Commercial Manager

Main goals

Shape, drive and manage the sales function and define the country level strategy to deliver business growth and profitability, customer retention, improve competitive positioning and optimize resource utilization in line with business strategy, financial objectives, Group guidelines and policies

Key accountabilities:

Define the sales strategy for the country to cascade and monitor delivery of sales objectives in line with business strategy, financial objectives, Group guidelines and policies

• Lead, oversee and control highly strategic activities and initiatives with significant impact on overall results and very high business risk potential

• Communicate market leadership position and vision/strategy aspiration to local market, customers and internal stakeholders

• Drive market acquisition and retention strategies in order to maximize sales growth in the country and optimize profits

• Drive customer retention, business growth and profitability by supporting customer strategies, contract negotiations and supply chain management strategy

• Approve pricing, product mix in line with country approval limits

• Define improvement areas based on pipeline reporting in collaboration with sales effectiveness

• Establish appropriate processes and infrastructure to support growth, sales performance and optimize resource utilization

• Support key customers and drive collaboration and cross selling activities in the country

• Steer systems for monitoring competitive activity and dissemination of information and best practices to relevant parties

• Reach agreement with external parties to accept complete proposals and programs where there is little interest in cooperating or participating

• Lead, direct, coach and develop performance of the country sales team

• Contribute and actively participate in driving, supporting, leading and developing cross-functional topics/areas as a member of the Senior Management Team for the success, benefit and strategic management of the entire country organization

• Active participation and contribution to the Senior Management Teamwork and agenda with high focus and required attention for the joint success of the organization in addition to other role related tasks assigned by Country Manager / Line Manager

•Leading and motivating the team to drive continuous improvement of processes and practices, along with levels of customer satisfaction (Active Continuous Improvement leadership)

 

Key SKILLS:
•Manages and leads teams through professional standard knowledge of all job areas within the function 
•Strategic thinker
•Strong Analytical skills
•Effective communication skills / interpersonal understanding
•Ability to influence and negotiate at senior level
•Customer orientation
•Achievement drive and initiative
•Excellent business / commercial acumen
•Business and market know-how
•Product and process know-how
•Budgeting and Cost controlling skills...