The Commercial team sits at the heart of Officeworks growth agenda. This function brings together customer needs, product innovation, services, supplier partnerships, merchandise planning, and channel growth to shape what Officeworks sells, how it competes, and the value it delivers across Retail, B2B, Government, and Education. This is a unique prospect to contribute to one of the businesss most commercially impactful areas.

The team plays a key role in evolving Officeworks product and service offering, accelerating growth in high-potential channels (such as B2B and Education), expanding private label and exclusive ranges, strengthening supplier partnerships, and unlocking emerging category opportunities across areas like technology, gaming, mobility, VR, print, installation, telco, and managed services. You will help build commercial capability from the ground up, shaping scalable ways of working, strengthening planning and decision-making, and driving outcomes that impact sales, margin, customer experience, inventory performance, and long-term growth.

These roles are best suited for people who enjoy:

- thriving in a growth-focused retail environment where commercial decisions directly influence customers, sales, margin, and competitiveness
- contributing to key growth areas, including B2B, Education, Government, private label, exclusive products, and emerging categories
- using insights (customer, competitor, category, supplier, financial, inventory) to identify opportunities and inform decisions
- collaborating cross-functionally to turn commercial strategy into practical outcomes

Why this role exists:

This role is responsible for improving supplier cost and trading-term outcomes by providing the frameworks, analytics and tools required for better commercial decisions. The role identifies opportunities to drive margin dollars, recover value and respond consistently to supplier cost-price increases across commercial portfolios.

The role builds scalable negotiation playbooks, automated workflows and exception reporting that strengthen commercial discipline and reduce reliance on manual analysis. It enables Category teams to approach supplier reviews with stronger evidence, consistent methods and clear commercial guardrails, without directly owning supplier negotiations.

Trading Terms and Commercial Governance:

- Develop, implement and maintain enterprise trading-term frameworks across commercial category portfolios.
- Analyse supplier economics, rebates, funding arrangements and category margin drivers to identify commercial improvement opportunities.
- Develop benchmarks, decision guardrails and trade-off models to support consistent evaluation of supplier terms.
- Monitor adherence to approved trading terms, identifying material deviations, uncollected value and commercial risks.
- Maintain clear records of trading-term opportunities, decisions and outcomes to support governance and value reporting.

Cost-Price Increase Analysis and Mitigation:

- Build and maintain automated workflows for receiving,



assessing and tracking supplier cost-price increase requests.
- Evaluate supplier submissions using commodity indices, market benchmarks, cost-component models and historical cost movements.
- Quantify the financial impact of proposed cost changes, including margin exposure and unrecovered cost.
- Develop evidence-based mitigation scenarios, including delays, phased increases, challenges and alternative commercial offsets.
- Track cost-price increase outcomes across portfolios, measuring margin value preserved or recovered through intervention.
- Maintain accurate workflow records, approval evidence and exception reporting for cost-price increase decisions.

Negotiation Tools and Category Enablement:

- Develop category negotiation playbooks that combine supplier insights, cost benchmarks, trading-term opportunities and recommended negotiation positions.
- Build commercial models, supplier profiles and should-cost analysis to strengthen preparation for supplier reviews.
- Translate complex commercial analysis into clear negotiation options, trade-offs and decision points.
- Guide the application of consistent, evidence-based negotiation methods across Category teams.
- Review negotiation outcomes and feedback to improve playbooks, benchmarks and analytical tools.
- Monitor adoption and use of Better Buying tools across priority categories.

Exception Reporting and Commercial Analytics:

- Design exception-reporting frameworks and materiality thresholds that identify margin leakage, missing rebates and uncollected trading-term value.
- Extract, normalise and analyse commercial data across SAP, STIBO/PIM, Snowflake and supporting data sources.
- Develop dashboards and reporting in Power BI or Tableau to track trading-term value, cost-price mitigation and category adoption.
- Investigate financial and commercial variances, identifying root causes and recommended corrective actions.
- Validate reported benefits and maintain clear definitions for identified, approved and delivered commercial value.
- Produce concise insights that highlight priority risks, opportunities and required decisions.

Technical Guidance and Continuous Improvement:

- Provide technical guidance to analysts on Better Buying methods, commercial modelling and data-quality requirements.
- Document analytical methods, playbook structures, workflow controls and standard operating procedures.
- Define business requirements for systems, data and automation enhancements.
- Support solution testing and implementation, ensuring changes meet commercial, data and control requirements.
- Identify opportunities to automate recurring analysis, reporting and workflow activity.
- Maintain current knowledge of supplier economics,



trading-term practices and cost drivers relevant to retail categories.

Who you will be working with:

- Category Leadership:Partner with Category Managers, Category Planners, and Category Assistants to provide negotiation playbooks, cost-stack insights, and trading terms guidance.
- Commercial Leadership & Finance:Collaborate with the Pricing and Better Buying Manager, Commercial Leadership Team, and Finance business partners to report on margin recovery and trading terms performance.
- Technology & Data Partners: Work closely with Technology & Data, Product Data, and Legal, Risk & Compliance teams to govern automated systems, data feeds, and contract controls.
- External Market Providers: Liaise with market data benchmarking vendors, analytics technology partners, and external advisers to incorporate external market intelligence into playbooks

What success looks like:

- Trading Terms Value:Quantifiable commercial value identified and delivered through trading terms optimization and contract reviews.
- Cost Increase Mitigation: High percentage of supplier cost-price increases mitigated, delayed, or offset through structured playbooks.
- Playbook Adoption:High percentage of priority commercial categories utilizing current automated negotiation playbooks during trade reviews.
- Exception Reporting Precision: Accurate exception reporting delivered within SLAs, with a high proportion of material exceptions actioned by category teams.
- Demonstrates behaviours aligned to Officeworks values, contributing to a respectful, inclusive and high-performing culture

Qualifications and work experience:

Essential:

- Education: Tertiary qualification in Commerce, Business, Finance, Economics, Analytics, or a related discipline is required (or equivalent senior better-buying, procurement analytics, or commercial experience).
- Experience: 57+ years in commercial analytics, procurement analytics, category management, or a related commercial function
- Commercial Frameworks: Advanced knowledge of trading terms, cost-price management, supplier economics, and retail margin drivers
- Technical Analytics Mastery:Strong commercial modelling, financial analytics, and data-visualization capability (Power BI / Tableau) using large data sets
- Process & Tool Engineering: Practical experience building category negotiation playbooks, automated CPI workflow systems, and governance controls
- Risk & Exception Management:Sound understanding of exception-reporting design, variance threshold configuration, and commercial risk escalation
- Analyst Guidance:Demonstrated capability to guide, review, and mentor analysts across analytical tasks and commercial priorities

Preferred:

- Experience working with enterprise SAP pricing architecture, STIBO/PIM, Snowflake, or automated workflow platforms
- Direct exposure to FMCG or retail procurement analytics, cost-breakdown modelling, or supplier trade negotiation support
- Practical experience within high-SKU omnichannel retailor FMCG environments

📌 Supplier Performance Lead (Bengaluru)
🏢 Officeworks
📍 Bengaluru