The Head of Commercial (Growth & Partnerships) will play a strategic leadership role in driving revenue growth, expanding market share, and forging high-value partnerships within the FMCG sector. This role requires a commercially astute leader with proven experience in building growth strategies, developing strong business relationships, and leading cross-functional teams to deliver on sales, distribution, and profitability objectives.
The ideal candidate will combine deep knowledge of the FMCG landscape with a results-driven approach to innovation, partnerships, and market penetration.
Key Responsibilities
Commercial Strategy & Growth: Develop and implement robust commercial strategies to achieve revenue, profitability, and market share targets.
- Identify, evaluate, and execute new market opportunities, product innovations, and go-to-market models.
- Monitor market trends, competitor activities, and consumer insights to anticipate and respond to changes in the FMCG sector.
Partnerships & Business Development
- Build and nurture strategic partnerships with distributors, retailers, key accounts, and external stakeholders.
- Negotiate and manage high-value contracts, alliances, and joint ventures to expand business reach.
- Drive collaboration with e-commerce platforms, modern trade, and traditional trade channels to maximize growth.
Sales & Distribution Excellence
- Oversee national and regional sales operations, ensuring strong execution of sales and distribution strategies.
- Optimize pricing, promotions, and channel strategies to drive volume and profitability.
- Lead key account management and ensure strong relationships with top customers.
Leadership & Team Development
- Lead, mentor, and develop a high-performing commercial team across sales, trade marketing, and business development.
- Foster a culture of accountability, innovation, and customer focus.
- Collaborate with cross-functional teams (marketing, supply chain, finance, production) to ensure seamless execution of growth plans.
Performance Management & Reporting
- Set and track KPIs for growth, sales, and partnerships.
- Provide regular performance reports and insights to the executive team.
- Ensure compliance with company policies, industry regulations, and ethical standards.
Requirements
- Bachelor’s degree in Business Administration, Marketing, Economics, or related field (MBA or advanced degree preferred).
- 10+ years’ progressive experience in commercial leadership within FMCG, with at least 6 years in a senior management role.
- Proven track record of driving revenue growth, managing partnerships, and delivering strong business results.
- Strong understanding of FMCG value chain, distribution networks, and retail landscapes (traditional trade, modern trade, e-commerce).
- Exceptional negotiation, communication, and stakeholder management skills.
- Demonstrated ability to lead and inspire high-performing teams.
- Analytical mindset with strong business acumen and strategic thinking.
Key Competencies
- Commercial & Financial Acumen
- Strategic Leadership
- Negotiation & Influencing
- Market Development & Expansion
- Relationship & Stakeholder Management
- Execution Excellence & Results Orientation
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