European Revenue Growth Management & Commercial Analytics Lead

Sunstar Group; Warszawa; Hybrid; PLN 524,000 - 743,000; Full time

Benefits offered by this job

Hybrid working model

Travel up to 20%

Job summary

Sunstar Group seeks a European Revenue Growth Management & Commercial Analytics Lead to drive data-informed growth across Warsaw, Amsterdam and wider European markets. Hybrid, full-time role reporting into Sunstar Europe Sales.

You will shape pricing, trade investments and customer profitability, working closely with Finance, Marketing, BI and local sales teams to turn data into actionable strategies. With 8–12 years in RGM or commercial analytics, you’ll develop standard methods, dashboards,

Qualifications

• 8-12 years of experience in Revenue Growth Management, Commercial Analytics or related fields.
• Strong background in Consumer Health or FMCG sectors is preferred.
• Fluency in English with excellent communication and stakeholder-management skills.

Responsibilities

• Lead European RGM strategy, framework and implementation roadmap across markets.
• Establish pricing, Gross-to-Net management and trade investment optimization methodologies.
• Develop DPSM dashboards and commercial scorecards for Europe.
• Identify growth opportunities by market, channel, customer, category and SKU.
• Partner with Finance to align assumptions and measure financial impact of initiatives.
• Support annual business planning, forecasting and performance reviews.

Skills

RGM experience

Commercial analytics

Pricing optimization

English fluency

Education

Bachelor’s degree or higher in related field

Tools

BI tools

Job description

Europe, Warsaw or Amsterdam

Hybrid

Full-time

We are looking for a European Revenue Growth Management & Commercial Analytics Lead to join our European Sales organization and play a key role in advancing profitable growth across our markets.

This newly created position combines strategic thinking, strong analytical capabilities, and commercial expertise. You will work across functions and countries, turning data into actionable business insights and helping our teams make better-informed commercial decisions.

Mission

The European Revenue Growth Management & Commercial Analytics Lead will establish and lead Sunstar's European RGM and commercial analytics capabilities.

The role will develop a consistent, data-driven approach to commercial decision-making, combining pricing, trade investment optimization, customer profitability and market performance analytics.

Working closely with European Finance, Marketing, Business Intelligence and local Sales organizations, the position will identify and quantify growth opportunities, support profitable commercial strategies and improve investment effectiveness.

The role will also lead the analytical development of the European DPSM framework, transforming syndicated market data and internal commercial information into actionable business insights.

The ultimate objective is to accelerate sustainable and profitable growth across European markets.

Key responsibilities

• Develop and deploy the European RGM strategy, framework and implementation roadmap.
• Establish common methodologies for pricing, Gross-to-Net management and trade investment optimization.
• Support the development and implementation of European commercial policies.
• Lead the analytical development of European Floor Price recommendations and monitoring.
• Identify pricing opportunities, margin improvement initiatives and commercial investment efficiencies.
• Develop common Give/Get and Pay-for-Performance principles for customer negotiations.
• Support local markets in implementing RGM initiatives and measuring their financial impact.

European DPSM and Commercial Analytics

• Lead the analytical development of the European Distribution, Pricing, Shelf and Merchandising framework.
• Consolidate syndicated market data and internal commercial information into a consistent European performance view.
• Develop standardized DPSM dashboards and commercial scorecards.
• Identify and quantify growth opportunities by market, channel, customer, category and SKU.
• Establish methodologies to assess distribution gaps, pricing opportunities and commercial execution performance.
• Translate analytical insights into clear recommendations and prioritized commercial actions.
• Monitor the implementation and financial realization of identified opportunities.

Pricing and Commercial Policy

• Support the development of European pricing strategies and commercial guidelines.
• Establish and maintain pricing analyses by market, channel and SKU.
• Support the phased implementation of European Floor Prices, beginning with ProBalance and progressively extending to the wider portfolio.
• Identify pricing inconsistencies, margin dilution and potential commercial risks.
• Develop pricing simulation tools and assess the impact of proposed pricing decisions.
• Work closely with Finance and local Sales teams to monitor compliance and recommend corrective actions.

