VP, Commercial Strategy & Transformation

Role Purpose
The VP Commercial Strategy & Transformation leads the Commercial Growth engine for International role integrates Channel Strategy Digital Commerce & Media Revenue Growth Management and Commercial Transformation into one unified mission is clear: define the HOW of commercial growth and ensure markets grow better not just own the DO: execution activation customer engagement and P&L role defines the frameworks guardrails tools and performance discipline that enable markets to win by archetype and by priority market.

Strategic Accountability
This role operationalizes the International Markets growth model:
Penetration-first growth
HERO SKU focus
Distribution as the moat
RTM simplification
Margin expansion (2 pts margin -2 GTN)
Growth channel acceleration (TT Discounters eCommerce Pharma)
Archetype-based deployment
Priority markets focus within each archetype

Core Responsibilities

1. Architect the Commercial Growth Model
Translate corporate strategy into archetype-based commercial playbooks.
Define clear growth priorities for Anchor & Build Defend & Optimize White Space and Turnaround markets.
Ensure priority markets receive focused enablement and acceleration.
Maintain alignment between portfolio channel pricing and digital strategy.

the Four Commercial Pillars
A. Channel & Route-to-Market Strategy: Channel architecture Distributor models & governance Commercial policy guardrails RTM simplification
B. Digital Commerce & Media: Digital shelf excellence Retail media effectiveness Marketplace P&L discipline Content acceleration
C. Revenue Growth Management: Pricing philosophy & corridors GTN governance Grey goods prevention logic Analytics-driven profitability Mix optimization
D. Commercial Transformation & Performance: KPI architecture aligned to archetypes Sales incentive alignment Capability model by market maturity Governance cadence and performance visibility.
Ensure these four pillars operate as one integrated growth system not separate silos.

3. Drive Profitable Growth Discipline
Ensure growth translates into margin improvement.
Embed GTN control and trade discipline.
Reduce portfolio complexity.
Align incentives with penetration and margin logic.
Protect pricing power while expanding access.

4. Focus on Priority Markets
Identify and oversee acceleration plans in key markets per archetype.
Ensure resource allocation matches strategic intent.
Lead structured commercial reviews of priority markets.
Intervene where performance deviates structurally.

5. Simplify the Operating Model
Eliminate duplication between global and markets.
Clarify DO vs HOW ownership.
Reduce reporting complexity.
Accelerate decision-making.
Build a scalable commercial governance framework.

6. Executive Influence & Alignment
Serve as primary commercial partner to International GMs.
Align with Finance on margin architecture and profitability tracking.
Partner with Strategy Legal HR and IT.
Present commercial performance insights to ExCom.

Success Metrics
This role is measured on system impact not isolated functional KPIs.

Growth Quality
Penetration increase in priority markets/HERO SKU distribution expansion/Mix accretion

Margin Discipline
2 pts margin improvement/ -2 GTN reduction/ Price realization vs corridor

Simplicity
Portfolio rationalization/Reduction in reporting complexity/Clear DO vs HOW accountability

Adoption
% markets using archetype-based playbooks
Incentive alignment to strategy
Capability maturity improvement

Profile & Experience
15 years commercial leadership experience
Strong background across multi-market FMCG environments
Deep understanding of RTM pricing trade investment and digital commerce
Proven transformation leadership experience
Experience working across developed and developing markets
Strong financial acumen and margin mindset

Leadership Capabilities
Systems thinker (integrates Channel Digital RGM Performance)
Balances global discipline with local pragmatism
High executive presence
Courage to challenge markets constructively
Drives simplification without losing rigor
Builds strong integrated leadership team

Why This Role Matters
Without integration Channel Digital RGM and Performance remain fragmented this role: 1) Strategy becomes operational. 2) Growth becomes profitable. 3)Penetration becomes measurable. 4)Margin becomes protected. 5) Transformation becomes is the commercial backbone of International Markets.

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.