Manager – Commercial Excellence

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.

Additional Information