COMMERCIAL FINANCE HEAD

Job Description : COMMERCIAL FINANCE HEAD NGERIA 1. Sales Cost Optimization & Profitability: - Own and monitor all sales-related cost drivers, including trade incentives, channel commissions, customer discounts, and field sales expenses. - Build and institutionalize metrics like Cost per Active Customer (CPAC), Cost per Order (CPO), and Revenue per Salesperson to measure efficiency. - Work closely with Finance and Sales Heads to set and track sales cost budgets and profitability targets by channel, category, and region. - Identify leakage areas (e.g., high-cost customers or inefficient sales routes) and recommend corrective actions. - Drive initiatives that enhance gross contribution margins without compromising customer growth. 2. Customer-Level Economics & Insights: - Analyze customer lifecycle value vs cost to serve to prioritize profitable segments. - Partner with Sales and Account Management to design differentiated engagement models for high-value vs low-margin customers. - Evaluate the ROI of marketing campaigns, loyalty programs, and retention initiatives through a cost-per-customer lens. - Develop dashboards showing profitability per customer, per territory, and per sales representative. 3. Commercial Policy & Sales Governance: - Establish and enforce clear policies around pricing, discounts, and incentive approvals. - Design sales incentive schemes that drive profitable growth (volume + margin) rather than top-line only.

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