Commercial Director

Roles and responsibilities

The Commercial Director leads and expands the grocery retail online business. This role drives commercial strategy, maximizes online sales performance, and develops innovative growth opportunities. This senior leadership position requires extensive expertise in e-commerce, digital marketing, and commercial operations to ensure sustainable business growth and market leadership.

(Some of) What you will be doing:

Develop and implement a long-term e-commerce growth strategy:

• Define and execute strategies that align with company objectives, targeting sustainable growth, market share expansion, and increased profitability in the online grocery segment.

Lead the commercial strategy for online sales, product assortment, pricing, promotions, and partnerships:

• Formulate data-driven commercial plans, optimize product offerings, and design competitive pricing and promotion strategies to drive customer acquisition and retention.

Drive revenue and profitability targets through innovative marketing campaigns, sales strategies, and market expansion:

• Design and implement creative sales initiatives and marketing campaigns to penetrate new markets and increase online sales revenue.

Oversee digital marketing efforts:

• Manage SEO, SEM, content marketing, and social media strategies to maximize brand visibility, website traffic, and customer engagement.

Identify and pursue new business opportunities:

• Conduct market research to explore new revenue streams, strategic partnerships, and emerging market trends to drive business growth.

Collaborate with supply chain, logistics, and IT teams:

• Ensure efficient order fulfilment, inventory management, and technological integration to deliver seamless customer experiences.

Utilize data analytics and market insights:

• Leverage performance metrics and consumer behaviour insights to refine strategies, improve online conversions, and optimize marketing efforts.

Manage relationships with key stakeholders, vendors, and third-party technology providers:

• Build and maintain strong partnerships to secure quality services, streamline operations, and introduce innovative solutions.

Negotiate with suppliers to secure favourable terms:

• Lead negotiations for better pricing, payment terms, and service agreements to enhance profitability and product availability.

Oversee category management:

• Develop and implement category strategies that balance product variety, pricing competitiveness, and inventory efficiency.

Enhance category understanding:

• Conduct in-depth category analysis to identify growth opportunities, manage product lifecycle, and optimize stock levels to meet customer demand.

Develop and implement effective margin structures:

• Analyse cost structures, set optimal pricing strategies, and manage discount frameworks to maximize profit margins.

Foster a high-performance team culture:

• Inspire and mentor teams to achieve targets, encourage innovation, and create a results-driven, collaborative environment.

Ensure compliance with industry standards:

• Implement policies that comply with legal, data privacy, and cybersecurity regulations to safeguard business operations and customer trust.

Desired candidate profile

• Bachelor’s degree in business, Marketing, E-commerce, or a related field. MBA or equivalent advanced degree is preferred.
• 8+ years of senior-level experience in e-commerce or digital business leadership, preferably in the grocery or retail industry.
• Proven track record of driving significant online sales growth and expanding market share.
• Expertise in commercial strategy development, digital marketing, and sales operations.
• Strong leadership skills with the ability to inspire and drive cross-functional teams.
• Deep understanding of e-commerce platforms, online payment systems, and customer engagement technologies.
• Proficiency in data analytics tools (Google Analytics, Power BI) and digital marketing platforms.
• Excellent communication, negotiation, and stakeholder management skills.

Skills:

• Strategic Commercial Planning and Execution
• Digital Marketing Leadership (SEO, SEM, Social Media)
• Business Development and Market Expansion
• Data-Driven Decision-Making and Analytics
• Financial Acumen and Budget Management
• Supplier Negotiation and Vendor Management
• Category Management and Product Assortment Optimization
• Margin Structure Development and Profitability Management
• Team Leadership and Talent Development
• E-commerce Platform and Technology Management
• Supply Chain and Fulfilment Integration
• Customer Experience Optimization

Personal Attributes:

• Strong strategic thinking and analytical skills
• Excellent leadership and team-building abilities
• Entrepreneurial mindset with a drive for innovation
• Results-driven and performance-oriented
• Exceptional communication and interpersonal skills
• Adaptability in a fast-paced and evolving industry

Key Performance Indicators (KPIs):

• Year-over-year online sales growth
• Gross profit margin improvement
• Customer acquisition and retention rates
• Website traffic and conversion rates
• Supplier contract savings and efficiencies
• Successful launch of new product categories or markets
• On-time and accurate order fulfilment rates
• Employee engagement and team performance metrics