Commercial Lead
Role Purpose
This position oversees the design, delivery, and continual improvement of commercial strategies that strengthen revenue performance and enhance customer value. The role involves shaping pricing frameworks, steering promotional activity, and ensuring decisions are backed by strong insight and aligned with wider business objectives. The postholder will guide a small team and work across multiple functions to ensure commercial plans are robust, efficient, and deliver measurable results.
Key Responsibilities
*Shape and manage pricing structures that support business objectives and reflect market conditions.
*Review competitor movements, customer insight, and performance data to refine pricing and identify commercial opportunities.
*Lead pricing updates, category reviews, and the rollout of revised price models.
*Use structured pricing methods to improve accuracy and margin protection.
*Monitor customer behaviour and margin impact to guide ongoing pricing adjustments.
*Plan and coordinate the promotional calendar with key teams, ensuring alignment with commercial goals.
*Analyse promotional outcomes, including uplift, ROI, and profitability, to optimise future activity.
*Oversee the setup and delivery of bundles, incentives, seasonal offers, and other promotional mechanics across all channels.
*Maintain dashboards and reports covering pricing, promotional performance, and market positioning.
*Interpret customer and sales trends to identify opportunities and support scenario planning for commercial decision-making.
*Work closely with Finance, Category, Marketing, Operations, and IT to ensure pricing and promotional activity is aligned and system-ready.
*Ensure pricing consistency, uphold commercial standards, and provide documentation to support audit and compliance requirements.
Core Attributes Needed
*Takes full accountability for product performance, anticipating risks and acting early to protect and grow margins.
*Creates clear, compelling commercial proposals and pricing solutions to support retention and new business wins.
*Works effectively with internal teams and external partners to support negotiations and contract discussions.
*Quickly identifies opportunities to improve revenue and strengthen commercial performance.
*Regularly reviews pricing structures to ensure they remain competitive and commercially robust.
*Investigates underperformance and drives effective corrective actions.
*Provides supportive, confident leadership with a focus on developing and guiding a growing team.
*Collaborates closely with analysts to ensure data accuracy, resolve discrepancies, and strengthen pricing integrity.
*Builds strong supplier relationships to enhance promotional activity and deliver effective execution.
Required Skills & Experience
Essential
*Strong numerical and analytical capability, ideally using Excel, BI tools, or equivalent.
*Ability to turn complex data into clear commercial recommendations.
*Confident communicator with strong stakeholder management skills.
Desirable
*Exposure to pricing optimisation platforms or similar technology.
*Experience working with promotional planning tools, ERP solutions, or POS systems.
*Understanding of financial modelling techniques.