Trade Investment and Customer Profitability

• Establish common European methodologies for Gross-to-Net and trade investment analysis.
• Develop customer and channel profitability frameworks in partnership with Finance.
• Assess commercial investment effectiveness, including customer discounts, promotional investments and commercial agreements.
• Support the development of customer-level and channel-level P&Ls.
• Evaluate commercial investment proposals based on incremental sales, profitability and return on investment.
• Identify opportunities to reallocate investments toward customers, channels and initiatives with the strongest commercial potential.
• Support local Sales Leaders and Key Account Managers in developing profitable customer growth strategies.

Commercial Performance and Business Planning

• Develop standardized commercial performance dashboards and analytical methodologies.
• Lead Price-Volume-Mix analysis and identify the underlying drivers of commercial performance.
• Support annual business planning, forecasting and commercial performance reviews.
• Challenge market growth assumptions using available commercial and financial data.
• Develop business cases for major commercial initiatives, including distribution expansion, strategic launches and incremental commercial investments.
• Partner with Finance to establish consistent financial assumptions and measurement methodologies.
• Provide analytical support to the Head of Sales Europe and country Sales Leaders.

European Capability Building

• Assess RGM and commercial analytics maturity across European markets.
• Develop common methodologies, analytical tools and commercial decision-making frameworks.
• Build local RGM capabilities through training, coaching and practical business applications.
• Work with European Sales Community champions to accelerate adoption and share best practices.
• Establish regular European RGM and commercial performance reviews.

What success looks like

• A clear European RGM framework and roadmap is established and adopted across markets.
• Pricing, Gross-to-Net and trade investment decisions are increasingly data-driven and effective.
• Standardized DPSM and commercial analytics provide actionable insights and identify growth opportunities.
• Customer and channel profitability is better understood and used to guide commercial decisions.
• RGM tools and methodologies are successfully embedded across markets, supporting sustainable and profitable growth.

Candidate profile

• 8-12 years of experience in Revenue Growth Management, Commercial Analytics, Commercial Finance or Commercial Excellence.
• Strong background in Consumer Health, FMCG or comparable multinational commercial organizations.
• Proven expertise in pricing, Gross-to-Net, trade investment optimization and customer profitability.
• Experience developing commercial analytics and performance management frameworks.
• Strong understanding of syndicated market data and business intelligence tools.
• Previous experience supporting international or multicountry commercial organizations.
• Experience translating complex commercial and financial data into actionable business recommendations.

What makes you successful in this role

• Strong commercial and financial acumen.
• Advanced analytical capabilities and proficiency with business intelligence and data visualization tools.
• Ability to combine strategic thinking with practical commercial execution.
• Strong communication skills, including the ability to explain complex financial analyses to commercial stakeholders.
• Excellent cross-functional collaboration and stakeholder management skills.
• Ability to influence local markets and senior commercial leaders without direct hierarchical authority.
• Fluency in English.

Why join Sunstar?

• Purpose-driven company focused on health and wellbeing
• Unique Swiss-Japanese heritage with a truly global footprint, serving customers in more than 90 countries
• Exciting transformation journey creating opportunities to make a tangible impact
• Collaborative, inclusive, and multicultural environment
• Strong commitment to learning, development, and career growth
• Culture of ownership, innovation, and continuous improvement
• Hybrid working model supporting flexibility and work-life balance

Location: Warsaw, Poland / Amsterdam, Netherlands (hybrid)

The role can be based in Warsaw or Amsterdam and follows a hybrid working model. The successful candidate will be expected to work regularly from the local Sunstar office, with work-from-home flexibility in accordance with the applicable local policy.

Employment Type: Full-time, Permanent

Travel: This role involves regular travel across European markets (up to 20%)

About Sunstar

Headquartered in Switzerland, Sunstar originated in Japan in 1932 and now spans the globe with operations in the Europe, the Americas and Asia. We operate in two business units - a Consumer business globally focused on oral care products, and an Industrial business - with a simple mission in mind: helping people live longer, healthier lives.