Commercial Excellence Manager – FMCG

About the role

The Commercial Excellence Manager will lead Go‑to‑Market and Route‑to‑Market execution across the GCC, Pakistan and Bangladesh, driving distributor performance, sales productivity and profitable growth for a leading FMCG food distribution business.

Key responsibilities

• Translate regional commercial priorities into market‑specific GTM/RTM plans covering channel focus, outlet segmentation, distribution expansion and execution standards.
• Assess and improve distributor structures, sales territories, route plans and resource allocation to close gaps in market coverage and productivity.
• Develop and enforce pricing frameworks, monitor actual selling prices, discounts and promotional spend, and identify price leakage.
• Partner with Finance to analyse unit economics, margin dilution and commercial profitability by SKU, pack size, channel and market.
• Monitor competitor activity, gather market intelligence and recommend commercial responses to maintain competitiveness.

Required profile

• 7–10 years of FMCG experience, preferably in food distribution, with strong GCC market exposure.
• Hands‑on experience in commercial excellence, GTM/RTM execution, distributor management and sales operations.
• Proven track record of improving field execution, pricing discipline and contribution margins.
• Ability to travel extensively across the assigned regions and work closely with country teams, distributors and finance.

Required skills

• Advanced Excel for commercial analysis.
• Familiarity with business intelligence tools.
• Experience with sales management or distributor management systems.