Commercial Manager

Commercial Manager

We are seeking an experienced and results-driven Commercial Manager to lead and empower our Sales Team in developing and executing a comprehensive sales strategy. This pivotal role will focus on achieving annual operational targets, expanding market share, enhancing profitability, building brand equity, and ensuring sustained volume and gross profit growth for the company over the long term.

Key responsibilities

Strategy (Sales Plan, 3 Year Plan)

•Coach and challenge Department managers to develop robust sales strategies

• Formulate categories strategy, portfolio strategies, brand planning and profitability goals
• Drive route-to- market (RTM) optimization, value chain enhancements, pricing frameworks and channel strategies
• Analyze competitive strategies to derive actionable insights and business implications
• Build and execute a Sales Capability Strategy encompassing sales force and marketing excellence
• Leverage consumer insights to inform brand and business strategies
• Align brand activities and positioning with overarching business objectives, ensuring cohesive communication targeted to key markets

•Driving innovation and operation improvement

• Develop and implement channel and segment strategies for targeted market penetration
• Establish and monitor KPI’s for distribution, volume delivery and performance tracking
• Optimize organizational structures and refine operational workflows to enhance sales efficiency

• Supporting Cross-Department strategy and policy development

• Collaborate with and challenge other managers in formulating long-term Department strategies across marketing, finance, supply chain and other critical operations
• Contribute to the development of operational policies that align with corporate objectives

• Providing strategic input

• Drive the creation and execution of strategic sales plans and corporate projects
• Lead sales capability-building projects, ensuring alignment with broader corporate goals

Planning (Operational Plan)

•Leading the development process of an integrated annual operation plan

-Spearhead the creation of a comprehensive annual operational plan, integrating:

• Target setting
• Budget development
• Sales activities calendar
• Execution plans
• Provide coaching and guidance to unit leaders throughout the planning process

•Championing communication and alignment with key stakeholders

• Engaging with teams to secure input, guidance and support for initiatives
• Ensure adherence to the compliance governance cycle, including regulatory, financial and operational standards
• Collaborating with the Supply Chain Department and key customers to synchronize planning, manage dependencies and address potential challenges
• Act as liaison to ensure transparency, accountability and alignment among all stakeholders

Execution & Culture Development             

•Creating an environment for execution excellence

• Regularly assess sales processes to pinpoint inefficiencies and drive innovation
• Leading the development and enhancement of tools, systems and content to streamline workflows and improve productivity
• Establishing and maintaining clear communication channels to ensure timely feedback and alignment on sales programs
• Contribute to the continuous improvement of effectiveness measures by defining and monitoring key performance indicators
• Facilitate cross-Department collaboration to enhance customer satisfaction and sales delivery

Monitoring / Reporting                         

•Creating an environment for performance measurement and optimization

• Setting clear KPI targets for sales capability metrics
• Utilizing advanced analytics such as P&L statements, ABC costing, brand profitability and brand equity to make business decisions and improve operation performance

• Leveraging Market and Customer Insights

• Monitoring customer behaviours and trends to inform sales strategies
• Ensure timely and accurate delivery of daily, weekly, monthly and quarterly performance reports to the Directors

Budget Responsibilities

•  Overall responsibility for the Sales Budget

People

•  Leading the sales department

• Provide strategic leadership and operational oversight to the sales team, ensuring alignment with organizational goals 
• Foster a culture of collaboration, accountability and excellence across all levels of the department

• Managing People Development

• Offer one-on -one and group coaching to develop sales skills, strategic thinking and leadership capabilities
• Act as mentor to guide team members in achieving personal and professional growth

• Performance Management

• Establish clear performance expectations and regularly evaluate team members’ contribution against KPIs
• Create tailored development plans that address individual strengths, areas for improvement and career aspirations

Projects

•  Support and provides oversight for strategic projects that impact shoppers, customers and channel

Qualifications & Experience

• MBA in Business Administration, General Management, Finance or a related field and 7 years’ experience

                       Or

• Undergrad degree in Business Administration or related field from a recognized tertiary institution and 7 years’ experience
• A minimum of 5 plus years relevant experience working in the Industrial, Commercial, Heavy-Duty or Automotive Industry
• Experience with Finance or Sales
• Knowledge of Regional Sales Management would be an advantage