Commercial Lead

Xpress Path, Inc. (XPI) is Unilab’s wholly owned Ecommerce enabler and distributor, built to help brands win in the rapidly evolving commerce landscape. We bring together commercial strategy, marketplace management, distribution, fulfillment, and emerging channels to build and scale businesses.

The Head of Commercial leads Xpress Path, Inc.'s overall commercial performance, profitability, and growth across ecommerce, platform retail, distribution and wholesale, B2B, healthcare commerce, and emerging channels.

The role provides strategic and operational leadership to XPI's Commercial organization, ensuring that established channels deliver sustainable growth while new business models are developed, launched, and scaled.

1. Commercial Strategy and P&L Management

• Lead the development and execution of XPI's commercial strategies across all business channels.

• Drive revenue growth, gross profitability, and overall commercial financial performance.

• Lead commercial budget forecasting, business reviews, and performance analysis.

• Evaluate channel economics, pricing, discounts, trade investments, service fees, and cost-to-serve.

• Recommend resource allocation and commercial investment priorities based on profitability, growth potential, and strategic relevance.

2. Ecommerce and Omnichannel Leadership

• Provide strategic leadership across marketplaces, digital stores, platform retail partners, and quick-commerce channels.

• Ensure competitive and sustainable commercial strategies across assortment, pricing, promotions, campaigns, and platform partnerships.

• Lead Ecommerce and Category teams in delivering channel and principal-specific business objectives.

• Identify opportunities to strengthen existing channels and expand into emerging digital commerce models.

3. Business Development and Routes-to-Market Expansion

• Identify, evaluate, and develop new commercial channels, partnerships, and business models.

• Lead the commercial development of distribution, wholesale, B2B, and healthcare commerce opportunities.

• Evaluate the commercial and financial feasibility of proposed initiatives and new channels

• Lead negotiations, partnership development, business case preparation, and commercial launch plans.

• Ensure new business initiatives transition successfully from development to sustainable operations.

4. Commercial Leadership and Organization Development

• Lead, coach, and develop the Commercial organization, including Ecommerce, Category Management, Key Accounts, and Business Development.

• Build a strong leadership bench to support continued business expansion.

• Foster a collaborative, high-performance culture emphasizing ownership, execution, adaptability, and continuous improvement.

5. Governance, Performance Management and Executive Reporting

• Establish and maintain disciplined commercial performance reviews, financial reporting, and management dashboards.

• Present commercial plans, performance assessments, business cases, risks, and recommendations to senior management.

• Drive timely, data-informed commercial decisions while maintaining appropriate internal controls and governance.

• Serve as the principal commercial escalation and decision-making point for the Commercial organization, within delegated authority.

• Bachelor's degree in Business, Marketing, Economics, Management, or a related discipline.

• Preferably 12–20 years of progressive commercial leadership experience in FMCG, Consumer Healthcare, Pharmaceuticals, Retail, Distribution, or Ecommerce.

• Proven experience managing substantial revenue responsibility, business-unit profitability, or commercial P&L.

• Demonstrated understanding of ecommerce marketplaces and digital commerce business models.

• Experience across multiple channels, preferably including distribution, key accounts, retail, or B2B channels.

• Strong record of leading commercial managers, developing teams, and driving organizational performance.

• Proven ability to develop business strategies, manage commercial negotiations, lead business expansion, and execute complex cross-functional initiatives.

• Strong financial acumen, analytical capability, judgment, and executive communication skills.

• Experience operating in high-growth, entrepreneurial, or business-transformation environments is a significant advantage.

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