Director, Commercial Transformation & Performance

Role Purpose
The Head of Commercial Transformation & Performance ensures that International Markets grow better, not just bigger. This role translates the Commercial Growth Strategy into measurable performance systems, incentive structures, and capability frameworks that embed discipline across markets. It defines how growth is measured, how behaviors are rewarded, and how capabilities are built — ensuring alignment to penetration expansion, portfolio simplification, margin improvement, and RTM effectiveness. Markets own delivery. This role ensures the system drives the right delivery.

Key Responsibilities
1. Performance Architecture & Growth Scorecards
• Define the global KPI framework aligned to archetypes.
• Design standardized commercial scorecards covering:
o Penetration & distribution (ND, WD, HERO SKU reach)
o Portfolio quality & simplification
o Margin & GTN discipline
o Digital visibility & channel acceleration
• Ensure scorecards are comparable across markets while adapted by archetype.
• Provide Executive dashboards enabling focused performance dialogue.

2. Sales Incentives & Behavioral Alignment
• Define global principles for sales incentive design.
• Align incentive structures to archetype priorities:
o Penetration & distribution in developing markets
o Margin & mix in developed markets
o Simplification & recovery in turnaround markets
• Ensure incentives reinforce HERO SKU focus and pricing discipline.
• Partner with HR and Finance to ensure fairness, clarity, and governance.

3. Commercial Capability Framework
• Define required commercial capabilities by archetype.
• Assess capability maturity across markets.
• Identify skill gaps in RTM, pricing discipline, distributor governance, and digital selling.
• Partner with HR to design capability development roadmaps.
• Embed transformation milestones into annual operating plans.

4. Governance & Performance Cadence
• Establish structured quarterly commercial review cycles.
• Standardize performance reporting templates.
• Ensure Must-Win Battles are measurable and tracked.
• Identify structural gaps and drive corrective action frameworks.
• Reduce reporting complexity while increasing clarity.

5. Transformation Roadmap Ownership
• Define and maintain the multi-year commercial transformation roadmap.
• Prioritize initiatives based on growth impact and simplicity.
• Track adoption and behavioral change across priority markets.
• Ensure alignment with Channel Strategy, RGM, and Digital Commerce.

Key Interfaces
• Head of Channel & Route-to-Market Strategy
• Head of Revenue Growth Management
• Head of Digital Commerce & Media
• International GMs
• HR & Finance

Success Metrics
• % Markets adopting standardized KPI framework
• Alignment of incentive models to archetype strategy
• Reduction in portfolio complexity
• Improvement in HERO SKU distribution
• Margin improvement and GTN discipline in priority markets
• Increased clarity and speed in commercial performance reviews

Profile & Experience
• 12–15+ years in Commercial Strategy, Sales Leadership, or Commercial Excellence
• Strong experience in KPI architecture and performance governance
• Experience designing and implementing incentive models
• Multi-market exposure (FMCG preferred)
• Strong financial acumen and understanding of growth economics
• Experience leading cross-functional transformation initiatives

Leadership Capabilities
• Structured and disciplined, without being bureaucratic
• Strong influencer across markets and functions
• Data-driven and performance-oriented
• Clear communicator of performance expectations
• Comfortable challenging constructively

Why This Role Matters
Commercial Growth Strategy defines the frameworks.
This role ensures those frameworks are:
• Measured
• Rewarded
• Embedded
• Sustained
It connects strategy to performance, incentives to outcomes, and capabilities to sustainable growth. Without this role, transformation remains conceptual. With it, “Grow better, not just bigger” becomes operational discipline.

BIC World is an Equal Opportunity Employer. We strongly commit to hiring people with different backgrounds and experiences to help us build better products, make better decisions, and better serve our customers. We do not discriminate based upon race, religion, color, national origin, gender, sexual orientation, veteran status, disability status, or similar characteristics. All employment is decided based on qualifications, merit, and business need.

BIC World is not seeking assistance or accepting unsolicited resumes from search firms for this employment opportunity. Regardless of past practice, all resumes submitted by search firms to any team member at BIC via email, or directly to a BIC team member in any form without a valid written search agreement in place for that position will be deemed the sole property of BIC, and no fee will be paid in the event the candidate is hired by BIC as a result of the referral or through other means.