teams to identify growth opportunities, optimize commercial investments, and deliver business insights that drive performance. The successful candidate will also lead and coach a team while ensuring high-quality service delivery.

Key Responsibilities

Commercial Planning & Execution

• Support Key Account Managers in executing customer strategies, sales plans, promotions, and product launches. 
• Evaluate trade promotion strategies across channels and customers, providing ROI-focused recommendations and scenario planning. 
• Analyze sales data, customer trends, and market conditions to identify growth opportunities and actionable insights.
• Prepare business reviews, sales presentations, and commercial proposals. 
• Partner with Sales, Marketing, Revenue Management, Finance, and Supply Chain teams to ensure alignment and successful execution of commercial plans.
• Lead post-promotion evaluations and provide insights on volume uplift, profitability, and net revenue performance. 

Stakeholder Management

• Collaborate with internal and external stakeholders to ensure smooth execution of customer requirements.
• Communicate effectively with senior leadership in complex organizations.
• Present business insights and recommendations to support strategic decision-making.

Team Leadership

• Lead, coach, and develop a team of commercial professionals.
• Recruit, onboard, and mentor team members.
• Monitor performance metrics and support achievement of business objectives. 
• Foster a culture of continuous improvement and high performance.

Required Qualifications

Experience

• 6+ years of experience in Commercial, Sales, Trade Marketing, Customer Business Planning, or related functions. 
• Minimum 3 years of FMCG experience supporting Modern Trade and/or Distributor Trade environments.
• Proven track record of achieving business targets and driving commercial growth.
• Experience leading teams and working in cross-functional environments.

Language

• Advanced/Fluent English.

Preferred Skills

• Strong understanding of Sales Planning, Revenue Growth Management (RGM), Trade Promotion Management, and Commerce Analytics.
• Experience with CRM platforms, sales analytics tools, and Microsoft Office Suite.
• Strong analytical and problem-solving capabilities.
• Excellent communication and stakeholder management skills.
• Ability to influence decisions and drive results in matrix organizations.
• Continuous improvement mindset and strategic thinking.

Ideal Candidate

A commercial leader with strong FMCG experience who can combine business planning, trade promotion effectiveness, customer management, and team leadership to drive sustainable business growth and operational excellence.