Head of Commercial Excellence.Commercial - Excellence - Management

Job Purpose 

To lead and embed a Commercial Excellence framework across Panda Retail Company by defining and driving best-in-class commercial standards, capabilities, and performance management practices that enhance revenue growth, margin optimization, and execution effectiveness. The role is accountable for strengthening commercial decision-making through analytics, governance, capability building, and continuous improvement, ensuring alignment between strategy, category execution, pricing, promotions, and customer value delivery.

Job Accountability:

Financial Accountability

• Develop the Commercial Excellence strategy and annual operating plan to support sustainable revenue growth, margin improvement, and profitability optimization.
• Define and monitor commercial performance targets, KPIs, and scorecards to ensure disciplined financial performance management across commercial functions.
• Analyze category, pricing, promotion, and margin performance to identify value leakage, growth opportunities, and corrective actions.
• Support commercial budgeting and forecasting processes to improve accuracy, transparency, and financial predictability.
• Evaluate financial impact of commercial initiatives, pilots, and transformation programs to ensure return on investment and scalability.
• Partner with Finance to align commercial performance metrics with financial reporting and governance to strengthen financial control and accountability

People Accountability

• Lead the Commercial Excellence team by setting objectives, managing performance, and developing capabilities to build a high-impact center of excellence.
• Develop commercial capability frameworks and training programs (e.g., category management, pricing, promotions, negotiation, analytics) to uplift commercial maturity across the organization.
• Coach and support commercial leaders and teams to embed best practices and strengthen execution discipline.
• Promote a performance-driven, insight-led culture to enhance ownership, accountability, and continuous improvement.
• Build strong collaboration across Commercial, Supply Chain, Marketing, Pricing, and Operations teams to ensure alignment and shared ownership of results.

Customers Accountability

• Ensure commercial strategies and execution models are aligned with customer needs, behaviors, and value perception to enhance customer satisfaction and loyalty.
• Translate customer insights, shopper behavior, and market trends into commercial standards and playbooks to improve relevance and effectiveness of category and promotion decisions.
• Support omnichannel commercial execution to ensure consistent pricing, assortment, and promotion experience across physical and digital channels.
• Collaborate with Marketing, Omni-Channel, and Customer Experience teams to align commercial initiatives with customer journey objectives.
• Monitor impact of commercial decisions on customer KPIs (availability, price perception, promotion effectiveness) to balance profitability and customer value.
• Develop commercial playbooks, tools, and methodologies (category reviews, promo effectiveness, price ladders, assortment logic) to standardize best practices across teams.
• Establish performance review cadences and forums to track execution, resolve issues, and drive continuous improvement.
• Drive data-driven decision-making by integrating analytics, dashboards, and insights into commercial planning processes to improve speed and quality of decisions.
• Lead continuous improvement initiatives across commercial processes to simplify ways of working and improve execution effectiveness.
• Ensure alignment of commercial processes with corporate governance, risk, and compliance requirements to protect business integrity and reputation.
• Prepare and present periodic Commercial Excellence performance and insight reports to support executive decision-making and strategic alignment

Qualification