The Commercial Excellence & RGM Lead is responsible for leading sales performance analysis to generate actionable insights that drive business growth. This role builds on a strong foundation in sales analytics, while expanding into revenue growth management (RGM) and digitization to enhance commercial effectiveness, optimize investments, and improve ways of working across the organization.
The role leads a small team and partners closely with Sales, Marketing, and Finance to translate data into clear, actionable strategies.
Key Responsibilities
1. Sales Analytics & Business Performance (Core)
- Lead end-to-end analysis of sales performance across channels and customers
- Identify key drivers, risks, and opportunities to support business growth
- Analyze customer performance, both Modern Trade and General Trade
- Evaluate promotion performance and recommend actions to improve ROI
- Translate data into clear, actionable insights for Sales and Key Account teams
2. Revenue Growth Management & Financial Analysis
- Support RGM initiatives including pricing, promotion optimization, and category investment decisions
- Analyze trade spending and commercial investments to ensure financial efficiency
- Partner with Commercial Finance to evaluate performance and guide decision-making
- Apply strong financial thinking to support strategic planning and resource allocation
3. Digitization & Process Efficiency
- Drive data automation and reduce manual reporting across sales teams
- Develop and enhance data visualization tools (e.g., dashboards) for faster decision-making
- Streamline and integrate multiple sales data sources into a simplified structure
- Improve overall efficiency and effectiveness of commercial processes
4. Team Leadership & Business Partnering
- Lead and develop a team of 2 analysts to deliver high-quality insights
- Act as a key partner to Sales, Marketing, and Finance teams
- Influence stakeholders by simplifying complex data into clear business actions
Qualifications
- Bachelor's or master's degree in business, Finance, Economics, or related fields
- 5+ years of experience in FMCG / Consumer Health / Retail industry
- Strong experience in sales analytics and commercial performance analysis
- Experience in Revenue Growth Management (RGM), Commercial Finance, or Category Investment is a plus
- Proven ability to connect data with business and financial outcomes
- Experience in leading or mentoring a small team
Key Competencies
- Strong analytical thinking & problem-solving
- Financial acumen (RGM mindset)
- Digitization & process improvement mindset
- Data storytelling & stakeholder influence
Customer & channel understanding (Modern Trade focus)
