Job Description:
Job Summary
The Commercial Manager - West, leads regional commercial activation and revenue growth for an assigned portfolio of agency suppliers. Based in the markets they serve, the role reports into the Sales function through the Market Strategy team, with dotted-line reporting to Sales Directors and Regional VPs.
Working across Portfolio, Market Strategy & RGM, Go-to-Market, Sales, Marketing, Demand Planning and Supplier teams, this role translates national brand and MAPPS (Merchandising, Assortment, Price, Promotion and Shelving) strategies into effective regional plans. The role combines customer activation, pricing and promotion analytics, forecasting, investment optimization and brand advocacy to deliver sustainable volume, value and profit growth.
Key Responsibilities
Commercial Strategy:
- Support the creation of annual and long-term commercial strategies for the Agency portfolio, ensuring necessary localization to their applicable region (s).
- Own MAPPS guidelines and market coherency across relevant regions and channels by establishing brand and product guardrails and adapting national strategies to regional market requirements.
- Understand portfolio profitability drivers and use scenario modelling, elasticity, competitive analysis and market trends to recommend pack-price architecture, channel strategies and investment priorities.
- Allocate and optimize promotional trade investment across regions and brands, reviewing promotional depth, frequency and effectiveness to maximize enterprise return on investment.
Performance & Commercial Development:
- Support internal and agency partner business reviews, performance reporting and action planning, identifying drivers of performance, risks, opportunities and white space.
- Support the commercial development of innovation business cases and launches, including pack size, regular and promotional pricing, volume forecasts, promotional mechanisms and sales toolkits.
Supplier Advocacy:
- Act as the voice of customers and regions with agency partners and leadership, while ensuring regional execution remains aligned with brand and portfolio strategies.
- Be the voice of the supplier across regional sales meetings and IBP processes. Participate in meetings with OP, NKA and Retail Key Account meetings as appropriate to drive brand advocacy.
- Participate in “work-withs” with the On Premise and Retail Sales teams to drive growth in targeted accounts
- Ensure Sales organization is expertly educated on the brand and emotionally incentivized to sell the brands
- Ensure the correct Point of Sales Materials and Sales Tools are in market with customers
- Deliver staff training & tastings to target customers to ensure the brand is top of mind
- Acts as the “face” of the brand at key events and trade shows
- undefined
What You Bring
- University Degree
- 6-8 years of related commercial, strategy, revenue growth management or managerial experience (CPG and beverage alcohol experience preferred).
- Experience developing pricing strategies, promotional tactics, portfolio plans and financial or strategic analysis.
- Proven ability to interpret multiple data sources, identify performance drivers and translate analysis into actionable recommendations.
- Strong ability to influence and collaborate across functional teams
- Proven ability to manage multiple priorities in a fast-paced environment and deliver results through strong execution.
- Excellent communication and relationship-management skills, including the ability to work effectively with third-party partners and distributors.
Compensation: Budgeted Range – $85,467.00 - $117,517.00. The budgeted range takes into account several factors and qualifications that are considered in making compensation decisions including experience, education, training, licenses, certifications, and other business and organizational requirements. Base pay is only one component of the total rewards offering at Arterra.
We are committed to establishing a qualified workforce that reflects the diverse population it serves and we encourage applications from all qualified individuals. We are also committed to preventing and removing barriers to employment for people with disabilities, and we invite you to inform us should you have any accessibility or accommodation needs.
