Manager, Commercial Excellence

Delivery Hero; Kuala Lumpur; On-site; MYR 180,000 - 240,000; Full time

Job summary

foodpanda is seeking a Manager, Commercial Excellence to enable data-led commercial execution across regional markets. You will support how restaurant partners are segmented and assigned to Sales and Account Management teams, how commercial capacity is planned, and how targets and incentive programs are designed and governed.

Working across Regional Commercial Strategy, country teams, Finance, People, and Data, you will translate business priorities into scalable frameworks, reliable performance

Qualifications

• Minimum 4–5 years of experience in commercial strategy, sales or revenue operations, FP&A, incentive compensation, business analytics, or a related field within technology, marketplace, or e-commerce environments.

Responsibilities

• Develop regional frameworks for segmenting restaurant partners, assigning portfolios, and determining appropriate level of commercial support.
• Manage target-setting cycles and translate business priorities into country, team, and individual targets.
• Design incentives, plan simulations, and conduct effectiveness reviews with cross-functional regional teams.
• Lead cross-market initiatives to standardize processes and controls, using AI and automation where appropriate.
• Define analytical requirements, business logic, metrics, and performance benchmarks with Product and Analytics teams.
• Build alignment across regional and country teams and scale effective practices.

Education

Bachelor's degree in Business, Economics, Finance, Statistics, Industrial Engineering

Tools

Google Sheets

Microsoft Excel

SQL

BI tools

CRM (Salesforce)

Job description

foodpanda is part of the Delivery Hero Group, the world’s pioneering local delivery platform, our mission is to deliver an amazing experience—fast, easy, and to your door. We operate in around 65 countries worldwide. Headquartered in Berlin, Germany. Delivery Hero has been listed on the Frankfurt Stock Exchange since 2017 and is part of the MDAX stock market index.

Job Description

The Manager, Commercial Excellence enables consistent, data-led commercial execution across our regional markets. You will support how restaurant partners are segmented and assigned to Sales and Account Management teams, how commercial capacity is planned, and how targets and incentive programs are designed and governed.

Working across Regional Commercial Strategy, country teams, Finance, People, and Data, you will translate business priorities into scalable frameworks, reliable performance insights, and clear ways of working.

Main Responsibilities

Commercial Capacity & Partner Coverage: Develop regional frameworks for segmenting restaurant partners, assigning portfolios, and determining the appropriate level of commercial support. Use partner potential, workload, and team capacity to guide headcount planning and portfolio rebalancing.

Target Setting & Performance Planning: Manage recurring target-setting cycles and translate business and financial priorities into country, team, and individual targets. Develop scenarios that consider market opportunity, capacity, seasonality, and historical performance.

Incentive Design & Governance: Partner with cross-functional regional teams to support KPI design, plan simulations, performance validation, and effectiveness reviews, ensuring incentives are practical, fair, and aligned with business priorities.

Operational Transformation & Process Excellence: Lead cross-market initiatives that improve how country teams plan, execute, and manage performance across partner coverage, targets, and incentives. Standardize processes and controls, using AI and automation where appropriate to reduce manual effort and enable more scalable ways of working.

Analytics & Data Integrity: Define the analytical requirements, business logic, metrics, and performance benchmarks needed across partner coverage, targets, and incentives. Partner with Product and Analytics teams to develop the required data products and reporting, ensuring outputs are accurate, consistent, and translated into actionable recommendations.

Stakeholder Alignment & Market Adoption: Build alignment across regional and country teams, resolve implementation challenges, and support the adoption of new methodologies, tools, and processes. Develop clear guidance and training materials, incorporate market feedback, and scale effective practices across countries.

Qualifications

Minimum 4–5 years of experience in commercial strategy, sales or revenue operations, FP&A, incentive compensation, business analytics, or a related field within technology, marketplace, or e-commerce environments.

Bachelor’s degree in Business, Economics, Finance, Statistics, Industrial Engineering, or another quantitative field; equivalent practical experience is also valued.

Experience in target setting, commercial capacity and coverage planning, portfolio management, performance management, or incentive design.

Strong analytical and structured problem-solving skills, with experience working with complex datasets, identifying inconsistencies, reconciling multiple data sources, and translating analysis into commercial decisions.

Strong program management, communication, and stakeholder-management skills, with the ability to influence cross-functional teams and drive the adoption of new processes across regional and country organizations.

Advanced proficiency in Google Sheets or Microsoft Excel. Knowledge of SQL, business intelligence tools, and Salesforce or another CRM platform is an advantage.

Experience applying AI or automation to improve operational workflows is a plus.

Proactive, pragmatic, and comfortable working in a fast-paced and evolving environment.

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