Commercial Manager - Retail (BGC Taguig) - #35100

Joining this company is a great opportunity because it is a leading global digital sports platform that connects millions of sports fans with top leagues, athletes, and partners worldwide. Employees gain exposure to diverse areas like commerce, collectibles, and betting & gaming, while contributing to innovative products that enhance the fan experience. With a large global network, over 2,000 retail locations, and 22,000+ employees, the company offers strong career growth, learning opportunities, and the chance to make a real impact in the sports industry.

Company Profile:
The company is a leading global digital sports platform. It ignites the passions of global sports fans and maximizes the presence and reach for its hundreds of sports partners globally by offering products and services across Commerce, Collectibles, and Betting & Gaming, allowing sports fans to Buy, Collect, and Bet.

Through the platform, sports fans can buy licensed fan gear, jerseys, lifestyle and streetwear products, headwear, and hardgoods; collect physical and digital trading cards, sports memorabilia, and other digital assets; and bet as the company builds its Sportsbook and iGaming platform. It has an established database of over 100 million global sports fans; a global partner network with approximately 900 sports properties, including major national and international professional sports leagues, players associations, teams, colleges, college conferences, and retail partners, 2,500 athletes and celebrities, and 200 exclusive athletes; and over 2,000 retail locations, including its Lids retail stores. It's more than 22,000 employees are committed to relentlessly enhancing the fan experience and delighting sports fans globally.

Duties and Responsibilities:

WHAT YOU WILL OWN

Account Portfolio

· Own and manage the full outright account base — distributors, sporting goods retailers, department stores, specialty channels, and marketplace partners.

· Maintain and deepen every key account relationship; conduct structured business reviews on a regular cadence.

· Negotiate replenishment orders, assortment, pricing, and commercial terms directly with buyers.

· Identify underperforming accounts, diagnose the root cause, and execute a recovery plan.

Commercial Execution

· Own monthly and quarterly revenue targets per account — no shared accountability.

· Maintain a live commercial pipeline covering every active account, pending order, and open risk.

· Manage the full order cycle: negotiation, PO placement, delivery follow-up, and sell-through tracking.

· Coordinate with operations and logistics to ensure on-time delivery and product availability.

Accounts Receivable Management

· Own collections for the full account portfolio — tracking outstanding balances, payment status, and aging weekly.

· Target DSO of 60 to 90 days across the portfolio; maintain a minimum of 80% of balances current at all times.

· Ensure zero unauthorized deductions — any credit, rebate, or adjustment must be formally approved before application.

· Escalate overdue accounts to finance with a clear aging breakdown, root cause, and recommended action.

· Apply the discipline expected of FMCG commercial roles: structured follow-through, zero tolerance for unresolved balances.

Digital Partner Commerce

· Monitor the digital channels of key accounts — retailer e-commerce platforms and marketplace listings — to ensure product availability, pricing compliance, and basic content accuracy.

· Track digital sell-through and flag material gaps or inconsistencies to the Country Manager.

Reporting & Data Management

· Build and maintain weekly and monthly commercial reports in Excel — sell-through by account, revenue vs. target, pipeline, AR aging, and digital channel KPIs.

· Manage product linesheets in Excel: SKU-level data, pricing, availability, and assortment by channel.

• Deliver clean, executive-ready reports to the Country Manager — structured, reconciled, with no unexplained gaps.

· Use AI tools (ChatGPT, Claude, Gemini, or equivalent) to accelerate research, draft communications, and structure analysis. Candidates who actively use these tools will stand out.

· Maintain an organized commercial database — accounts, contacts, orders, and terms — current at all times.

Market Intelligence

• Track competitor activity, pricing moves, and channel shifts in the Philippine market on an ongoing basis.

• Bring specific, actionable insights to leadership — what is happening, why it matters, and what to do about it.

• Identify growth opportunities within the existing account base: new categories, untapped SKUs, or additional channel placements.

EXPECTATIONS — FIRST 90 DAYS

• Day 1–30: Contact or visit every key account; map the current state of each relationship; identify the top commercial risks.

• Day 30–60: Present a structured 90-day action plan to the Country Manager; take over the full reporting cycle independently.

• Day 60–90: Deliver a clear revenue opportunity view per account with a pipeline to support it.

KEY PERFORMANCE INDICATORS (KPIs)

Revenue & Account Performance

• Monthly net revenue per account vs. target.

• Sell-through rate per account and per channel.

• Year-over-year revenue growth across the managed portfolio.

Accounts Receivable

• DSO — target 60 to 90 days.

• Percentage of portfolio current — target 80% minimum.

• Unauthorized deductions — target zero.

Pipeline & Forecast Accuracy

• Active pipeline coverage — accounts with confirmed or projected orders in the current quarter.

• Monthly forecast accuracy: actual orders vs. submitted forecast.

Reporting Compliance

• On-time delivery of weekly and monthly reports.

• Report quality — zero unexplained discrepancies, full account-level visibility.

KPI WEIGHTING (INDICATIVE)

• Revenue vs. Target — 40%

• Accounts Receivable (DSO, % Current, Zero Unauthorized Deductions) — 25%

• Pipeline Health & Forecast Accuracy — 20%

• Reporting Compliance — 15%

Requirements

Experience

• 6 to 8 years of experience in key account management, commercial sales, or business development.

• Proven track record managing a portfolio of key accounts in the Philippines — distributors, retailers, e-commerce platforms, or specialty channels.

• Existing network of buyer and procurement decision-maker contacts at major Philippine retailers or distributors. This is a firm requirement.

• Background in FMCG, licensed products, sports merchandise, or fashion/apparel.

• Candidates with FMCG experience will have a strong advantage given the AR discipline and operational rigor this role demands.

• Experience managing the full commercial cycle independently — negotiation, order placement, delivery follow-up, and collections.

Technical Skills

• Excel proficiency is required — commercial reports, pipeline trackers, AR aging, and product linesheets. This is not negotiable.

• Ability to produce clean, structured, executive-ready reports from raw data with no errors or unexplained gaps.

• Experience managing product linesheets: SKU-level data, pricing, availability, and channel assortment.

• Working knowledge of AI tools (ChatGPT, Claude, Gemini, or equivalent) is a strong plus.

• Familiarity with marketplace portals (Lazada, Shopee, Zalora) or Shopify is an advantage.

• Familiarity with Microsoft Office and any Calendar management tool

Skills & Attributes

• Self-starter — you identify problems, build a plan, and execute without being prompted.

• Strong negotiator — comfortable holding ground on commercial terms while protecting the relationship.

• High accountability — you own your results and come with solutions, not excuses.

• Excellent relationship management — accounts see you as a partner, not just a vendor contact.

• Clear communicator in English, written and verbal. Reports are clean; emails are direct.

• Able to manage multiple accounts in parallel without losing discipline or detail on any of them.

• Comfortable operating with limited support structure — you build your own processes when they do not exist.

Education

• Bachelor's degree in Business Administration, Marketing, Economics, or a related field. An advanced degree is a plus but not required if the commercial experience is strong.

Job Type:  Permanent

Employment Type:  Full-time

Schedule : Monday to Friday, 9:00 AM - 6:00 PM Manila Time

Location : Onsite - BGC Taguig

Industry : Technology