The Commercial Operations Manager/Senior Manager acts as the strategic and operational backbone of the Commercial division, ensuring performance discipline, cross-functional coordination, and data-driven decision-making.
This role partners closely with the Deputy CEO, Commercial Directors, and Service Heads to drive operational excellence, manage performance analytics, and lead cross-category / cross-functions initiatives that fuel revenue growth, profitability, and scalability.
Responsibilities:
1. Commercial Controlling & Analytics
- Design and monitor commercial performance frameworks to measure the health of each brand. Key Performance Indicators include GMV / NMV, sources of revenue, ROI, gross margin, operating profit, and cost-to-serve.
- Monitor Key Performance Indicators and provide recommendations for improvement.
- Consolidate and analyse marketplaces and competitors growth, benchmarking against OnPoint's growth. Provide insights and recommendations to improve OnPoint market share.
- Deliver actionable insights through deep-dive analysis on campaign effectiveness, brand performance, inventory health, pricing, and trade investment. Provide recommendations to rationalize brands and SKU, and identify levers to drive sustainable growth and improve profitability.
- Partner with category teams to improve monthly sell-out forecast.
- Partner with Finance to validate data accuracy and improve automation for P&L forecasting and reporting.
2. Center of Excellence (COE) eCommerce Platforms
- Build and manage the COE team for key partners such as Shopee and Lazada.
- Drive platform performance through optimization of assortment, visibility, traffic, conversion, and on-platform marketing ROI.
- Share eCommerce platforms best practices, playbooks, category growth strategies, tools, and new policies across the commercial organisation.
- Develop newsletter to provide updates and insights to brands on platforms related updates.
3. Cross-functional / Cross-category PMO
- Lead and coordinate projects. Ensure projects are aligned with business priorities and delivered on time, with measurable business impact.
- Serve as PMO (Project Management Office) for commercial initiatives that cut across categories and functions (Commercial, Ops, Finance, Tech, etc.).
4. Leadership & Team Development
- Build and lead a high-performing Commercial Operations team including:
- Commercial Controller (Analytics & Reporting)
- COE (Lazada/Shopee Partner)
- Cross-functional PMO
- Mentor team members to develop both analytical and leadership capability.
- Foster collaboration, transparency, and accountability across all Commercial teams.
Requirements
- Bachelor's or master's degree in business, Economics, Finance, or related field.
- Minimum 710 years of experience in commercial operations, business analytics, or category management, preferably in eCommerce, FMCG, or retail industries.
- Strong business acumen and understanding of P&L, commercial levers, and platform dynamics.
- Proven experience managing cross-functional projects and driving operational transformation.
- Proven experience in managing stakeholders.
- Excellent communication, analytical thinking, and leadership skills.
- Proficiency in Excel, Power BI, SQL, or similar analytical tools.
Key Success Metrics (KPIs)
- Improvement in commercial margin and profitability.
- Accuracy and timeliness of commercial performance dashboards and reports.
- Successful execution of functional projects within scope, budget, and timeline.
- Reduction in cost-to-serve and increased operational efficiency.
- Improved platform performance (Shopee/Lazada) and campaign ROI.
- Team capability development and cross-department collaboration scores.
