Commercial Manager

Job description

SUMMARY OF JOB: The Commercial Manager is responsible for leading and managing the commercial activities of the business. This role involves an operational and strategic focus on execution and completion of key initiatives as laid out in the annual operating plan. This includes but is not limited to improving customer account management, increasing customer engagement, driving new business through assigned channels, improving customer experience, improving staff capabilities, and working with innovative teams to complete and launch innovation projects. KEY RESPONSIBILITIES: Continuously seeks growth and empowerment opportunities for the company though setting expectations, ensuring that all are enrolled into the Vision and Mission. Constantly reviews existing processes to ensure that it has the right controls, purpose and is functional to a level that empowers growth and improvement. Ensures that we have the right people to do the job and ensure they understand the processes and have the right tools and skill sets to perform assigned tasks. Drives accountability to “own the whole” and live into the expectation and deliver. Develops and implements sales plans and trade initiatives to ensure the delivery of targeted sales volumes of the company’s products. Track key objectives through the balanced scorecard and report on attainment on monthly basis, in cases where objectives are not on target, implement key initiatives to close the gaps to ensure targets are met. Ensure delivery of operational and strategic initiatives through individual recognition, performance reviews, people management, learning and development and rewards. Track customer retention and implement strategies to improve quality of customer visits through value added solutions, i.e., Joint Business Plans and Loyalty Programs. Meet with customers to discuss their evolving needs and to assess the quality of the company’s relationship with them. Determine the company’s gross-profit and sales volumes by analysing market trends and work with respective teams to implement initiatives to improve and drive commercial performance. Improve forecast accuracy by projecting expected sales volumes, forecasting, and developing sales quotas for all sales channels based on market intelligence and macroeconomic trends. Review current inventory status and drive depletion of aged-provisioned inventory through strategic depletion plans, develop and execute strategies to avoid future provisions risk. Improve working capital through close management of customer accounts, drive collections to avoid aged accounts receivables and bad debts. Keep current with economic indicators, changing trends, supply and demand and competitors to maintain sales volume and product mix. Review pricing quarterly and make recommendations to adjust pricing based on competitive forces and market conditions. Work with innovation teams to complete and launch innovation projects. Provide the necessary support to Channel Managers, Customer Service Representatives, Sales Representatives and Sales Associates to enable them to generate market leads and close new deals. Develop and implement new programs (CRM), sales initiatives, and strategies to capture key demographics. Document customer interactions and maintain data related to activities, accounts, and partners. Design cross-selling programs and campaigns. Ensure the effectiveness of cross-selling activities by guiding employees. Uplift the sales volumes beyond budget commitments. Develop and review long- and short-term sales strategies. Participate in interviews and the processes of recruiting new employees QUALIFICATIONS & EXPERIENCE Masters’ Degree in Business Administration, Sales, Commerce or related field 5 - 10 years’ experience in a sales or commercial leadership position Strong people leadership, negotiation, and communication skills Sound analytical and financial acumen Knowledge of the paint, coatings, or building materials industry is an asset