General Manager, Commercial

About the role

The General Manager – Commercial will lead the commercial function of a leading modern retail and grocery business in Pakistan. Reporting directly to the CEO, the role is responsible for buying, category management, pricing, assortment, supplier partnerships and commercial planning to drive sustainable top‑line growth, customer value and margin expansion.

Key responsibilities

• Translate business targets into annual commercial and category plans and build growth roadmaps.
• Lead buying and category management across all grocery and fresh categories, owning assortment architecture and mix optimization.
• Conduct data‑driven category reviews, manage supplier negotiations and annual commercial agreements.
• Own pricing decisions, balancing competitiveness, value perception and profitability.
• Develop strategic supplier relationships, improve rebates and joint business planning outcomes.
• Manage the commercial calendar, promotional planning and trading rhythm to enhance promotion effectiveness and customer satisfaction.
• Partner with Operations, Supply Chain and Finance to improve execution and the overall customer experience.

Required profile

• 10–15+ years of commercial leadership experience in grocery retail, FMCG or modern trade.
• Proven track record of delivering sales growth, customer satisfaction and margin improvement.
• Strong commercial acumen with a customer‑first mindset.
• Hands‑on operator with strong analytical and execution capabilities.
• Effective leadership, negotiation and stakeholder management skills.

Required skills