Head, Commercial

Job Summary

The Head of Commercial leads all sales, marketing, pricing and customer-management activities for the company's polypropylene (PP) woven sack range produced across its two factories.

The central mandate is to grow sales to non-business-unit (external third-party) customers, reducing reliance on internal and captive demand and increasing capacity utilisation, revenue and margin across both plants.

Duties & Responsibilities

Commercial Strategy and Growth:

Develop and execute a multi-year commercial strategy to grow external sales volumes and revenue share.

Identify and prioritise target segments such as cement, fertiliser, grains and agro-commodities, sugar, salt, flour, animal feed, chemicals, minerals and exporters.

Build a business case for new products, specifications and value-added offerings (e.g. laminated, printed, BOPP-coated, valve and FIBC sacks).

Assess market size, competitor positioning, pricing and share to inform targets and investment.

Sales and Business Development:

Lead new customer acquisition, tender participation and long-term supply agreements with external customers.

Develop and manage distributors, agents and channel partners, including regional coverage.

Manage key accounts to ensure retention, repeat orders and share-of-wallet growth.

Explore export markets and regional opportunities.

Pricing, Margin and Contracts:

Set pricing policy, discount structures and credit terms that balance volume growth with margin, taking account of polypropylene resin price volatility.

Negotiate and approve major contracts, ensuring commercial and legal risks are managed.

Monitor receivables and work with Finance to control credit risk and bad debt.

Two-Factory Demand and Capacity Alignment:

Work with Operations and Supply Chain to align the sales plan with capacity, product mix and lead times at both factories.

Run a regular sales and operations planning (S&OP) process and allocate orders efficiently between plants.

Feed customer specifications, quality complaints and demand signals back to Production and Quality.

Marketing, Brand and Customer Experience:

Build the company's brand and market presence through trade shows, digital channels and technical sales collateral.

Establish CRM, order-tracking and customer service standards, including on-time-in-full delivery.

Run customer feedback and satisfaction programmes.

Leadership and Governance:

Build, coach and motivate a high-performing commercial team, with clear targets and incentive schemes.

Prepare sales forecasts, budgets and management reports for the executive team and Board.

Ensure compliance with company policy, ethics and applicable trade regulations.

Qualifification & Work Experience

Bachelor's degree in Business, Marketing, Engineering or a related field; MBA or equivalent preferred.

12 or more years of commercial experience, with at least 5 years in a senior sales or commercial leadership role.

Background in packaging, plastics, polymers, FMCG or industrial B2B manufacturing; knowledge of woven polypropylene sacks is a strong advantage.

Proven record of growing third-party sales and winning large industrial accounts.

Experience managing multi-site manufacturing demand and distributor networks.

Skills & Competences:

Strategic thinking and commercial acumen

Negotiation and key-account management

Pricing and margin management in a commodity-linked environment

Data-driven decision making and CRM proficiency

Cross-functional collaboration with Operations, Finance and Quality

Leadership, coaching and talent development

Strong communication and stakeholder influence.

Key Competence Indicators

External (non-business-unit) sales volume and revenue growth versus target

Share of total sales from external customers

Number of new active customers and distributors

Gross margin and price realisation

Capacity utilisation across both factories

Customer retention, on-time-in-full delivery and complaint rate

Days sales outstanding and bad-debt levels

Sales forecast accuracy.

Work Conditions:

Regular travel to customers, distributors and both factory sites is required.

Occasional extended hours may be needed during tender and peak seasons.

go to method of application »

Minimum qualifications

BA/BSc/HND , MBA/MSc/MA

How to apply

Use the link(s) below to apply on company website.

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https://www.myjobmag.com/apply-now/1375704

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