The Associate Director - Commercial Axtra Club leads the establishment and end-to-end commercial management of Axtra Club to deliver a differentiated, scalable, and profitable membership-based wholesale proposition. The position provides overall direction to senior leaders responsible for merchandise categories, own brand and product development, sourcing and supplier development, commercial planning and operations, and membership and omnichannel commercial. The role holds broad accountability for commercial performance, member proposition, assortment productivity, supplier partnerships, and organizational readiness. It works closely with Operations, SC, and other teams to ensure that commercial plans can be executed effectively.

Commercial Strategy and Performance

Define and execute the Axtra Club commercial strategy and operating model to establish a differentiated member proposition, support phased business expansion, and enable the commercial organization to scale with the business

Lead commercial business planning and performance management to deliver approved sales, gross profit, margin, inventory, membership, and commercial contribution objectives, making timely portfolio and investment trade-offs where required.

Merchandising and Member Proposition

Direct category and merchandising strategies across all merchandise portfolios to optimize assortment, value proposition, pricing, promotions, space allocation, product availability, and category productivity according to member needs and business priorities.

Govern the development and lifecycle management of own-brand and differentiated products to strengthen member value, product quality, exclusivity, profitability, and competitive positioning.

Lead strategic sourcing and supplier development to build a competitive domestic and international supply base, improve commercial terms, secure product availability, and manage supplier concentration, quality, compliance, and continuity risks.

Commercial Planning and Customer Growth

Oversee commercial planning, pricing, promotion, assortment, space planning, sales analysis, and commercial operations to ensure that commercial decisions are insight-led, coordinated, and effectively executed across channels and locations.

Shape membership and omnichannel commercial strategies to accelerate member acquisition, engagement, retention, renewal, digital adoption, and personalized customer communication throughout the member lifecycle.

Business Governance & Team Management

Establish commercial governance, management routines, policies, controls, and decision frameworks to improve performance transparency, accountability, data quality, operational consistency, and compliance with corporate and regulatory requirements

Build and lead a high-performing commercial leadership team by clarifying accountability, developing commercial capabilities, managing performance, and establishing succession pipelines for critical roles

• Business

Deliver annual net sales, gross profit, commercial contribution, and margin performance in line with the approved Axtra Club business plan

Achieve category-level sales, margin, inventory productivity, and assortment performance targets across all merchandise portfolios

• Customer

Achieve annual targets for member acquisition, active membership, renewal, retention, and member lifetime value

• People

Maintain high employee engagement and leadership capability across teams

• Process

Deliver own-brand launches, sourcing initiatives, assortment reviews, and commercial planning cycles within approved timelines