Commercial Manager

Designation: Commercial HeadReporting To: Group Chief Executive Officer – IndustriesJob Location :- Central AfricaPreferences• Proven exposure to African or emerging marketsRole Ownership: Owns the end-to-end commercial performance of the Industries Division, including sales growth,profitability, and market expansion. Accountable for developing and executing strategic commercial plans,optimizing trade marketing and distribution channels, and ensuring alignment with the Group’s industrial business objectives.Key Abilities: Strategic thinking and commercial acumen, Leadership, Team development, Negotiation, Market analysis,business forecasting, financial planning Decision-making and execution excellence, Adaptability.Key Soft Skills: Leadership, Communication, Integrity, Collaboration, Resilience, Creativity, Empathy.Role Objectives:PRIMARY/SHORT TERM:1. Strategy implementation2. Sales growth delivery3. Trade marketing activation4. Route-to-market optimization5. Team structuring6. Key account development7. Pricing and forecasting alignment8. Market penetration initiativesSECONDARY/LONG TERM:1. Market expansion and diversification2. Brand strengthening and equity building3. Strategic partnerships and alliances4. Profitability and margin optimization5. Process improvement and digital integration6. Leadership development and succession planning7. Sustainability and operational excellence8. Regional growth and business consolidationDuties & Responsibilities:1. Develop and Execute Commercial Strategy Formulate and implement comprehensive commercial strategies that align with the Group’s overall business goals. Ensure market competitiveness, revenue growth, and long-term sustainability of the Industries Division.2. Drive Sales and ProfitabilityLead initiatives to achieve sales targets, expand market share, and enhance profitability. Oversee pricing, margin management,and promotional strategies to optimize financial performance.3. Trade Marketing and Route-to-Market ManagementDesign and execute trade marketing programs and RTM (Route-to-Market) frameworks to strengthen brand visibility, enhance distribution efficiency, and ensure product availability in key markets.4. Business Development and Market ExpansionIdentify and capitalize on new market opportunities, channels, and partnerships to expand the industrial footprint across domestic and regional markets.5. Team Leadership and Capability BuildingBuild, coach, and lead a high-performing commercial team. Foster a results-driven, collaborative culture with clear accountability and professional development pathways.6. Customer and Stakeholder Relationship ManagementDevelop and maintain strong relationships with key distributors, institutional clients, and industry stakeholders to drive strategic partnerships and customer loyalty.7. Demand Planning and ForecastingEnsure accurate sales forecasting and demand planning through close coordination with supply chain and operations teams.Monitor performance metrics to maintain optimal inventory levels and service efficiency8. Financial and Operational GovernanceManage budgets, monitor cost structures, and ensure adherence to financial and operational KPIs. Drive initiatives to improve operational efficiency and cost optimization.9. Cross-Functional CollaborationWork closely with Finance, Operations, and Supply Chain to align commercial goals with production and logistics capabilities,ensuring end-to-end business performance.10. Market Intelligence and Competitive AnalysisTrack industry trends, market movements, and competitor activities to identify risks and opportunities. Use insights to inform strategic decisions and refine go-to-market approaches.11. Reporting and Business Performance ReviewProvide regular performance updates and strategic insights to the GCEO – Industries. Recommend corrective actions and business improvements based on data-driven analysis.12. Compliance and Ethical ConductEnsure adherence to company policies, legal standards, and ethical practices in all commercial operations, fostering integrity and transparency in the business environmentMajor KRA’s:1. Revenue growth and profitability2. Market share expansion3. Trade marketing effectiveness4. Route-to-market optimization5. Strategic business development6. Customer relationship management7. Team performance and capability building8. Budget adherence and cost control9. Forecast accuracy and demand planning10. Compliance and governance standardsQualifications • Bachelor’s degree in Business Administration, Marketing, Commerce, or related field.• MBA or Master’s degree preferred (from a recognized institution)Expérience • Minimum 15 years of progressive experience in Sales, General Trade & Commercial Leadership roles• At least 5 years of experience with multinational companiesLanguage • French (Mandatory), EnglishAge • Up to 45 years.Preferences• Proven exposure to African or emerging markets• Strong background in trade marketing and route-to-market development• Experience in FMCG, plastics, or manufacturing sectorsSkills• Sales and Commercial Strategy Development• Trade Marketing and Route-to-Market Planning• Business Forecasting and Demand Planning• P&L and Financial Management• Pricing Strategy and Margin Optimization• Data Analysis and Market Intelligence• CRM and ERP Systems (e.g., SAP, Salesforce)• Distribution and Channel Management• Negotiation and Contract Management• Budgeting and Cost Contro