Commercial Excellence Manager

Gitaswara Indonesia; Jakarta Pusat; On-site; IDR 700,000,000 - 1,100,000,000; Full time

Job summary

Diageo Jakarta seeks an experienced Commercial Excellence leader to drive sales performance across the alcohol portfolio. You will translate strategy into execution plans, optimize pricing and promotions, and lead cross-functional projects with Sales, Marketing, Finance, and Supply Chain.

Expect to build analytics, dashboards, and CRM-enabled visibility to guide decisions and growth. The role emphasizes leadership, change management, and capability building in a fast-paced, matrix environment.

Qualifications

• 7+ years’ of proven experience in commercial excellence, sales strategy, or related roles — ideally within FMCG, beverage alcohol, or consumer products context.
• Consistent track record driving commercial performance improvements, pricing optimization and strategic execution.
• Strong analytical and data-driven decision making.

Responsibilities

• Translate commercial strategy into actionable execution plans across channels and markets.
• Refine pricing, promotions, trade investment and innovations frameworks to optimize revenue & profitability.
• Drive Route-to-Market (RTM) optimization, Distribution, call effectiveness, customer segmentation, and coverage models.
• Lead deployment of Sales Force Effectiveness (SFE) programs, including incentives, quota setting, and coaching tools.
• Build and improve commercial processes and tools to raise execution quality and performance.
• Define, track, and report key commercial metrics (distribution, visibility, mix, pricing performance, gross margins). Develop analytics, dashboards and insights that enable strong decision-making and commercial planning. Drive CRM and data tool adoption to ensure robust performance visibility.
• Cross-Functional Collaboration with Sales & Key Account, Shopper Marketing, Marketing, Finance, Supply Chain, and Commercial teams to design joint business plans and executional plans.
• Capability Building & Change Leadership through training programs and change initiatives to embed new commercial practices.

Skills

Data analytics

Cross-functional collaboration

Communication skills

Sales strategy

CRM familiarity

Education

Bachelor's degree in Business, Marketing, Economics, Finance, or related field

MBA preferred

Tools

CRM systems

Excel / Analytics tools

Job description

About us

With over 200 brands sold in nearly 180 countries, we’re the world’s leading premium drinks company. Bring your passion and use your curiosity as you explore, collaborate, and innovate to build brands consumers love. Together with passionate people from all over the world, you’ll test new ideas, learn and grow, and unlock a brighter, more exciting future. Join us to create a career worth celebrating.

About the role

This role will drive commercial performance across our alcohol portfolio by applying best-in-class commercial frameworks, data-driven insights, and execution excellence. You will pivot initiatives that improve sales effectiveness, execution subject area, pricing/mix optimization, and go-to-market execution across channels. This role partners closely with Sales, Marketing, Finance, and Commercial Operations to unlock profitable growth, strengthen customer value propositions, and embed repeatable commercial excellence processes.

Key Responsibilities

• Commercial Strategy & Execution Translate commercial strategy into actionable execution plans across channels and markets.
• Support development and refinement of pricing, promotions, trade investment and Innovations frameworks to optimize revenue & profitability.
• Drive Route-to-Market (RTM) optimization, Distribution, call effectiveness, customer segmentation, and coverage models.
• Sales Force Effectiveness Lead deployment of Sales Force Effectiveness (SFE) programs, including incentives, quota setting, and coaching tools.
• Build and improve commercial processes and tools to raise execution quality and performance.
• Data & Insights Define, track, and report key commercial critical metrics (distribution, visibility, mix, pricing performance, gross margins). Develop analytics, dashboards and insights that enable strong decision-making and commercial planning. Drive CRM and data tool adoption to ensure robust performance visibility.
• Cross-Functional Collaboration Partner with Sales & Key Account, Shopper Marketing, Marketing, Finance, Supply Chain, and Commercial cross functional teams to design joint business plans and executional plans. Act as a business partner and advisor to commercial leadership on performance improvement opportunities.
• Capability Building & Change Leadership Drive training programs and capability building to strengthen commercial excellence mindsets across teams. Lead change initiatives that embed new commercial practices and tools.

What are we looking for:

• Bachelor’s degree in Business, Marketing, Economics, Finance, or related field; MBA preferred.
• 7+ years’ of proven experience in commercial excellence, sales strategy, or related roles — ideally within FMCG, beverage alcohol, or consumer products context. Consistent track record driving commercial performance improvements, pricing optimization and strategic execution.

Technical & Analytical Skills

• Highly proficient in data insight, analysis, and performance dashboarding.
• Strong commercial competence with the ability to model and interpret financial drivers.

Leadership & Collaboration

• Excellent communication and stakeholder management skills, able to influence cross-functionally.
• Experience in training, coaching, and change management to unlock business growth.

Personal Attributes

• Strategic problem solver with a results-oriented, problem-solving mentality.
• Comfortable in a fast-paced, matrix environment, handling ambiguity and driving impact.

What Success Looks Like

Increased commercial execution standards across markets. Measurable gains in sales productivity, pricing realization, and customer execution. Strong adoption of data-driven decision processes and CRM tools within the commercial organization.

Working with us

Flexibility is key to success. From part-time and compressed hours to different locations our people work flexibly in ways to suit them. Talk to us about what flexibility means to you and we’ll work together so that you’re supported from day one.

We recognize and value performance, offering our people a highly competitive Rewards and Benefits package. Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and that they can belong, is a crucial part of this. We embrace diversity in the broadest possible sense. This means that you’ll be welcomed and celebrated for who you are just by being you. You’ll be part of and help build and champion an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mindsets, and more. Our ambition is to create the best performing, most trusted and respected consumer products companies in the world. Join us and help transform our business as we take our brands to the next level and build new ones as part of shaping the next generation of celebrations for consumers around the world.

Worker Type

Regular

Primary Location

Jakarta

Job Posting Start Date

2026-01-20

With more than 200 brands sold in over 180 countries, we are home to a diverse portfolio of drinks enjoyed around the world. Every day, our talented colleagues bring creativity, expertise and passion to the brands people know and love. From established favourites to exciting new launches, the brands we build are shaped by culture, connected to local communities and made for life’s moments. By understanding our consumers and building strong, trusted relationships with our customers, we help our brands remain relevant, distinctive, and accessible. Our founders, including Arthur Guinness, John Walker and Charles Tanqueray, were visionary entrepreneurs whose ambition and ingenuity helped shape the drinks industry. Today, that pioneering spirit lives on through our people. Join us and you’ll work alongside talented colleagues from around the world, bringing together different perspectives, experiences and specialist skills. Together, you’ll challenge convention, explore new possibilities and help shape a more inclusive and sustainable future. You’ll be empowered to learn, grow, thrive, and make a lasting impact.

DRINKiQ What's your DRINKiQ? Take our quiz to understand how alcohol is made and explore the effects of drinking. You can discover everything you need to know at DRINKiQ