Senior Commercial Operations Director Emea & Apac

JOB ROLE

AND RESPONSIBILITIES

Commercial Direction & Coordination (All Channels)

• Lead regional commercial coordination across all countries and channels (Offline & Online)
• Own commercial phasing (AOP and in-year) by country and channel
• Drive scorecard governance, Net Revenue tracking and performance cadence
• Provide visibility, clarity and roll-up of total regional performance
• Oversee key financial metrics (P&L, EBITDA, Gross-to-Net, Trade Terms, Margin)
• Country MDs and Ecommerce leadership retain Net Revenue ownership; this role ensures alignment and transparency

Offline Channel Leadership (Direct Responsibility)

• Own strategy and performance of Offline channels (Premium Retail, Distributors & Salons)
• Define growth priorities and channel strategy
• Drive Premium Retail as the primary growth engine for the region, tracking key KPIs including Net Revenue per door, productivity, doors and BA effectiveness
• Stabilise and selectively grow Salon and Wholesale channels, strengthening advocacy, performance and long‑term brand health (including MAMBO KPIs)
• Integrate E‑commerce inputs (.com, Amazon, SEP) in partnership with the Senior Director, E‑commerce to ensure a joined‑up regional view of growth

Strategic Commercial Projects

• Lead and govern key regional commercial transformation initiatives, including: GTN optimisation Trade Terms evolution SDA (where we sell) and Pay for Performance (how we sell) frameworksTrack & Trace, diversion, cross‑border control and compliance
• Ensure initiatives are consistently deployed, well‑governed and value‑accretive across markets

New Market & Distributor Development

• Lead commercial strategy for markets outside the mature and stable core business
• Identify and deliver geographical expansion opportunities
• Partner with Markets on market entry, expansion and distributor models, including: Europe expansion (Poland, Czech Republic, Baltics, South‑East Europe, Greece, Turkey)Middle East, Africa and Asia expansion marketsEuropean development markets (. Benelux)

Strategic Commercial Projects

• Lead key initiatives including Nordics integration and setup for FY27
• Ensure delivery and governance of strategic commercial projects

Leadership & Stakeholder Influence

• Act as trusted partner to Regional and Country MDs
• Influence across a matrix structure
• Partner with Ecommerce leadership for integrated online/offline strategy

What Success looks like

• Clear visibility and alignment of performance across the region
• Strong coordination across countries and channels
• Improved performance of Offline channels
• Joined‑up Online and Offline strategy execution
• Delivery of key strategic and expansion initiatives

REQUIREMENTS

Essential

• Advanced senior commercial leadership experience within beauty, FMCG or adjacent consumer categories
• Proven regional or multi‑country commercial responsibility, including performance management at scale
• Demonstrated expertise in sales strategy, go‑to‑market, trade terms and channel optimisation
• Track record of leading commercial transformation, operating model change or turnaround initiativesAbility to operate effectively in highly matrixed, international organisations
• Strong commercial acumen, analytical capability and decision‑making in ambiguity
• Willingness and ability to travel extensively across the region

Desirable

• Experience across professional and consumer beauty channels
• Distributor and emerging market exposure
• Experience working with or inside global brand‑led organisations
• Postgraduate business qualification (MBA or equivalent)

VALUES

We at ghd are proudly committed to our Company Values and aim to attract and retain employees who live our Values.

• Collaborative – We work together to create the extraordinary
• Creative – We foster creativity & excellence to create value for our brands and business
• Courageous – We are agile, entrepreneurial & we own our future
• Connected – We stay connected and ensure we are always consumer first
• Committed – We are responsible for our impact on others & the planet

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