Head of Commercial - SodaStream

Overview

Work for a global FMCG company with some of the world’s most trusted and iconic brands. Be part of an exciting business where employees are recognised and career growth is supported.

Where you can help build a world where there are more possibilities for more people, no matter what role you hold. Together, we’ll make a positive impact for good. For our careers, families, communities and the planet.

Job Overview

The Head of Commercial is a senior member of the Australian Leadership Team responsible for shaping and leading the commercial strategy for SodaStream Australia.

The role brings together commercial planning, revenue growth management, channel strategy, go-to-market effectiveness and business performance management to support profitable and sustainable growth.

Working in close partnership with Sales, Marketing, Finance, E-commerce, Supply Chain and regional and global stakeholders, the Head of Commercial converts consumer, customer and financial insights into clear commercial priorities, investment choices and executable growth plans.

The role provides enterprise-wide commercial leadership and challenge, ensuring that decisions relating to pricing, promotions, trade investment, portfolio, channels and growth initiatives are supported by robust data, financial discipline and an integrated view of the Australian business.

Responsibilities

• Commercial Strategy and Growth
• Lead the development of the Australian commercial strategy in alignment with the overall business strategy, global direction and Annual Operating Plan.
• Translate business objectives into clear commercial priorities, channel choices, investment plans and execution roadmaps.
• Identify and evaluate opportunities to accelerate profitable growth across machines, gas, flavours, accessories and emerging business models.
• Provide strategic commercial recommendations to the General Manager and Australian Leadership Team.
• Evaluate new growth opportunities, customer propositions, partnerships and routes to market using robust commercial and financial analysis.
• Lead the development of medium and long-term commercial plans that strengthen revenue, profitability, market position and consumer lifetime value.
• Monitor external market conditions, competitor activity, channel developments and changing customer and consumer behaviours.
• Ensure commercial initiatives balance short-term performance with sustainable, long-term value creation.

Revenue Growth Management

Lead the Revenue Growth Management agenda for the Australian market.

Establish clear strategies and governance for pricing, promotions, product mix, trade investment, pack-price architecture and channel economics.

Ensure pricing and promotion decisions are supported by consumer, customer, competitive and financial insights.

Lead the development of pricing recommendations and evaluate their potential impact on revenue, volume, margin, customers and consumers.

Establish a disciplined approach to promotional planning, pre-event evaluation and post-event analysis.

Improve the effectiveness and return on trade and promotional investment.

Identify revenue, mix and margin opportunities and recommend actions to address performance gaps.

Develop commercial guardrails and decision-making principles to improve consistency, accountability and value creation.

Build Revenue Growth Management capability across relevant commercial teams.

The underlying RGM role already covers pricing performance, promotional effectiveness, trade-investment analysis, margin drivers and post-promotion evaluation. The Head of Commercial should therefore own the overall RGM agenda, governance and strategic decision-making rather than duplicate the analyst’s execution responsibilities.

Commercial Planning and Performance Management

Lead the commercial components of the Annual Operating Plan, strategic planning and periodic business-review processes.

Establish an integrated commercial planning rhythm across Sales, Marketing, Finance, E-commerce and Supply Chain.

Translate strategic objectives into measurable commercial plans, priorities and performance indicators.

Partner with Finance to assess business performance, identify risks and opportunities and recommend corrective actions.

Lead regular reviews of revenue, volume, gross margin, trade investment, channel and portfolio performance.

Ensure commercial forecasts are supported by robust assumptions, market evidence and customer plans.

Develop clear and actionable commercial performance reporting for the General Manager and Leadership Team.

Drive accountability for the delivery of agreed commercial priorities and commitments.

Identify performance gaps early and coordinate cross-functional recovery plans.

Channel and Customer Strategy

Lead the development of differentiated commercial strategies across retail, e-commerce and other relevant channels.

Assess channel roles, economics, growth potential, consumer missions and investment requirements.

Partner with the Head of Sales to strengthen customer strategies, joint business planning and commercial outcomes.

Develop frameworks for customer segmentation, investment prioritisation and differentiated service models.

Support the evaluation of significant customer proposals, commercial terms and investment requests.

Ensure customer and channel plans support the broader Australian strategy and financial objectives.

