General Manager - Commercials & Operations at DreamWorks Integrated System Limited

• As the GM Commercials in Dreamworks, you will lead the organization in income generation activities for the sales and commercial sector. He/she will set targets, drive income generation and work across the organization to manage the delivery of sales and commercial Business expectations.
• The role holder will have overall responsibility of the business’ day-to-day and long-term sales and commercial activities; coordinate the sales and commercial teams and collaborate with key Line Managers to resolve sales and commercial issues.

Key Responsibilities

Revenue Performance:

• Achieve the set goals and objectives for the Commercial Department and the entire sales channels.

Strategic Execution:

• Lead the development of the overall Sales and Commercial Strategy, goals and objectives for the business and manage its implementation; including developing existing relationships with key industrial partners to create new sales and commercial opportunities.
• Develop and oversee the implementation of plans for expansion and business development as well as strategies to accelerate business growth.

Business Modelling

• Direct the extensive understanding of business model, growth models and identification of sales and commercial opportunities.
• Implement robust new business processes across the organization aimed at identifying new sales and commercial opportunities and efficiencies in line with the business goals.
• Implement a rigorous analysis of existing customer needs, trends and forecasts within the value chain in search of value-adding and new service opportunities.

Performance Management:

• Oversee revenue generation and diversification of income streams for the business while encouraging business growth and performance across all commercial channels.
• Develop metrics to monitor the performance of sales and commercial activities; Analyze the business performance, including profitability, revenue pricing and cost of goods in comparison to market prices.
• Utilize analytics to create action plans that are based on data and statistics and interpret business results against targets, reporting the results to the senior management team on the performance.
• Oversee the performance of the sales team across the country, build retention and route optimization to ensure that Dreamworks is regularly serviced and buy across the channel.

Business Intelligence

• Advise the framework for business intelligence reporting; support the wider business needs with compiling data and information to assist with continuous improvement developments and improving business performance.
• Review data to identify trends or opportunities to reduce costs, improve revenue and improve business performance.

Business Advisory

• Play a lead role in advising the around pricing of sales and commercial contracts
• Coordinate with the Supply chain and Products team to develop risk assessments and pricing structures for products to work toward commercial efforts.
• Identify cost-effective and sales and commercial opportunities for service & process improvements and ensure implementation in the business.

Budget Management

• Manage the expenditure of the sales and commercial budget across the year, oversee expenses and revenue to create financial returns and business growth.
• Support financial planning and budgeting for the business based on market & revenue data and analytics.

Sales and Operation Planning

• Provide leadership to the S&OP process ensuring that markets through bottom-up approach put together demand plans per SKU/Brand/Category in line with the Business growth plans and track weekly performance to ensure targets are achieved.

People Management

• Provide leadership to the direct reports including scheduling frequent one on one meetings, conducting monthly performance appraisals and driving a high-performance culture within the team.
• Recruitment of sales and commercial team members, identifying roles & success profile definition and interviewing.
• Contribute to a sustainable positive workforce environment and culture through collaborative leadership, open communication and teamwork.
• Collaborate with the HR Leadership to provide an enabling environment where successful sales team can thrive.

Stakeholders Management

• Develop strong relationships with different departments within the company to ensure everyone is working toward the same targets and goals.
• Ensure alignment with the sales and commercial strategies that reflect immediate business requirements and potential business development opportunities.

Minimum Requirements & Key Skills

• A bachelor’s degree in Business Administration, Marketing or a related subject/field;
• A master’s degree will be an added advantage;
• A minimum of 10 years relevant experience with at least 8 years in a similar position in Retail, Distributions Sales or FMCG dealing on multiple skus.
• Strong financial analysis experience and sales/commercial (acumen) experience including financial modelling is a plus;
• Extensive understanding of business growth models and the ability to foresee sales and commercial opportunities;
• Excellent relational skills, working tirelessly to build and maintain beneficial partnerships with key stakeholders;
• Strategic development and critical thinking skills with experience supporting the setting financial targets, developing budgets, and monitoring compliance;
• Ability to collaborate with and coordinate diverse teams (Products & Supply chain, marketing, sales, customer service, etc.);
• Working knowledge of how to conduct market research and analysis including the creation of detailed business plans and frameworks.
• Understand existing customer relationships and their requirements to ensure they are being met;
• Outstanding commercial, sales and business development skills and proven ability to develop commercial strategies that improve business performance
• Proven success of managing / implementing new business pipelines and translates them to revenue.
• Ability to manage multiple projects at the same time.

Competencies & Skills

• Result-Focused
• Strategic Orientation & Thinking;
• Sales and Commercial Acumen;
• Entrepreneurial Skills;
• Stakeholder Management;
• Analytical Thinking;
• Tech Savvy.