Commercial Manager

Gaborone – South-East – Botswana

Our client in the FMCG industry is looking for a Commercial Manager who will be responsible for steering and guiding the growth of the business by managing and developing sales in different channels and categories, as well as building a sustainable relationship with customers and stakeholders. The incumbent will report to the Country Manager and must be an energetic and ambitious individual who has the right skills and competencies within the field to be part of its Commercial function.
 
Responsibilities
 
  • Monthly reporting of financial results (Monthly Accounts Pack) within the two-day deadline
  • Participate in defining the strategy objectives of the company and translate them into clear commercial strategy
  • Anticipate and synthesize the evolutions of the market, customers and competition to be in the position to act   pro-actively
  • Day-to-day management of sales team supported by dashboards and reporting
  • Building the commercial budget: volumes, price, charges, marginal contribution, Trade budget
  • Identify the correct commercial policy and category development by customers (development sales plan, mix product et price strategy based on the market reality and competition environment)
  • Relay customer complaints to the departments concerned and initiative corrective action plans
  • Play an important role in the negotiations at price strategy level
  • Lead and manage the sales activity (volume, turnover, marginal contribution, organization’s costs…) and put in place the corrective action
  • Manage communication with internal and external stakeholders
  • Coordinate the different partner services: marketing, management control, industrial, quality and legal
  • Channel Management: monthly customer reviews, operations execution. Channel extension to improve informal market coverage.
  • Market share: grow numeric distribution of all products across all channels
  • People Management: provide leadership to commercial team
  • Reporting: generate monthly reports
  • Contract Management: manage contracts for both merchandising and trade marketing activities
 
Competencies
 
  • Negotiation skills
  • Analytical thinking with problem solving skills
  • Planning and organizing skills
  • Coaching and leadership skills
  • Good personnel management skills with the ability to discipline
  • Expertise in business and the market
  • Expertise in sales budget and forecast
  • Manage priorities
 
Qualifications & Experience
 
  • Sales/Commercial / Management Degree
  • Minimum of 5 years’ experience in similar roles
  • Previous experience in the FMCG is essential