The Commercial Lead is responsible for driving the commercial performance and profitability of the B2B by developing and executing strategies across assortment, pricing, promotions, discounts, and margin management. The role ensures that the platform offers the right product mix at competitive prices while maximizing gross margin and supporting sustainable business growth.

Working cross-functionally with Procurement, Marketing, Finance, Operations, and Product teams, the Commercial Lead identifies commercial opportunities, monitors market trends, analyzes customer purchasing behavior, and implements initiatives that improve revenue, profitability, and customer value.

Key Responsibilities

Commercial Strategy

• Develop and execute the commercial strategy aligned with the company's growth and profitability objectives.
• Identify commercial opportunities through market analysis, customer insights, and performance data.
• Monitor competitor activities, pricing trends, and market dynamics to maintain competitiveness.

Assortment Management

• Define and optimize category assortment to meet customer demand while maximizing profitability.
• Manage SKU portfolio by introducing high-potential products and discontinuing underperforming items.
• Improve assortment productivity through data-driven decision-making.

Pricing & Margin Management

• Develop pricing strategies that balance competitiveness and profitability.
• Monitor and optimize gross margin across categories and suppliers.
• Analyze pricing performance and recommend adjustments based on customer behavior and market conditions.

Promotions & Commercial Campaigns

• Plan and execute promotional calendars.
• Design discount strategies that drive incremental sales while protecting margins.
• Evaluate promotion effectiveness through sales uplift, profitability, and ROI analysis.

Commercial Performance Management

• Monitor key commercial KPIs and prepare regular performance reports.
• Analyze sales trends, category performance, and customer purchasing behavior to identify improvement opportunities.
• Recommend corrective actions to improve commercial performance and category profitability.

Cross-functional Collaboration

• Work closely with Finance to monitor profitability and commercial investments.
• Collaborate with Marketing on promotional planning and CRM.

Required Qualifications & Experience

Education

• Bachelor's degree in Business Administration, Marketing, Economics, Industrial Engineering, or a related field.

Experience

• Minimum 3 years of experience in Commercial, Category Management, Buying, Merchandising, or Trade Marketing.
• Experience in FMCG, Grocery Retail, Wholesale, eCommerce, or Marketplace businesses is highly preferred.
• Proven experience managing pricing, promotions, assortment, and profitability.
• Experience working with cross-functional teams in a fast-paced commercial environment.

Technical Skills

• Strong analytical and financial acumen.
• Advanced Microsoft Excel skills.
• Experience with BI and reporting tools (Power BI, Tableau, Looker, or similar).
• Strong understanding of pricing strategy, margin management, and commercial analytics.
• Experience using ERP or merchandising systems is an advantage.

Core Competencies

• Commercial Acumen
• Strategic Thinking
• Analytical Problem Solving
• Data-driven Decision Making
• Negotiation & Influencing
• Stakeholder Management
• Customer Focus
• Results Orientation
• Collaboration
• Continuous Improvement