Posted Sep 25, 2026 17 views
The Catalyst Group is recruiting on behalf of a leading modern retail and grocery business in Pakistan for the position of General Manager – Commercial. Reporting directly to the CEO, this role is responsible for leading the company’s commercial function, encompassing buying, category management, pricing, assortment, supplier partnerships, and commercial planning. The primary objective is to drive sustainable topline growth, enhance customer value, and expand margins. The ideal candidate will be a commercially astute retail leader with a strong customer focus, capable of balancing profitability with a compelling value proposition and high customer satisfaction.
Key Responsibilities
Commercial Strategy:
Develop and translate business targets into comprehensive annual commercial and category plans. Create category growth roadmaps with clear objectives for sales, profitability, and customer outcomes. Drive growth across core grocery and fresh categories by identifying opportunities for differentiation, improving product mix, and enhancing commercial efficiency.
Buying & Category Management:
Lead buying and category management activities across all product categories. Own the assortment architecture, range productivity, and mix optimization to maximize category performance. Conduct data-driven category reviews and manage commercial performance rigorously. Lead supplier negotiations and finalize annual commercial agreements. Manage a commercial team consisting of Category Managers and Master Data specialists.
Pricing & Margin Management:
Take ownership of buying and selling price decisions across categories, ensuring a disciplined pricing governance framework. Balance competitiveness, value perception, and profitability to improve front margin, back margin, and overall category profitability. Strategically decide when supplier gains should be retained by the business or passed on to customers, aligned with category strategy and business priorities. Maintain strong value pricing without positioning the business as a discount retailer.
Supplier Partnerships:
Build and nurture strategic relationships with key suppliers, principals, and distributors. Enhance rebates, promotional funding, and joint business planning outcomes. Drive supplier accountability while maintaining a customer-first commercial mindset.
Commercial Planning & Customer Focus:
Oversee the commercial calendar, promotional planning, and trading rhythm. Improve promotion effectiveness through performance tracking and customer insights. Ensure all commercial decisions enhance customer satisfaction, assortment relevance, and value perception. Collaborate cross-functionally with Operations, Supply Chain, and Finance teams to improve execution and overall customer experience.
Required Qualifications
- 10 to 15+ years of commercial leadership experience within grocery retail, FMCG, or modern trade sectors.
- Strong expertise in buying, category management, pricing, and supplier negotiations.
- Proven track record of delivering sales growth, improving customer satisfaction, and expanding margins.
- Excellent commercial acumen combined with a customer-first mindset.
- Hands-on operational approach with strong analytical and execution skills.
- Effective leadership, negotiation, and stakeholder management capabilities.
Preferred Qualifications
- Candidates under 40 years of age are preferred.
This role offers a unique opportunity to lead a critical commercial function within a dynamic and growing retail business, working closely with the CEO and senior leadership to shape the company’s future success.
Job Details
The Catalyst Group
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