COMMERCIAL DIRECTOR

COMMERCIAL DIRECTOR

For one of our clients, an international company operating in the FMCG sector – we are looking for an experienced and driven professional for the mission of Commercial Director

The Major Responsibilities Include
  • Responsible for development and execution of all sales activities in the Market
  • Guide and direct the sales team toward maximum profitability and growth related to company vision and values
  • Set targets and strategies for business growth and company development
  • Report to Management Board
  • Organize and manage the Commercial department and all sales channels with direct control and responsibility for the teams and professionals dealing with key accounts management, purchasing, marketing, field force management and customer service
  • Develop business plan and sales strategies
  • Determine SMART objectives, performance indicators and assignments for commercial sector
  • Negotiate with suppliers about purchasing, pricing and quality guarantee for purchased goods (together with PM)
  • Determine trade terms, prices and rebates, terms of deliveries, cost of merchandising, sales models and special incentives for the Market
  • Together with PM accept and commit to annual purchase (sales) plan for each brand and supplier
  • Plan and develop sales strategies – trade terms, payment models and marketing investments
  • Manage and control the accurate and on time implementation of sales strategies with national key accounts and the field force
  • Define framework and participate in annual negotiation with key customers
  • Control of daily sales report and take actions for sales improvement
  • Approve and control the budgets to NKAM, PM, and MM
  • Together with NKAM and FFM control of receivables and debt collection from customers
  • Analyse the Market’s trends, recognize the Market possibilities and propose to Management Board activities that will increase the turnover and reinforce the company position on the Market
  • Meet the Board on a regular basis in order to report about own and team productivity, to analyze sales results, to solve possible issues and to agree on future strategies
  • Objectively report to the Board, regularly and on time, about all activities in Commercial sector
  • Plan and control of total income and cost of commercial sector
  • Plan and control of daily activities: activities and results of all managers and their co-workers presented on weekly and monthly sales meetings
  • Responsible for efficiency and development of managers
  • Responsible for development of business processes in commercial sector
  • Responsible for professional and productive communication inside commercial departments as well as communication with other sectors in company
  • Responsible for personnel selection, their on-the-job training and work efficiency
  • Create and introduce key performance indicators (KPIs) for commercial / sales department and propose salary, rewarding and bonus model
  • Continually upgrading his / her knowledge, competence and skills through different educations and training
Experience required
  • At least 5 years in senior management of sales and marketing in the FMCG industry
  • Experience in managing and developing people and teams
Qualification and skills
  • University degree in Economics, Management or another relevant field
  • Excellent knowledge of sales and marketing processes and trends in the FMCG industry
  • Excellent knowledge of multiple sales channels
  • Experienced negotiator, comfortable in building long term relationships with key customers
  • Extensive market analysis and analytical skills
  • Strong collaborative skills and the ability to work well in a team environment
  • Excellent knowledge of the English language, both written and spoken
  • Computer literacy (MS Office, ERP)
Personal Characteristics
  • Strong leadership capacity, inspiration and guidance to the entire sales team across the country
  • Energetic and passionate individual with the proven ability communicate ideas while cooperating with senior managers, peers and the sales force
  • Superior communication skills
  • Ability to negotiate effectively with various stakeholders
  • People management skills
  • Strong organizational skills, ability to set adequate priorities
  • Notable reliability and can-do approach
  • Drive for excellence in execution
  • Dynamic, initiative and pro-active personality
The Company Offers
  • Position in dynamic growing company with long-term commitments
  • A chance to have significant impact on the company’s operation
  • Competitive salary and bonus package

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