Commercial Excellence Manager

Role Purpose:
The Commercial Excellence Manager is responsible for driving category performance improvement across the International Sales team by developing and executing strategies, tools, and processes that enhance sales effectiveness and revenue growth. This role acts as a strategic partner to Sales, Marketing, Finance, and Operations, enabling data-driven decision-making, continuous improvement, and best practice sharing.

Key Responsibilities:
1. Category Sales Strategy & Enablement
• Develop category execution plans based on market data and insights (Sales in market, competition etc) that feeds into the Commercial business plan.
• Support the development and deployment of category strategies and go-to-market plans.
• Identify growth opportunities and market gaps
• Select, manage and optimize the product assortment
• Support decisions on product life cycle: introductions, discontinuations, product enhancements etc

2. Performance Management
• Monitor and evaluate category performance, leveraging key performance indicators (KPIs) to identify areas for improvement and implement corrective measures. Track commercial effectiveness.
• Conduct sales performance analysis (sales in market) and generate actionable insights to drive improvement.
• Measure NPD effectiveness in key markets and feed learnings into future concepts and adjustments
• Drive competitor based pricing to drive profitability and monitor NSV split overview per category and set commercial standards & targets towards ROW commercial team
• Guide pricing to optimize profitability while considering market dynamics and customer value perception.

3. Commercial Processes & Tools
• Build and monitor Sales dashboard (SIM, NPD etc) for the top10 markets in Category
• Develop and maintain robust category management tools and processes, ensuring seamless strategy execution across the team.
• Collaborate with marketing teams to develop effective product messaging, positioning and communication strategies.
• Monitor BLD process for the category to secure OTIF launches in markets
• Ensure standardized best practices within the category are followed across markets and teams.
4. Cross-Functional Collaboration
• Partner with Marketing, Finance, and Operations to align on pricing strategies, NPD planning, and customer segmentation within the category.
• Act as a liaison between the sales team and Leadership, ensuring alignment and feedback loops.

Key Skills & Qualifications:
• Bachelor’s degree in Business, Marketing, Economics, or related field (MBA preferred)
• 4+ years of experience in Sales, Commercial Strategy, Business Consulting, or Commercial Excellence roles
• Strong analytical skills with proficiency in tools like Excel, Power BI, Salesforce, or equivalent
• Solid understanding of sales processes and performance management frameworks
• Excellent communication, presentation, and stakeholder management skills
• Change management and project leadership experience is a strong advantag

ABOUT SCANDINAVIAN TOBACCO GROUP

At Scandinavian Tobacco Group, we always encourage you to craft the career that makes you more. We have a rich heritage that dates back 250 years and have been operating as a Scandinavian Tobacco Group since 1961. We operate in over 100 countries, employing over 10,000 people. We offer a diverse portfolio of iconic brands ranging from Signature, Cohiba, Macanudo, CAO, Partagas, and most recently branched into smokeless tobacco through our recent acquisition of XQS. We are on a mission to focus on sustainability and minimizing our environmental footprint. We are committed to creating a culture that allows us to blend our strengths, to go far it takes a winning team, and this is why we pride ourselves on sharing our skills, knowledge, and expertise to push each other forward.