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South Africa: COMMERCIAL MANAGER (HORECA) posted by Indian Ocean Export Company

South Africa: COMMERCIAL MANAGER (HORECA) posted by Indian Ocean Export Company

Posted on 2025-07-15 00:00:00

Job Summary

APEX seeks an experienced and strategic Commercial Manager (HORECA) to join their team.

Purpose of the role:

The Commercial Manager (HORECA) is a critical cross-functional role responsible for Sales dept management, accurate forecasts, aligned procurement schedules, controlled cash flow, and efficient import logistics. This is a high-accountability role requiring strong analytical skills, commercial awareness, and operational follow-through. The position is based in Seychelles and supports the import of fast-moving consumer goods (FMCG) from South Africa and other regions. This vital role requires the ideal candidate to have a strong background in FMCG supply chain management.

Key Responsibilities:

Sales Team Management

  • Drive the commercial HORECA targets for the company and ensure consistent achievement through effective planning and execution.
  • Execute strategies for talent acquisition, employee development, and retention.
  • Lead, inspire, and develop high-performing commercial teams, ensuring clear communication and alignment with company objectives.
  • Ensure the HORECA Sales Team have clearly defined performance targets, KPIs, structure and support to achieve their goals, deadlines and responsibilities.
  • Ensure the HORECA Sales Team meets performance targets and KPIs.
  • Ensure the HORECA Sales Team build and maintain strong relationships with key customers, distributors, and retailers to maximize sales and market penetration.
  • Drive communication, monitoring, mentoring and training of HORECA Sales Team.
  • Proactively analyze Sales, develop insights and react to changing global and local market conditions, customer behaviors, macro-economic factors that are relevant to the business.
  • Mentor team members to drive accountability, high engagement, and personal growth.

Sales Forecasting & Demand Planning

  • Develop and maintain accurate, rolling sales forecasts in collaboration with the Sales team using rate-of-sale analysis, promotional calendars, seasonal factors, and historical data.
  • Ensure forecast accuracy through regular reconciliation against actuals and market dynamics.
  • Provide visibility to leadership on demand shifts, forecast risks, and assumptions.

Procurement Planning

  • Convert demand forecasts into detailed procurement plans, aligned with supplier lead times, minimum order quantities, shipment schedules, and stock holding targets.
  • Work with the Procurement team in South Africa (IOEC) to place and manage orders based on the approved procurement schedule.
  • Monitor supplier performance and flag any risk of stockouts or overstocking.
  • Maintain a central overview of shipment status, including ETAs, documentation, and clearance readiness.
  • Oversee the tracking of all placed orders through to delivery in Seychelles, coordinating with procurement, freight forwarders, and customs agents.

Cash Flow Forecasting

  • Collaborate closely with the Finance team to build forward-looking cash flow forecasts tied to procurement schedules, payment terms, and shipment timelines.
  • Support the Finance function with procurement and logistics inputs into monthly, quarterly, and annual financial planning.
  • Track and report on actual cash outflows related to procurement versus forecasts.
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Pricing Management

  • Collaborate with Sales, Procurement, and Finance to maintain and update pricing models.
  • Monitor landed cost changes (e.g., exchange rates, shipping, duties) and assess pricing implications.
  • Ensure pricing remains aligned with business strategy, margin targets, and cost fluctuations.
  • Provide pricing recommendations based on forecasted and actual cost inputs.

Reporting & Business Insights

  • Own and produce regular reporting on:
    • Pricing impact analyses
    • Sales forecasts and actuals
    • Procurement activity
    • Inventory status
    • Shipment tracking
    • Cash flow forecasts
  • Provide clear, actionable insights to management

Minimum Requirements for the role:

Skills & Experience:

  • Minimum 7 years experience in Sales Management, supply chain planning, demand forecasting, or commercial operations within a wholesale or distribution organization concerned with the supply of perishable foods products specifically to hotels, restaurants, cafes, bars, and catering companies (HORECA) industry.
  • Strong experience with landed costs calculation, product pricing strategies and supplier cost structures.
  • Experienced in import/export processes, customs and shipping procedures.
  • Demonstrated ability to build cash flow models and manage procurement timelines; managing cross-functional planning processes that span Sales, Finance, and Procurement.
  • Advanced Excel and strong competency in ERP, reporting, or planning tools.

Personal Attributes:

  • Highly analytical and numerically minded, with a commercial orientation.
  • Exceptionally detail-oriented with a methodical, structured working style.
  • Strong ownership mindset accountable, proactive, and self-motivated.
  • Excellent communicator and cross-functional collaborator.

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