Commercial Manager

Designation: Commercial Head

Reporting To: Group Chief Executive Officer – Industries

Job Location :- Central Africa

Preferences

• Proven exposure to African or emerging markets

Role 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 implementation

2. Sales growth delivery

3. Trade marketing activation

4. Route-to-market optimization

5. Team structuring

6. Key account development

7. Pricing and forecasting alignment

8. Market penetration initiatives

SECONDARY/LONG TERM:

1. Market expansion and diversification

2. Brand strengthening and equity building

3. Strategic partnerships and alliances

4. Profitability and margin optimization

5. Process improvement and digital integration

6. Leadership development and succession planning

7. Sustainability and operational excellence

8. Regional growth and business consolidation

Duties & 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 Profitability

Lead 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 Management

Design 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 Expansion

Identify and capitalize on new market opportunities, channels, and partnerships to expand the industrial footprint across domestic and regional markets.

5. Team Leadership and Capability Building

Build, 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 Management

Develop and maintain strong relationships with key distributors, institutional clients, and industry stakeholders to drive strategic partnerships and customer loyalty.

7. Demand Planning and Forecasting

Ensure 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 efficiency

8. Financial and Operational Governance

Manage budgets, monitor cost structures, and ensure adherence to financial and operational KPIs. Drive initiatives to improve operational efficiency and cost optimization.

9. Cross-Functional Collaboration

Work 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 Analysis

Track 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 Review

Provide 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 Conduct

Ensure adherence to company policies, legal standards, and ethical practices in all commercial operations, fostering integrity and transparency in the business environment

Major KRA’s:

1. Revenue growth and profitability

2. Market share expansion

3. Trade marketing effectiveness

4. Route-to-market optimization

5. Strategic business development

6. Customer relationship management

7. Team performance and capability building

8. Budget adherence and cost control

9. Forecast accuracy and demand planning

10. Compliance and governance standards

Qualifications • 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 companies

Language • French (Mandatory), English

Age • 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 sectors

Skills

• 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