Sales & Commercial Lead

1. Revenue & Commercial Performance

• Support the development and execution of SOKOGROUP's overall sales and commercial strategy.
• Develop and execute commercial plans to achieve monthly, quarterly, and annual revenue targets.
• Own monthly and weekly sales execution against revenue targets.
• Monitor revenue, gross profit and commercial performance across brands, outlets and channels.
• Identify sales gaps and proactively propose corrective actions.
• Drive same-store sales growth, increase : Customer traffic, Conversion, Average check, Items per transaction, Purchase frequency, Product mix, Channel mix
• Ensure commercial initiatives contribute to profitable revenue rather than revenue growth alone.

2. Sales Push & Commercial Execution

• Develop weekly and monthly Sales Push Plans.
• Personally manage selected key accounts, strategic customers, and high-value sales opportunities.
• Lead negotiations and commercial discussions for selected strategic accounts and opportunities.
• Identify underperforming outlets, products, periods and channels.
• Create immediate sales recovery plans.
• Develop: Upselling,Cross-selling, Bundles, Add-ons, Limited-time offers, Minimum-spend offers, Seasonal packages, Corporate packages, Catering packages, Partnership offers
• Set clear commercial priorities for relevant teams.
• Follow initiatives from idea → execution → measurement → optimization.
• Push cross-functional teams to ensure commercial initiatives are implemented on time.

3. Outlet Sales Optimization

• Work closely with Operations and Outlet Managers to improve sales at each outlet.
• Analyze performance by outlet, daypart, customer segment, and product category.
• Develop plans to increase: Average check, Items per transaction, Upselling, Cross-selling, Customer frequency, Peak-hour revenue, Off-peak revenue
• Identify products that frontline teams should actively push.
• Develop selling scripts, product recommendations and sales incentives where appropriate.
• Monitor outlet execution and results.

4. Promotions, Vouchers & Customer Spend
The Sales & Commercial Lead takes commercial ownership of promotions, vouchers and
customer-spending mechanics.

• Develop offers designed to increase: Average check, Average Order Value, Items per transaction, Customer frequency, Repeat visits, Conversion
• Manage and optimize: Cash-value vouchers, Percentage discounts, Minimum-spend vouchers, Bounce-back vouchers, Next-visit vouchers, Product vouchers, Partnership vouchers, Corporate vouchers, Seasonal vouchers
• Develop targeted promotions for underperforming outlets, products, customer segments and off-peak periods.
• Define commercial KPIs before promotions launch.
• Track: Voucher redemption, Average spend, Average-check uplift, Incremental revenue, Incremental gross profit, Promotion cost, ROI
• Stop or redesign promotions that primarily discount existing demand without generating sufficient incremental profit.
• Protect brand positioning and gross margin.

5. Product & Menu Commercialization

• Analyze product performance by revenue, volume, gross profit and margin.
• Identify: Hero products, High-margin products, Traffic-driving products, Growth products, Underperforming products
• Develop bundles, add-ons, cross-selling and upselling opportunities
• Build commercial plans for major product launches; establish sales targets before launch; monitor launch performance and recommend corrective actions
• Develop commercial plans for key seasonal occasions

6. Online, E-commerce & Delivery

• Work with E-commerce to drive online revenue and profitability
• Optimize Website, Delivery platforms, Social commerce, Instagram, Facebook, TikTok Shop, Takeaway, Pre-order, Direct ordering
• Increase conversion and AOV through bundles, upselling and minimum-spend mechanics
• Review platform commissions and channel profitability
• Identify opportunities to shift customers toward direct channels

7. B2B, Corporate & Catering

• Work closely with B2B Sales to grow Corporate catering, Office tea breaks, Corporate gifting, Events, Seasonal gifting, Mooncakes, Bulk orders, Celebration packages
• Develop new corporate leads and partnerships
• Grow recurring account revenue
• Monitor pipeline, conversion, order value and account profitability
• Identify high-value accounts and growth opportunities

8. Tourism & Strategic Partnerships

• Develop partnerships with Travel agencies, Tour operators, Hotels, Concierges, Tour guides, Airlines, Travel platforms, Banks, Credit-card companies, Lifestyle brands
• Develop dining packages, privileges, referral programs and partnership offers
• Measure traffic and revenue generated by partnerships
• Review partnership ROI and prioritize commercially productive relationships

9. Marketing & Campaign Performance

• Work closely with Marketing to ensure campaigns have clear commercial objectives
• Define sales targets and KPIs before campaigns launch
• Measure Incremental revenue, Gross profit, Product sales, Traffic, Conversion, Average check, ROI
• Recommend scaling, modifying or stopping campaigns based on results

10. Pricing & Profit Optimization

• Work with Finance, Operations, Marketing and Product teams on pricing and promotional strategy
• Review profitability by product and sales channel
• Monitor Gross profit, Gross margin, Contribution margin, Discount cost, Platform commission, Promotion cost
• Develop pricing, bundles and commercial packages
• Prioritize high-margin products and channels
• Challenge commercial activities that create sales without sufficient profit

11. Commercial Reporting & Forecasting

• Maintain weekly and monthly commercial dashboards
• Monitor Revenue vs target, Revenue by outlet, Revenue by channel, Same-store sales growth, Average check, Transactions, Product performance, B2B sales, E-commerce sales, Partnership revenue, Gross profit, Voucher performance, Campaign ROI
• Prepare weekly sales forecasts and action plans
• Conduct regular commercial reviews
• Present key findings, opportunities and required actions to management

KPI

• Revenue & Profitability : 45%
• Sales Channel Growth : 20%
• Customer Spend & Product Performance : 20%
• Commercial Execution : 15%
• Core KPIs should include revenue achievement, same-store sales growth, gross profit, average check, items per transaction, B2B growth, e-commerce growth, voucher-generated incremental revenue, promotion ROI, product performance and execution of weekly Sales Push Plans.

Salary : Base salary + Performance Bonus

• 4–6+ years of experience in Sales, Commercial, Business Development, Revenue Management or related roles.
• Experience in F&B, hospitality, retail, lifestyle or multi-location consumer businesses preferred.
• Proven ability to drive measurable sales growth.
• Strong sales and commercial mindset.
• Good understanding of offline, online, B2B and partnership channels.
• Strong understanding of pricing, promotions, vouchers, revenue and gross profit.
• Analytical and comfortable working with commercial data.
• Strong coordination and stakeholder-management skills.
• Proactive, hands-on and execution-focused.
• Able to work directly with multiple departments and push initiatives through to completion.
• Comfortable being accountable for measurable revenue and commercial targets.