Commercial Manager, D2C - Change & Go-To-Market

Role overview:

Sony Interactive Entertainment (PlayStation) is seeking a Change & GTM Commercial Manager to shape and deliver strategic e-commerce initiatives at global scale.  This role goes beyond project delivery: you will turn customer, market, and trading insights into clear commercial strategies and own the end-to-end go-to-market lifecycle—from opportunity sizing and value proposition through launch, adoption, retention, and continuous optimization. You will help improve how players discover, evaluate, purchase, and engage with PlayStation products and services across the Direct to Consumer (D2C) business. You will partner with Product, Engineering, Merchandising, Marketing, Analytics, Data Science, Finance, Legal, and Operations to deliver measurable customer and commercial value. 

This role requires a commercially minded, data-savvy operator who can frame ambiguous problems, work hands-on with data, influence strategic choices, and translate insight into execution with pace and agility. 

What you'll be doing:

• Shape e-commerce and GTM strategy —define the customer problem, size the opportunity, identify priority segments, and shape the value proposition, market sequencing, channel approach, and commercial roadmap.
• Drive analytical decision-making —analyse customer journeys, growth funnels, trading performance, and behavioural data to identify opportunities, diagnose performance gaps, and recommend clear actions.
•  Build commercial cases and KPI frameworks —forecast and monitor outcomes including traffic, acquisition, conversion, basket size and average order value, purchase frequency, repeat purchase, LTV, and incremental revenue; use the evidence to guide investment and prioritization choices.
• Embed experimentation and personalization —partner with Product, Marketing, Analytics, and Data Science to design A/B tests, apply segmentation and predictive insights, and improve customer relevance and conversion.
• Own the full GTM lifecycle —connect commercial strategy to launch planning, customer activation, market readiness, adoption, retention, learning, and continuous optimization.
• Create performance visibility —build dashboards, decision-ready reporting, and review rhythms that turn data into recommendations, owners, and measurable performance improvements.
• Lead cross-functional orchestration and change —align global teams around customer outcomes, commercial goals, decisions, risks, dependencies, and business readiness; influence stakeholders through clear analysis and compelling narratives.
• Build scalable e-commerce playbooks —codify repeatable approaches for segmentation, proposition development, launch, experimentation, adoption, optimization, and transfer into business-as-usual ownership.

What we're looking for:

• Minimum 5 years of experience in management consulting, commercial strategy, e-commerce, digital commerce, growth, product, or GTM. Consultancy experience supporting transactional e-commerce, digital storefronts, D2C, technology, games, or entertainment is strongly preferred.
• Commercial modelling experience including opportunity sizing, forecasting, scenario analysis, business-case development, and assessing incremental revenue and customer value.
• Strong hands-on analytical capability including working with SQL, Tableau or similar BI tools, spreadsheets, KPI modelling, segmentation, funnel diagnostics, and AI-enabled analytical tools to generate actionable insights.
• Structured, hypothesis-driven problem-solving with the ability to bring clarity to complexity, test assumptions, and make practical recommendations from incomplete information.
• Experience with experimentation and optimization including A/B testing, test design, measurement, and using results to improve customer journeys and commercial performance.
• Strong e-commerce and customer-lifecycle understanding including digital storefronts, merchandising, offers and promotions, acquisition, conversion, checkout, basket value, repeat purchase, and personalized customer experiences.
• Proven ability to connect strategy to execution translating insight into clear choices, roadmaps, operating plans, and measurable outcomes.
• Strong cross-functional leadership with the communication, facilitation, and stakeholder-management skills to influence product and business decisions at all levels.
• Experience leading business readiness and change for new digital capabilities, customer propositions, or commercial operating models.
• Product management or agile delivery experience is a plus. 

What we value:

• Pace and agility to react and adjust to changing customer and business needs. 
• Passion for delivering measurable business and customer value.
• Curiosity to explore data, challenge assumptions, and translate insight into action.
• Commercial judgment to balance customer value, business impact, pace, and practical constraints.
• A growth mindset and commitment to experimentation and continuous improvement.
• Respect for diverse perspectives, backgrounds, and experiences.
• Commitment to collaboration, transparency, and accountability.
• A strong voice for the customer and the market.