Trade terms & Capability lead

About this role

As the EMEA Trade Terms & Capability Lead, you will help shape how we invest in customers and make commercial decisions across our Decorative Paints business in EMEA. You will develop a clear and practical approach to customer investment and trade terms, making sure they are transparent, linked to performance and applied consistently across markets. At the same time, you will build the skills, tools and ways of working that enable commercial teams to make stronger, more informed decisions. Working closely with Sales, Account Management, Finance, Legal, HR and country teams, you will combine strategic thinking with practical implementation and help turn better commercial practices into measurable results. You will also own the governance and operating rhythm of the EMEA RGM agenda, ensuring the right inputs reach the right forums at the right time.

Key responsibilities

• Design and lead EMEA framework for customer investment and trade terms, including clear criteria, segmentation, structures and links to performance.
• Improve transparency around customer investment and its return, identifying opportunities to increase its effectiveness.
• Develop a practical approach to greater consistency across markets and customers, while supporting teams through the transition.
• Provide the commercial analysis, tools and guidance needed to support customer discussions and negotiations.
• Establish clear governance for trade terms, including approval processes, exceptions and regular reviews, in collaboration with key functions.
• Own governance and operating rhythm of EMEA RGM agenda, including forum structure and the inputs into business planning and reporting cycles.
• Design and deliver learning programmes that build commercial teams’ skills in revenue growth management and strengthen consistent ways of working.
• Lead the EMEA commercial community, sharing best practices, monitoring adoption and using market feedback to continuously improve EMEA playbooks and templates/ tools.

What you bring

• A Master’s degree in Business Administration, Finance, Marketing or a comparable field.
• At least 5 years of experience in revenue growth management, commercial finance, key account management, trade investment or a related area, including direct customer negotiation experience.
• Experience designing or restructuring customer trade terms across multiple markets is a strong advantage.
• Strong understanding of customer profitability, including gross-to-net calculations and investment modelling.
• The ability to turn complex commercial topics and data into clear recommendations, decisions and action plans.
• Experience building commercial skills and ways of working across an organisation, with a track record of achieving lasting adoption.
• Experience establishing governance and operating rhythms across multi-market teams, including reporting and business planning cycles.
• Confidence working with senior Sales and Commercial leaders, including ability to constructively challenge and influence in an international environment.
• Strong analytical, leadership and project management skills, with advanced Excel and working knowledge of Power BI. Fluent English is required.

Benefits

We believe great work starts with creating an environment where people can thrive. As part of our team, you’ll have access to a range of benefits and opportunities designed to support your wellbeing, development and work-life balance.

Our benefits vary depending on the country and location of the role, and may include competitive compensation, health and wellbeing support, learning and development opportunities, flexible working arrangements, and other local benefits. The specific benefits available to you will be shared as part of the recruitment process and will reflect the location of your position.