COMMERCIAL MANAGER OF ERA ESTHETIC GROUP OF COMPANIES

ERA ESTHETIC – a group of aesthetic medicine and laser dermatology clinics operating in Lithuania, Latvia, Germany and France – is looking for an experienced Group Commercial Manager.

This is one of the key management positions in the group, the purpose of which is to grow the group’s revenue and profitability, ensure effective commercial management in all three markets and turn the available clinical, marketing and sales capabilities into measurable financial results.

We are not looking for a commercial coordinator, but an experienced business manager who is able to take responsibility for the result, identify growth opportunities and problems, make decisions and ensure their implementation in different countries.

The position reports directly to the ERA ESTHETIC group management.

Main responsibilities:

• Formulate and implement the group’s commercial strategy in all country divisions.
• Take responsibility for the growth of the group’s and individual markets’ turnover, margin and profitability.
• Manage commercial P&L, budgets, forecasts and key commercial KPIs.
• Analyze the results of individual markets, clinics, services and specialists and identify the greatest opportunities for growth and profitability.
• Manage the entire commercial customer chain - from customer acquisition and registration, paid procedures, repeat visits and long-term customer value.
• Increase sales conversion, average customer spend, repeat visits and specialist calendar occupancy.
• Form the group's pricing and offering strategy, manage the price, sales volume and margin ratio.
• Together with the group marketing manager, ensure that marketing investments are directly linked to sales, revenue and profitability goals.
• Identify areas where the group is losing customers, revenue or profit margin and initiate specific changes.
• Form strong commercial teams, set their goals and ensure the result through country and clinic managers.
• Implement a unified system of commercial KPIs and reports across the group.
• Analyze markets and competitors and assess the commercial potential of new clinics, services and other development projects.

Key performance indicators:

• turnover and EBITDA growth;
• profitability and margin of markets and clinics;
• sales conversion;
• average customer spend and LTV;
• customer acquisition cost – CAC / CPA;
• marketing ROI and ROAS;
• repeat visit and customer retention rates;
• occupancy of specialists and clinic capacities.

• At least 10 years of experience in the fields of commerce, sales or business development.
• Significant experience in a commercial manager, sales manager, business development manager or similar level position.
• Direct responsibility for turnover, P&L and profitability.
• Experience in managing teams, managers, budgets and achieving specific financial KPIs.
• International business experience and ability to simultaneously manage commercial results in several markets.
• Experience in the Lithuanian, German and/or French markets is a great advantage.
• Experience in the aesthetic medicine, health, beauty, premium services business is an advantage.
• Strong financial and analytical thinking: P&L, margins, pricing, ROI, budgets and forecasting.
• Ability not only to create a strategy, but also to personally ensure its implementation and measurable results.
• Excellent knowledge of English. Knowledge of German and/or French is a great advantage.
• Willingness to travel regularly between Lithuania, Germany and France.

Please submit with your CV:
A short cover letter and your 3 most significant commercial achievements, indicating:
the situation, your personal contribution, the actions taken, the result in figures.
Also, briefly answer two questions:
1. Provide a specific example when you were responsible for the commercial result of a business, country or division. What size of business did you manage and what change in turnover and profitability did you achieve?
2. Provide a specific example when you identified where the company was losing revenue, customers or profit margin. What actions did you take and what financial result did you achieve?
Applications without clearly stated personal responsibility and numerically based commercial results will not be considered.

5000-8000 €/mon. gross
Additionally, there is a variable remuneration component linked to the achievement of the group's turnover, EBITDA, profitability and other agreed commercial KPIs.

M. Valančiaus 7-57, Vilnius Calculate your travel time to work