Director, Commercial Transformation & Performance

Role Purpose
The Head of Commercial Transformation & Performance ensures that International Markets grow better not just role translates the Commercial Growth Strategy into measurable performance systems incentive structures and capability frameworks that embed discipline across defines how growth is measured how behaviors are rewarded and how capabilities are built ensuring alignment to penetration expansion portfolio simplification margin improvement and RTM own delivery. This role ensures the system drives the right delivery.

Key Responsibilities
Architecture & Growth Scorecards
Define the global KPI framework aligned to archetypes.
Design standardized commercial scorecards covering:
oPenetration & distribution (ND WD HERO SKU reach)
oPortfolio quality & simplification
oMargin & GTN discipline
oDigital visibility & channel acceleration
Ensure scorecards are comparable across markets while adapted by archetype.
Provide Executive dashboards enabling focused performance dialogue.

2. Sales Incentives & Behavioral Alignment
Define global principles for sales incentive design.
Align incentive structures to archetype priorities:
oPenetration & distribution in developing markets
oMargin & mix in developed markets
oSimplification & recovery in turnaround markets
Ensure incentives reinforce HERO SKU focus and pricing discipline.
Partner with HR and Finance to ensure fairness clarity and governance.

3. Commercial Capability Framework
Define required commercial capabilities by archetype.
Assess capability maturity across markets.
Identify skill gaps in RTM pricing discipline distributor governance and digital selling.
Partner with HR to design capability development roadmaps.
Embed transformation milestones into annual operating plans.

4. Governance & Performance Cadence
Establish structured quarterly commercial review cycles.
Standardize performance reporting templates.
Ensure Must-Win Battles are measurable and tracked.
Identify structural gaps and drive corrective action frameworks.
Reduce reporting complexity while increasing clarity.

5. Transformation Roadmap Ownership
Define and maintain the multi-year commercial transformation roadmap.
Prioritize initiatives based on growth impact and simplicity.
Track adoption and behavioral change across priority markets.
Ensure alignment with Channel Strategy RGM and Digital Commerce.

Key Interfaces
Head of Channel & Route-to-Market Strategy
Head of Revenue Growth Management
Head of Digital Commerce & Media
International GMs
HR & Finance

Success Metrics
% Markets adopting standardized KPI framework
Alignment of incentive models to archetype strategy
Reduction in portfolio complexity
Improvement in HERO SKU distribution
Margin improvement and GTN discipline in priority markets
Increased clarity and speed in commercial performance reviews

Profile & Experience
1215 years in Commercial Strategy Sales Leadership or Commercial Excellence
Strong experience in KPI architecture and performance governance
Experience designing and implementing incentive models
Multi-market exposure (FMCG preferred)
Strong financial acumen and understanding of growth economics
Experience leading cross-functional transformation initiatives

Leadership Capabilities
Structured and disciplined without being bureaucratic
Strong influencer across markets and functions
Data-driven and performance-oriented
Clear communicator of performance expectations
Comfortable challenging constructively

Why This Role Matters
Commercial Growth Strategy defines the frameworks.
This role ensures those frameworks are:
Measured
Rewarded
Embedded
Sustained
It connects strategy to performance incentives to outcomes and capabilities to sustainable growth. Without this role transformation remains it Grow better not just bigger becomes operational discipline.

BIC World is an Equal Opportunity Employer. We strongly commit to hiring people with different backgrounds and experiences to help us build better products make better decisions and better serve our customers. We do not discriminate based upon race religion color national origin gender sexual orientation veteran status disability status or similar characteristics. All employment is decided based on qualifications merit and business need.

BIC World is not seeking assistance or accepting unsolicited resumes from search firms for this employment opportunity. Regardless of past practice all resumes submitted by search firms to any team member at BIC via email or directly to a BIC team member in any form without a valid written search agreement in place for that position will be deemed the sole property of BIC and no fee will be paid in the event the candidate is hired by BIC as a result of the referral or through other means.