Commercial Head - Retail Sales

Job description:

Roles and Responsibilities

1. Channel Development

   • Maintain and develop channels within the department.

   • Responsible for acquiring new accounts for each channel.

2. Sales & Merchandising

   • Design and implement sales and merchandising strategies.

   • Maximize volume and revenue in key assigned channels by utilizing fact-based selling methods, price surveys, and competitor analysis for each partner/territory.

3. Market Expansion & Account Management

   • Identify market potential to establish new accounts.

   • Achieve channel sales volume, revenue, and profitability goals.

   • Conduct regular market visits and build relationships with selected partners/customers.

4. Operational Collaboration

   • Collaborate with the operations team in reviewing, scrutinizing, and developing efficient and effective operational process flows.

5. Pricing & Contracts

   • Maintain, monitor, and regularly evaluate pricing and contracts with customers to ensure quality, timeliness, and cost standards are met.

6. Reporting & Performance Monitoring

   • Provide trade marketing and distribution information.

   • Generate reports on performance and accounts to ensure all relevant company management are fully informed.

7. Financial & Commercial Leadership

   • Challenge and lead the financial and commercial aspects of the business.

   • Identify opportunity costs and efficiency opportunities and implement within authority levels.

   • Deliver the annual budget, business plans, and monthly forecasts for the business.

8. Leadership & Culture

   • Provide positive leadership by living company values.

   • Create and maintain a work environment that delivers superior performance.

9. Trade Support & Collection

   • Responsible for trade support and collection for each channel.

10. Health, Safety, Security, and Environment (HSSE)

    • Provide workers with health and safety environmental information.

    • Support supervisors in their health and safety environment activities.

    • Assist the HSSE team in closing non-conformities (NC) and violations identified during various audits.

Qualifications & Training

• Bachelor’s degree in any discipline or 10 years of experience in the FMCG industry

Experience

• 5–7 years in a managerial position

Knowledge

• Strong domestic and local market experience

Skills

• Sound expertise in sales

• Excellent written and verbal communication skills

• Effective communicator

• Strong presentation skills

• Persuasiveness – ability to demonstrate, promote, and sell

• Goal-oriented mindset

• Strong negotiation skills

• Good judgment and decision-making abilities