Commercial Manager

Job Description/Specification:

Purpose of the Job

Commercial Manager I is involve developing and implementing strategies to increase sales, grow market share, and improve profitability. This role works closely with other departments to ensure that commercial goals are aligned with the overall business objectives. Key responsibilities include managing client relationships, identifying new business opportunities, and ensuring compliance with industry regulations

Job Description

• Leads the Sales function in alignment with global commercial strategy.
• Supports, review and approve the sales strategies for each business and lead sales projects or initiatives
• Achieve country sales targets by (1) Developing new business, acquire key, high value clients spread across multiple industry verticals. (2) Retention of existing business (3) Grow business from existing clients by cross selling multiple products / logistics solutions
• Leads the customer sales forecasting and establishes sales objectives by creating a sales plan and quota for Channels, in support of commercial objectives.
• Responsible for the overall Sales function with regards to planning, development, implementation of Sales activities & programs.
• Articulates sales policy, procedures and guidelines to support strategy implementation.
• Monitors businesses’ performance against all KPIs
• Helps in defining trainings/ coaching/ monitoring activities for the Commercial teams.
• Develops and maintain organizational capability and participate in the talent management process
• Strong oversight of a succession planning program to support channel objectives.
• Performs other related duties, as assigned, for the purpose of ensuring the efficient and effective functioning of the Commercial Department or other Company goals and objectives.
• Engages in research for the purpose of expanding personal and Company knowledge of industry trends, best practices, marketing and sales
• Recommends product lines by identifying new product opportunities, and/or product and service changes; surveying consumer needs and trends; tracking competitors.
• Oversees the development of sales strategy: value proposition, market segmentation, strategy and differentiation, market insight, brand strategy and industry trends, white space opportunities and ensure that this is aligned to the corporate goals leading to shareholder value creation.

Job Requirements - Experience and Education

• Bachelor’s degree in business administration, Marketing, Finance, or a related field.
• Master’s Degree in a relevant field is preferred.
• 10+ years of experience in sales, marketing, or business development.
• Proven experience in managing commercial strategies and driving sales performance.
• Strong background in client relationship management and contract negotiation.  

Leadership Behaviors Building Outstanding Teams Collaborate & break silos Execution & Accountability External focus Growth mindset Inclusion Innovation Setting a clear direction Simplification Skills Communication Skills Customer Focus Decision Making Financial Acumen Interpersonal And Relationship-Building Skills Leadership And Coaching Problem Solving Results Oriented Sales Acumen Strong Negotiation And Influencing Skills Team Collaboration Time Management