Commercial Manager

KEY RESPONSIBILITIES AND ACCOUNTABILITIES

• Develop and implement sales strategies to meet company revenue and profitability targets within the assigned sector.
• Analyze market trends, competitor activity, and customers’ needs to identify opportunities and address potential threats.
• Collaborate with cross-functional teams to create tailored sales approaches and promotional strategies for various customer segments.
• Negotiate pricing, contracts, and terms of sale to maximize profit while maintaining a customer-centric approach.
• Champion and manage all aspects of strategic growth for the department through engaging new customers, new business channels and new business opportunities for the department.
• Manage the implementation of brand programs in the key strategic channels based on consumer and customer segment requirements to support the brand portfolio strategy.
• Monitor sales performance, track KPIs, and generate reports on sales activities, pipeline opportunities and customer service delivery.
• Work with the Department Head on the commercial strategy for the department.
• Guarantee resources and budget requirements, trading terms, credit risk and customer pricing guidelines are aligned to drive marketing strategy implementation.
• Develop an annual department plan by developing sales and marketing strategies, objectives, action plans and assignments.
• Establish financial objectives by forecasting requirements, preparing budgets, scheduling expenditures, analyzing variances and initiating corrective actions.
• Manage and maintain Key Accounts relationships through customer visits, development of Key account plans with specific action plans.
• Manage, coach and mentor direct reports (as assigned), including proposing goals and KPI’s for direct reports, tracking ongoing results and assisting them to achieve performance targets.
• Manage the implementation of brand programs in the key strategic channels based on consumer and customer segment requirements to support the brand portfolio strategy.
• Oversee the Sales/Brand team and participate in the coordination of sales and marketing promotional activities and ensure execution of promotion and advertising campaigns aligned to budgets, sales targets and customer plans.
• Evaluate success and provide feedback on new customer and marketing programs, including recommendations for improvement.
• Manage the distribution of the department’s brands to ensure that availability is maximized throughout the necessary territories.
• Monitor, collate and report on economic, social, competitive and department data to the Senior Management Team and the principals and assess the implications of such.
• Maintain service quality by enforcing quality and customer service standards; analyzing and resolving quality and customer service problems; recommending system improvements.
• Assist the Sales Manager with monitoring collections with the sales representatives and to get involved where necessary.
• Manage AR to achieve company’s Working Capital targets.
• Manage inventory levels to satisfy market demands and seasonal trends, keeping them in line with Principals’ requirements and company’s Working Capital targets.
• All responsibilities and accountabilities must be executed in accordance with the company’s Customer Service Management System (CSMS), Quality Health and Safety Environment (QHSE) and Business Continuity Management System (BCMS) policies and practices.

KNOWLEDGE & SKILLS

Requirements

• Knowledge of the relevant industries
• Leadership skills
• Planning and organizational Skills
• Creativity
• Customer focused
• Excellent interpersonal and communication skills
• Expert Negotiation Skills
• Supervisory Skills
• Financial Analytics

Qualifications & Experience

• Degree in Business Management with emphasis on Marketing
• A minimum of 5 years Sales/Marketing experience in a commercial environment or 10 years similar experience in a comparable position and industry

Computer Skills

• Proficient in the use of MS Office