Director, GTR CoE (Location: Singapore or London, UK)

What makes this a great opportunity?

The Commercial Excellence & Revenue Growth Management Director is a key member of the GTR Leadership Team, responsible for accelerating profitable and sustainable growth through stronger commercial choices and execution.

Note - this role can be located in Singapore or London, UK. 

Role Responsibilities

• Revenue Growth Management & Profitability. - Lead the GTR RGM agenda across pricing, promotion, trade investment, portfolio and mix. - Develop pricing architecture and ensure effective implementation across markets and operators. - Identify opportunities for value growth, premiumization, mix improvement and margin expansion. - Strengthen G2N and customer/channel economics and ensure commercial investments deliver appropriate ROI. - Track RGM impact and translate opportunities into measurable P&L results. 
• Commercial Strategy & Customer Excellence. - Contribute to GTR strategy through market, channel, category, consumer and operator insights. - Lead RTM and customer/channel prioritization. - Strengthen category management, JBP and strategic partnerships with key operators. - Identify and scale best practices across GTR. 
• Commercial Performance & Data. - Own the GTR commercial performance framework and establish a single, trusted view of performance. - Drive visibility of sell-in, sell-out, inventory, pricing, mix, share, trade investment and profitability. - Lead the DFO/retailer data roadmap and establish common KPIs and definitions.
• Commercial Planning & Governance. - Lead the commercial planning and forecasting cycle with Finance and markets. - Strengthen alignment between commercial planning, demand, supply and S&OP/IBP. - Establish governance for pricing, trade terms, promotional investment and customer activities. - Embed pre- and post-evaluation and clear accountability for commercial performance.
• Commercial Excellence & Transformation. - Define and drive the GTR Commercial Excellence roadmap across processes, data, tools and technology. - Build scalable solutions that improve commercial visibility, forecast accuracy and productivity. - Strengthen sales excellence and standardize effective ways of working across markets. - Partner with global Commercial Excellence teams to adapt and embed relevant frameworks in GTR. - Lead change and adoption to ensure measurable business impact.
• Retail Excellence. - Develop and lead strategy for Retail Excellence in the GTR. - Drive a global consistency in the execution of commercial objectives and priorities, and a luxury/premium experience for shoppers across key airports globally. - Develop the Retail Excellence Framework and capability development in the business. - Enhance the existing Brand Ambassador Excellence programme to drive performance-based culture and drive consistency in shopper experience.
• Leadership & Capability. - Act as a strategic partner to the MD GTR and GTR Leadership Team. - Build RGM and Commercial Excellence capabilities across the organization. - Lead, coach and develop the Commercial Excellence/RGM team. - Influence across functions and markets, creating clarity, alignment and accountability. - Foster a data-driven, commercially accountable, consumer- and customer-centric culture.

Qualifications

• 15+ years' experience in RGM, Commercial Excellence, Commercial Strategy, Sales, Finance or related commercial leadership roles.
• Experience in FMCG, spirits/beverages, luxury or Global Travel Retail strongly preferred.
• Proven track record of driving profitable growth and commercial transformation across markets and channels.
• Strong experience in pricing, promotion, portfolio, mix, trade investment and/or customer economics.
• Strong commercial, financial and analytical acumen with clear P&L orientation.
• Experience with commercial planning, performance management, data and BI tools. 
• Strong understanding of customer and channel economics; DFO/GTR experience is highly desirable.
• Exceptional stakeholder management and influencing skills.
• Strategic thinker who is equally comfortable with data, strategy and execution. 
• Strong change leadership, communication and people-development skills.
• Comfortable operating in ambiguity and building structure where needed.