Manager, Commercial Development

About the role

Accelerate sustainable and profitable growth by translating operator, customer and channel insights into winning commercial strategies, customized solutions and quality execution across food-service and out-of-home channels.

Key responsibilities

• Develop the annual commercial development strategy and channel growth plans, identifying growth pools by occasion, operator segment, geography, route to market and solution category.
• Define segmentation, prioritization and differentiated value propositions; create acquisition, conversion, retention and expansion programs.
• Drive coffee, beverage, culinary, bakery and dessert solutions, moving from product selling to operator-centric solution selling.
• Improve coverage, distribution, availability, visibility and salesforce effectiveness; establish execution standards and outlet plans.
• Support pricing, mix, trade investment and promotion-effectiveness decisions; assess ROI and customer profitability.
• Track food-service industry trends, operator needs and competition; turn data into commercial choices and build launch and activation plans.

Required profile

• Bachelor’s degree in Business Administration, Marketing, Economics, Hospitality Management or related discipline; postgraduate qualification is an advantage.
• Typically 6+ years of progressive experience in food service, out-of-home, FMCG, sales, category development, trade marketing or business development.
• Demonstrated success in customer-facing roles, cross-functional project leadership and commercial planning.
• Practical understanding of distributor management, route to market, pricing, trade investment and customer profitability.
• Strong analytical, planning, presentation, negotiation and stakeholder-management capability supported by market and performance analytics.
• Experience interfacing with Sales & Key Accounts, Marketing & Category teams, Finance, Supply Chain, Technical Services, distributors and strategic operators.