Identify opportunities to strengthen omnichannel performance and provide a consistent consumer proposition.

Evaluate channel conflict, pricing integrity and commercial risks and recommend appropriate mitigation.

Support negotiations on strategically significant commercial arrangements where senior commercial leadership is required.

Go-to-Market Strategy and Effectiveness

Lead the design and ongoing review of the Australian go-to-market strategy.

Assess whether the business has the appropriate channel coverage, customer model, field structure, capabilities and resources to deliver its growth ambitions.

Partner with Sales, Marketing, E-commerce and Supply Chain to improve the efficiency and effectiveness of commercial execution.

Identify opportunities to simplify commercial processes, improve decision-making and remove duplication.

Define clear roles, decision rights and ways of working across commercial functions.

Lead commercial assessments of new channels, business models and distribution opportunities.

Develop recommendations to improve cost-to-serve, execution quality and return on commercial resources.

Ensure go-to-market changes are supported by clear business cases, implementation plans and performance measures.

Portfolio and Innovation Commercialisation

Partner with Marketing to develop commercially robust portfolio, innovation and launch strategies.

Provide commercial input into portfolio priorities, product positioning, pricing, channel strategy, forecasts and investment decisions.

Assess the commercial viability of new products, packs, customer propositions and business models.

Ensure innovation plans are supported by clear revenue, margin, channel and customer assumptions.

Lead cross-functional commercial readiness for significant launches and business initiatives.

Review post-launch performance and ensure insights are incorporated into future planning.

Support decisions relating to portfolio optimisation, range productivity and underperforming products.

Ensure portfolio choices reflect consumer needs, customer requirements and financial objectives.

Commercial Insights and Decision Support

Build a strong fact-based and insight-led commercial decision-making culture.

Establish consistent sources of commercial information and clear performance definitions.

Ensure customer, consumer, market, promotional and financial information is converted into practical recommendations.

Lead the development of commercial dashboards, scorecards and analytical tools.

Improve the organisation’s ability to understand the drivers of revenue, margin, mix and commercial return.

Challenge assumptions constructively and ensure significant commercial decisions are supported by appropriate evidence.

Partner with Finance and commercial teams to improve forecast quality and scenario planning.

Sponsor improvements in commercial data quality, reporting automation and analytical capability.

Cross-Functional Leadership

• Act as the principal commercial integrator across Sales, Marketing, Finance, E-commerce, Supply Chain and Operations.
• Build alignment around commercial priorities, investment decisions and execution plans.
• Facilitate fact-based decision-making where functional priorities or perspectives differ.
• Ensure commercial plans are operationally achievable and supported by appropriate supply, capability and resource plans.
• Provide commercial leadership during business changes, market disruption and emerging performance risks.
• Build trusted relationships with local, regional and global stakeholders.
• Represent the Australian business in relevant regional and global commercial forums.
• Promote an enterprise mindset and ensure decisions are made in the best interests of the overall business.
• Financial and Commercial Governance
• Maintain strong commercial governance across pricing, customer investment, promotions and growth initiatives.
• Ensure investment recommendations include clearly defined objectives, financial outcomes, risks and measures of success.
• Partner with Finance to manage commercial performance against agreed revenue, margin and investment plans.
• Support compliance with applicable approval authorities, financial controls and business policies.
• Ensure significant commercial arrangements are appropriately reviewed and documented.
• Identify and escalate material commercial, financial or execution risks.
• Drive improvements in commercial controls, transparency and accountability.
• Ensure commercial decisions comply with applicable legal and regulatory requirements, including competition and consumer law.
• Tertiary qualification in Business, Commerce, Finance, Marketing or a related discipline; postgraduate qualification desirable.
• Senior commercial leadership experience within FMCG, consumer goods, retail, beverages or a similar consumer-led business.
• 7–10 years’ Strategy Revenue Growth Management experience, covering pricing, promotions, mix, trade investment and profitability.
• Proven expertise in commercial strategy, business planning and financial performance, with strong customer and channel understanding across retail, e-commerce and omnichannel.
• Strong people leadership, stakeholder management and cross-functional influencing experience within a matrixed or multinational organisation.
• Experience with Australian retailers, go-to-market models, DTC/subscription or loyalty models, and commercial analytics/BI is advantageous.