Commercial Leader

1. Revenue & Profit Management
• Develop monthly/quarterly/annual revenue and profit plans for the entire system.
• Allocate targets by product group, sales channel, and market.
• Monitor performance results and analyze variances versus plan.
• Propose and implement corrective actions to ensure revenue and profit targets are achieved.
2. Pricing Strategy
• Develop and propose pricing policies by product group and sales channel.
• Analyze costs, profit margins, market prices, and competitors.
• Establish price frameworks, discount levels, and special pricing policies by period.
• Submit pricing policies for approval and organize implementation once approved.
• Control and ensure compliance with pricing policies across the entire system.
3. Data Analysis
• Product assortment management: product selection, SKU performance evaluation, recommendations to add or discontinue SKUs.
• Establish pricing policies, margins, and competitive pricing strategies.
• Ensure the assortment aligns with customer needs, market trends, and business objectives.
• Track demographics and shopping behavior by category to optimize the assortment.
4. Inventory Optimization and Product Lifecycle Management
• Manage and allocate the Open-to-Buy (OTB) budget on a monthly/quarterly/annual basis.
• Monitor sales, inventory levels, inventory turnover, out-of-stock rates, and plan optimal replenishment.
• Collaborate with Supply Chain to ensure sufficient products are available at the right time.
• Control profitability effectiveness (GM, GMROI, sell-through) by category and propose improvements.
5. Trade & Promotion Program Management
• Develop promotion plans and sales campaigns by phase.
• Coordinate with Marketing & Sales to implement programs across sales channels.
• Monitor and evaluate program effectiveness: revenue, profit, inventory, and costs.
• Propose adjustments and optimizations to achieve business objectives.
6. Market Research
• Conduct market research, analyze consumer behavior and insights.
• Periodically evaluate category performance compared with competitors and the overall market.
• Collect customer and store feedback to adjust the assortment and business strategies.
7. Cross-Functional Coordination
• Organize and implement trade plans and programs in line with the company's overall direction.
• Ensure smooth coordination among departments to achieve revenue, profit, inventory, and cost targets.
• Monitor progress; promptly report and propose solutions to arising issues.
• Consolidate and evaluate trade performance and provide periodic reports to the Board of Directors.