Job Summary
The organization is seeking an experienced, commercially astute, and results-driven Commercial Director to provide strategic leadership across all commercial functions of the business. The successful candidate will be responsible for driving revenue growth, expanding market share, strengthening route-to-market effectiveness, and delivering sustainable profitability across the company\'s portfolio. The role will oversee sales, trade marketing, distribution, customer development, and commercial execution while ensuring alignment with the organization\'s growth objectives.
The ideal candidate will play a critical role in translating business strategy into measurable commercial results through strong market insight, disciplined execution, and effective leadership. Working closely with the executive leadership team, the Commercial Director will contribute to strategic planning, budgeting, performance management, and the development of scalable commercial capabilities that support long-term business success.
Key Responsibilities
- Develop and execute the organization\'s commercial strategy to deliver sustainable revenue growth, market share expansion, and profitability targets.
- Lead all commercial functions including sales, distribution, marketing, trade marketing, customer development, pricing, and revenue management.
- Drive successful product launches and market expansion initiatives through effective commercial planning and execution.
- Build, manage, and optimize distribution networks, customer relationships, and route-to-market strategies across key channels and regions.
- Provide leadership for brand development, consumer engagement, portfolio growth, and innovation initiatives.
- Oversee pricing strategies, promotional activities, trade investments, and revenue growth management to maximize profitability.
- Lead sales forecasting, demand planning, budgeting, and performance management processes in collaboration with cross-functional teams.
- Establish and maintain strategic partnerships with distributors, wholesalers, retailers, and key accounts.
- Build, develop, and lead a high-performing commercial team while fostering a culture of accountability, ownership, and continuous improvement.
- Support business growth initiatives including market expansion, commercial due diligence, and integration of new business opportunities.
- Ensure compliance with all relevant regulatory, governance, and ethical standards while effectively managing commercial risks.
- Provide strategic counsel to the Executive Leadership Team and contribute to overall business planning, decision-making, and organizational growth.
Required Skills
The ideal candidate should demonstrate a strong track record of commercial leadership and possess the strategic, operational, and leadership capabilities required to drive sustainable business growth in a highly competitive consumer goods environment. Key areas of competence include:
- Commercial strategy development and execution, with the ability to translate business objectives into profitable growth plans and measurable market success.
- Sales leadership and revenue growth management, including the delivery of ambitious volume, value, and market share targets across multiple channels and regions.
- Route-to-market design, distribution network development, and channel optimization to drive product availability, customer penetration, and market expansion.
- Brand building, trade marketing, and consumer engagement, with a strong understanding of how to create and sustain meaningful brand equity.
- Pricing strategy, revenue growth management, and profitability optimization, ensuring a balance between commercial growth, margin protection, and long-term value creation.
- Customer development and key account management, with the ability to build and maintain strong relationships with distributors, wholesalers, retailers, and strategic partners.
- Commercial planning, budgeting, forecasting, and demand management, supported by strong analytical and financial acumen.
- Market intelligence and competitive analysis, with the ability to identify emerging trends, anticipate competitor actions, and capitalize on growth opportunities.
- Product launch execution, portfolio development, and innovation commercialization, from concept through to market success.
- Commercial governance, risk management, and regulatory compliance, ensuring all business activities are conducted in accordance with applicable laws, regulations, and ethical standards.
- Mergers, acquisitions, and business expansion initiatives, including commercial due diligence, integration, and market-entry planning.
- Leadership, organizational development, and talent management, with a proven ability to build, inspire, and develop high-performing teams.
- Exceptional commercial acumen, with a deep understanding of pricing, trade investment, cash flow management, and value creation.
- Strong negotiation, influencing, and stakeholder management skills, with the ability to engage effectively at executive, customer, partner, and board levels.
- Excellent analytical and decision-making capabilities, leveraging data, technology, and market insights to improve performance and drive strategic decisions.
- Execution excellence, with a disciplined approach to planning, accountability, operational delivery, and performance management.
- A customer and consumer-centric mindset, supported by a deep understanding of market dynamics, consumer behaviour, and evolving customer needs.
- Resilience, adaptability, and agility, with the ability to thrive in fast-paced, complex, and rapidly changing business environments.
- Outstanding written and verbal communication skills, with the ability to articulate strategy, influence stakeholders, and align teams around shared objectives.
- Unquestionable integrity, professionalism, and ethical leadership, serving as a role model for accountability, transparency, and sound corporate governance.
Experience
- Typically 15 or more years of progressive FMCG commercial experience, including at least five years in senior commercial leadership. Exceptional candidates with a shorter career and strong, verified business-building results may be considered.
- Proven track record of growing market share and revenue in competitive FMCG categories in Nigeria and/or other African markets.
- Deep, hands-on experience of Nigerian trade dynamics: distributor models, open-market and informal trade, modern trade, wholesale, and emerging digital channels.
- Demonstrated responsibility for significant revenue, commercial budgets and multi-regional teams, with verified results in profitability and cash collection. Experience at ₦50 billion or more in annual revenue is an advantage, rather than a mandatory threshold.
- Substantial Nigerian packaged-food commercial experience is strongly preferred, particularly in seasonings, snacks or breakfast products. Evidence of successful product launches and hands-on general-trade distribution building is essential.
- Exposure to M&A, business integration, turnaround or market-entry work is a strong advantage.
- Experience of working in or leading expansion across at least one other African market is a strong advantage.
- Experience in a multinational FMCG company, combined with exposure to a fast-growing indigenous or entrepreneurial environment, is highly valued.
Education
- Bachelor’s degree in Business, Marketing, Economics, Engineering, or a related field.
- MBA or equivalent postgraduate qualification from a reputable institution is strongly preferred.
- Executive education at a leading business school (e.g. Lagos Business School, INSEAD, London Business School, Harvard, Wharton) is an advantage.
- Professional memberships (e.g. CIM, CIMN, NIM) are an advantage.
Compensation & Benefits
The organization offers a highly competitive remuneration package designed to attract, motivate, and retain exceptional leadership talent. The package includes:
- A competitive base salary benchmarked against leading executive-level roles within the FMCG and consumer goods sector.
- A performance-based annual bonus linked to the achievement of agreed business and individual performance objectives.
- Eligibility for long-term incentive arrangements, subject to organizational approval and separately agreed terms.
- A comprehensive executive benefits package, including company-provided transportation, healthcare coverage, personal accident insurance, pension contributions, and other relevant allowances.
- Relocation support and associated benefits where applicable.
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