Commercial Manager - Local Sales

Commercial Manager - Local Sales

Main Purpose of Job:

To provide leadership and operational oversight of Angostura’s local sales function, ensuring the achievement of commercial goals in alignment with the Company's objectives. The role demands strong analytical capability, effective communication and presentation skills, and a self-motivated, results-driven mindset. Reporting to the Executive Manager – Local Sales, the Commercial Manager – Local Sales drives market expansion, optimizes team performance, and fosters cross-functional collaboration to deliver sustainable business growth.

Key Responsibilities:

Sales Strategy & Execution

• Develop and implement a localized sales strategy aligned with the company’s overall objectives.
• Set short and long-term sales goals, monitor performance, and make necessary adjustments.
• Plan and execute sales campaigns, promotions, and market activations to boost local presence.
• Provide insight and support to the Trade Marketing Department which includes promotions and events for both on and off premise.
• Provide sales teams and leadership with detailed analysis and insights into sales performance, pipeline metrics, and KPIs.
• Design and maintain dashboards and reports to track sales productivity, revenue, conversion rates, and other key metrics.
• Forecast sales trends and collaborate with the sales team to establish realistic targets and quotas.

Team Management

• Work closely with HR to assist with recruitment and training. 
• Manage a team of Sales Representatives and Area Managers.  This includes conducting regular performance evaluations and providing coaching, mentoring, and support.
• Organize regular team meetings to review progress, share insights, and encourage collaboration.
• Monitor daily field activities and ensure efficient territory coverage.
• Partner with sales leadership to develop and deliver training programs aimed at improving sales skills, product knowledge, and operational procedures.
• Provide ongoing support to the sales team, addressing any challenges related to sales processes, tools, and systems.
• Lead, mentor, and motivate a team of sales professionals, ensuring high levels of performance and engagement.
• Provide ongoing training, support, and guidance to team members.
• Foster a collaborative, high-performance culture within the sales team and wider organization.

Client Relationship Management

• Maintain and grow relationships with key clients, wholesalers, and channel partners.
• Identify customer needs and provide solutions that align with our product/service offerings.
• Handle escalations and ensure quick resolution of client concerns.
• Trade visits to key clients with a minimum of 25% time should be trade driven.
• Build and maintain strong relationships with existing key customers and clients.
• Identify new business opportunities and expand the customer base.
• Lead negotiations and contract discussions with high-profile clients.

Market & Competitor Analysis

• Conduct regular market visits to understand customer behavior, product feedback, and competition.
• Analyze local market trends and competitor activities; share insights with relevant departments.
• Propose product, pricing, or marketing adjustments based on field intelligence.

Reporting & Budgeting

• Track sales performance metrics and prepare daily/weekly/monthly reports for Executive.
• Manage sales budgets and ensure efficient use of resources.
• Forecast sales volumes and contribute to business planning and budgeting.

Cross-functional Coordination

• Work closely with marketing, finance, logistics, and other departments to ensure alignment on sales initiatives, pricing strategies, product availability, and promotional efforts.
• Lead the demand planning process, including preparation and validation of accurate sales forecasts in coordination with supply chain and planning teams.
• Act as a liaison between the local sales team and corporate operations to ensure clear, consistent communication and efficient collaboration across functional areas.
• Provide strategic input into local and agency brand plans, contributing market insights, customer feedback, and competitive intelligence.
• Coordinate with the finance department to ensure timely follow-up on accounts receivables, support credit control processes, and maintain healthy cash flow.

Qualifications & Experience:

• Bachelor’s degree in business, Sales, Marketing, or related field (MBA is an asset).
• 5–8 years of progressive experience in sales management and a leadership role. Prior work in the manufacturing sector (ideally beverage or FCMG) will be an asset.
• In-depth knowledge of local geography, customer base, and distribution including HORECA channels.

Required Knowledge/ Skills/ Abilities:

• Strong leadership and team-building abilities.
• Negotiation and conflict-resolution skills.
• Analytical thinking and problem-solving abilities.
• Result-oriented with a focus on target achievement.
• Proficiency in CRM tools and MS Office (Excel, PowerPoint, Word).
• Ability to work under pressure and handle multiple priorities.
• Strong analytical skills and experience with sales data interpretation and reporting.
• Excellent communication, collaboration, and interpersonal skills.
• Ability to handle multiple priorities in a fast-paced environment.
• Experience working closely with sales teams and cross-functional departments.
• Experience in local sales operations in the manufacturing sector (ideally beverage or FCMG).
• Familiarity with sales automation tools and techniques.
• Knowledge of advanced Excel functions, PowerPoint and business intelligence tools (eg Power BI).
• Project management experience

Additional Information:

• Occasional travel within Trinidad & Tobago will be required.
• Flexible working hours based on business needs, which include additional hours, weekends and public holidays.