Commercial Manager

Job Description : COMMERCIAL MANAGER KENYA Develops, communicates and executes the Company's sales process in order to deliver budget sales, share, financial and other functional department goals and develops collaborative strategic plan for channel and retail customers; Forms strategic plans with customers and interacts with marketing to turn strategy into tactical plans of action for sales force; Drives a collaborative price decision-making process with finance taking RGM aspects into the discussion; Establishes profitability targets; accountable for guiding and supporting the markets to achieve budgeted sales, profitability, market share and execution targets; Conducts frequent market tours to provide feedback on execution across the country; Develops and maintains customer relationships; establishes and executes customer wiring and account call plans; Conducts account specific and channel specific training programs for targeted personnel as necessary; Initiates, prepares and conducts internal as well as external customer business reviews, sales presentations and planning meetings as necessary; Mentors field staff and coaches them through budgets to establish realistic and attainable sales targets; Executes and maximizes net revenue, contribution margin and market share utilizing RGM & RTM disciplines/approach; Maximizes profits and volumes across retail channels while meeting budgetary guidelines regarding labour & distribution; Guides and directs departmental accountability for the Talent Management process including talent mapping, on-boarding and development of succession planning to maximize human capital and business performance; Analyses and prepares periodic sales reports including, but not limited to sales volume and potential sales. Maintains confidentiality of financial information, promotions, pricing, contracts, profit and loss reports, customer information, employee information (e.g., discipline, wage information) and other sensitive and confidential information; Ensures that company policies, standards and procedures are met, followed and maintained in accordance with established company policy (e.g., Code of Ethic & Conduct, NDA, Conflict of Interest, Local laws); Works assigned schedule, exhibits regular and predictable attendance and works outside of normal schedule as required to meet workload demands. Performs other related duties as required. Bachelor’s Degree in sales, marketing or related field or equivalent work experience required. 7-10 years of proven progressive, strategic experience and success in a sales position with responsibility for management of key or large customer base.; Must be proficient in Microsoft Office Suite; Retail sales environment; beverage industry; proven sales strategies with key or large customers; promotional development; basic financial management; Microsoft Office Suite including VBA/SQL basic skills. Selling products and promotions; external customer service; training and coaching. Train, develop, manage and lead a team; set strategic direction to meet outlined key measurements; work quickly, efficiently and independently; manage multiple and competing priorities; communicate effectively with customers and other employees both verbally and in writing; adapt to change; design and deliver presentations to customers and other employees; relate to and influence customers and other employees; develop and maintain good working relationships; problem solve; delegate; read and interpret profit and loss statements, data and other reports.

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