Commercial Leader – FMCG (Global MNC, Listed Company)
Own the system behind sales performance — where strategy, execution, and capability come together to drive scale.
Why This Role
In FMCG today, growth is no longer just about sales effort — it is about how well the commercial engine is designed and executed.
This role helps design that engine — and ensures it runs.
Overview:
This is a senior commercial leadership role within a global, listed FMCG organisation, responsible for shaping and driving the end-to-end commercial agenda across channels.
This role sits within the central commercial function, with a primary focus on shaping how the business goes to market, rather than owning individual accounts or frontline sales delivery.
You work alongside Sales, Key Accounts and Marketing as peer leaders, partnering closely to design and embed the strategy, frameworks, and capabilities that enable consistent commercial performance at scale.
Key Responsibilities:
1. Route-to-Market & Commercial Strategy
- Define and optimise route-to-market (RTM) strategy across modern trade and general trade
- Design channel segmentation, coverage models, and go-to-market frameworks
- Lead commercial planning cycles (annual, quarterly), aligning Sales, Key Accounts, Marketing, and Supply Chain
2. Strategic Partnership with Sales & Key Accounts
- Partner closely with Sales and Key Accounts teams as primary execution pillars
- Translate strategy into clear commercial frameworks, guardrails, and playbooks
- Enable teams through structured planning, prioritisation, and resource allocation
- Act as the bridge between head office strategy and in-market execution realities
3. Field Sales Effectiveness & Execution
- Define and drive sales effectiveness frameworks (KPIs, incentives, coverage, call productivity)
- Optimise field sales structure and deployment in partnership with Sales leadership
- Ensure consistency in in-store fundamentals (availability, visibility, promotions)
4. Commercial Capability, Processes & Systems
- Build and embed commercial capabilities across the organisation
- Establish robust processes, governance, and planning discipline
- Drive adoption of digital tools (e.g. Power BI, dashboards, AI-enabled insights) to improve visibility and decision-making
5. Analytics & Scenario Planning
- Lead data-driven decision making across pricing, promotions, and trade investments
- Develop scenario models to guide commercial trade-offs
- Continuously track performance and refine strategies based on insights
Requirements:
- 10–15 years of experience in FMCG commercial functions (category management, channel marketing, commercial strategy, or sales effectiveness)
- Strong understanding of modern trade and general trade ecosystems, including retailer dynamics
- Proven experience in RTM strategy, sales effectiveness, and commercial planning
- Experience building processes, systems, and capabilities at scale
- Strong analytical capability with hands-on experience in Power BI or equivalent tools
- Exposure to digital and AI-driven commercial tools
- Demonstrated ability to lead cross-functionally and influence without direct ownership
Profile:
- Thinks in systems, not just outcomes
- Operates effectively in a peer-based leadership model, influencing without hierarchy
- Strong cross-functional collaborator across Sales, Key Accounts, and Marketing
- Grounded in execution — not just strategy, but what actually lands in-store
Interested Here's what to do next:
Please apply to the role with a recent copy of your CV. We will be in touch once we review your profile for suitability.
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