Commercial Executive - FMCG
Commercial Executive - FMCG
Job Purpose:
Reporting to the Group Chief Commercial Officer, the overall purpose of this role is to support the development and execution of the business’s commercial strategies, contributing to company growth through increased revenues and profitability in line with the company vision and values.
The Commercial Executive will participate in a structured two-year development programme designed to build a deep understanding of the company’s integrated food processing value chain. The role will involve rotational exposure across key operational areas, including processing and sales, with defined learning objectives and performance expectations.
Through this structured exposure, the individual will gain a comprehensive understanding of product and service lifecycles, customer engagement, market dynamics and operational processes across the business.
Upon successful completion of the programme, the individual will transition into a commercial leadership capacity, taking ownership of elements of the commercial function and contributing more directly to the development and execution of the company’s commercial strategy, including identifying opportunities for new product and service development, strengthening customer relationships and supporting sustainable business expansion.
Knowledge, Skills And Experience Required:
Minimum Requirements:
- BSc/BCom. /BA in business administration, finance, or relevant field;
- Proven experience in a commercial lead role or other relevant role for 3-5 years
- Experience in commercial delivery, leadership and management and the ability to think strategically
- Proven experience in sales and/or marketing and managing relationships with key clients
- In-depth understanding of market research methods and analysis
- Solid knowledge of performance reporting and financial/budgeting processes
- Commercial awareness partnered with a strategic mindset
- Excellent organisational and leadership skills
- Outstanding communication and interpersonal abilities
- Experience in client relationship management
- Excellent interpersonal and leadership skills
Key Attributes/ Competencies:
- Strategic and entrepreneurial thinking
- Leadership and change management
- Commercial acumen and market foresight
- High emotional intelligence and interpersonal skills
- Results-driven with a bias for execution
- Customer and growth-centric mindset
Principal Accountabilities and Key Results:
Commercial Planning & Performance
- Lead the annual commercial planning process through budget development.
- Provide oversight in the development and implementation of commercial strategies in line with the company's goals.
- To guide the commercial teams in lead generation, marketing, partnerships, and account management, to meet and exceed commercial KPIs, including agreed sales targets.
- Maintain contact with key markets by conducting market visits, evaluating business, and making necessary growth changes.
- Monitor performance of commercial and marketing activities using key metrics and prepare relevant reports
- Ensure harnessing of synergies in product utilization from the different markets.
Revenue & Growth
- Drive revenue through increased sales volume, product value and market share.
- Champion the introduction and promotion of new products/services.
- Develop pricing strategies to maximise profits and market share while balancing customer satisfaction.
- Oversee product utilisation to maximise revenue and reduce wastage.
Route to Market
- Develop and implement effective route-to-market policies and strategies across different trade channels.
- Identify potential markets, evaluate export and expansion options to develop new frontiers and market coverage.
Market Insights
- Conduct market research and analysis to create detailed business plans on potential commercial opportunities (expansion, business development etc.) While consistently understanding the requirements of existing customers.
- To monitor competitor activity, including potential mergers and acquisitions, and develop plans to ensure the risks to the business coming from these are minimised.
- Propose proactive measures in response to industry trends and competitor moves.
External Relations and Marketing
- To be accountable for the company brand, ensure communication and market positioning compliance.
- To be responsible for ensuring all PR, advocacy, communications and ensuing partnerships are consistent with the company’s ethical and professional brand values.
Strategy, Technology & Innovation
- Develop strategies to guide marketing, financial and channel planning, as well as to support the setting of targets for business plans.
- Infusing the use of technology and other monitoring tools in the sales and marketing cycles to optimise effectiveness in commercial activities.
People Management
- Ensure the continuing coaching, structuring, resourcing, professional development, and exposure of the commercial teams to meet the evolving business needs.
- Ensure continual improvement programs and methodologies are integrated into business practice to realise operational and customer service excellence.
- Align team structures and skills with evolving business needs and market demands.
Key results areas
- Sales revenues – 30%
- Sales volume – 20%
- Sales and marketing strategy milestones – 30%
- Market share growth – 10%
- Customer satisfaction – 10%