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Commercial Excellence Lead – Ecommerce EMEA
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Commercial Excellence Lead – Ecommerce EMEA
Location: Basingstoke / Hybrid (2 days WFH)
Salary: £70-£80K DOE + Bonus + Excellent Benefits
About the Company
My client is a global consumer goods business with a portfolio of leading brands across beauty, personal care, and lifestyle categories, sold through major retailers and ecommerce platforms across EMEA. With Ecommerce a key growth priority and increasing focus on driving sell-out performance, conversion, and execution across priority SKUs and retailers, the business is building a lean, high-impact team focused on accelerating performance where it matters most, with clear ownership of outcomes and a strong bias for execution.
The Role
Reporting to the Head of eCommerce EMEA, the Commercial Excellence Lead will lead the development of commercial frameworks, analytical tools, and governance processes that improve decision-making across the ecommerce business. You will act as the central expert for pricing, promotional effectiveness, investment optimisation, and commercial performance, partnering closely with Ecommerce, Sales, Finance, and Category teams. The role will help ensure resources are directed toward the highest-value opportunities while improving profitability, reducing inefficiencies, and supporting long-term growth.
Key Responsibilities
Pricing Strategy & Commercial Governance
- Develop pricing principles, frameworks, and guidance across ecommerce channels and retailers
- Monitor pricing trends and market dynamics to identify risks and opportunities
- Support commercially informed pricing decisions through analysis and recommendations
- Develop tools and reporting that improve pricing transparency and visibility across EMEA
- Identify commercial risks arising from significant pricing disparities across markets and channels
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Promotional Effectiveness
- Develop promotional guidelines and evaluation frameworks
- Analyse promotional performance and ROI across markets and retailers
- Identify opportunities to improve promotional effectiveness and investment efficiency
- Establish robust post-promotion review processes and performance measurement
- Support customer and ecommerce teams with evidence-based recommendations
Commercial Performance & Profitability
- Identify opportunities to improve:
- Net Sales Value
- Gross Profit
- Customer Profitability
- Analyse the impact of pricing, promotional, and portfolio decisions on commercial performance
- Support annual planning and commercial reviews with insight-led recommendations
- Quantify financial impact and prioritise the highest-value opportunities
Portfolio, Mix & Assortment Optimisation
- Partner with Market and Ecommerce teams to optimise product mix and assortment
- Support prioritisation of hero SKUs and priority retailers
- Identify opportunities to improve profitable mix by retailer, channel, and market
- Develop recommendations that balance growth, margin, and customer value
Performance Analytics & Business Partnering
- Build scorecards and dashboards across key commercial metrics
- Monitor performance across pricing, promotions, margin, and portfolio mix
- Translate data into clear recommendations for senior stakeholders
- Act as a trusted commercial partner to Ecommerce, Sales, and Marketing teams
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Capability Building
- Help embed commercial excellence principles across EMEA
- Develop tools, frameworks, and best practices that improve decision quality
- Promote data-driven decision making and commercial discipline
- Support capability development across local and regional teams
What We’re Looking For
- 5+ years' experience within Commercial Excellence, Revenue Growth Management, Category Management, Commercial Finance, Sales Strategy, or related disciplines
- Strong understanding of:
- Pricing strategy
- Promotional effectiveness
- Commercial investment management
- Portfolio optimisation
- Profitability analysis
- Proven ability to convert complex data into actionable recommendations
- Strong commercial and financial acumen with a clear understanding of P&L drivers
- Experience influencing senior stakeholders within a matrix organisation
- Advanced Excel skills; experience with Power BI or similar tools advantageous
- Comfortable operating in a fast-paced, evolving environment
Benefits
- Competitive salary + annual bonus
- 35 hours per week 9.00 to 17.00 Hybrid 3 days in the office 2 WFH
- Holidays 25 per year– up to 28 days + Bank Holidays
- Pension contributions
- Private Medical Health cover including family
- Private Dental Cover, Critical Illness cover, Life Assurance, Eye Care Scheme
- An Employee Assistant Programme
- Subsidised Sport Membership Scheme to a value of £250 per year
- Beautiful contemporary offices and wonderful working culture!
Apply now/get in touch to find out more about this fantastic opportunity!
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