Cape Town: Commercial Manager (Agri Sector) posted by Merand Corbett & Associates

Technical Skills

• Strategic Planning and Market Analysis
• Financial Acumen
• Stakeholder Relationship Management
• Data Analysis
• Product Lifecycle Management
• Team Leadership and Development

Critical Skills

• Taking Action
• Managing Tasks
• Pursuing Goal
• Seizing Opportunities
• Articulating Information
• Meeting Timescales
• Developing Strategies
• Directing People
• Documenting Facts
• Interpreting Data
• Establishing Rapport
• Adopting Practical Approaches
• Convincing People
• Interacting with People
• Inviting Feedback
• Team Working
• Upholding Standards

Role Tasks & Responsibilities:

Commercial Strategy Development:

• Develop and execute a comprehensive commercial strategy aligned with the company’s business goals.
• Identify market trends, customer needs, and competitor activities to inform strategic decision-making.
• Collaborate with senior management to set revenue and profitability targets, ensuring they are ambitious yet achievable.
• Establish a quarterly financial and product growth and retention plan per area and core customer, providing clear direction for sales and marketing efforts.

Sales Management:

• Lead the sales team to achieve or exceed sales targets, driving consistent revenue growth across all regions.
• Coordinate with the sales team to provide the necessary tools and support, including technical guidance and commercial strategies, to meet agreed targets.
• Establish and monitor company sales targets, delivering monthly performance reports for each salesperson and providing regular updates to senior management.
• Maintain strong relationships with key clients and partners to foster long-term business growth.
• Oversee the entire sales process from lead generation to closing deals, ensuring a customer-centric approach throughout.
• Oversee and ensure that there are sufficient TSRs to support sales in the area region. Ensure that this resource allocation is efficient and aligns with the strategic goals of the business.
• Establish strategies for increased distribution networks through the territory. This includes managing targets and allocated discounts for each distributor.

Market Analysis and Business Development:

• Conduct thorough market research to identify new business opportunities, including emerging markets and potential partnerships.
• Analyse market conditions and customer feedback to refine product offerings and pricing strategies.
• Lead initiatives to expand the company’s market presence and market segments.

Product and Service Development:

• Collaborate closely with the Technical Manager to align offerings with market demands and customer needs.
• Provide strategic input on product pricing, packaging, and positioning to enhance market competitiveness.
• Monitor product lifecycle and profitability, recommending adjustments as necessary to optimise performance.

Team Leadership and Development:

• Lead, mentor, and develop a high-performing commercial team, fostering a culture of accountability, excellence, and motivation.
• Coordinate regular training and development opportunities, ensuring the team has the skills and knowledge to succeed.
• Conduct performance appraisals, setting clear objectives, offering constructive feedback, and listening to team members to understand their motivations and challenges.

Financial Management:

• Develop and manage the commercial budget with the financial manager and management team, ensuring efficient allocation of resources to meet business objectives.
• Monitor and report on financial performance regarding sales revenue linked to the commercial strategy.
• Implement cost-saving initiatives without compromising on quality or customer satisfaction.

Stakeholder Management:

• Build and maintain strong relationships with internal and external stakeholders, including the sales team, suppliers, partners, clients, senior stakeholders, and regulatory bodies.
• Work with the Operations Manager to ensure timely availability and delivery of stock.
• Represent the company at industry events, conferences, and trade shows, enhancing the company’s reputation and visibility.
• Work closely with other departments, including marketing, finance, and operations, to ensure alignment and collaboration on commercial activities.

Compliance and Risk Management:

• Ensure all commercial activities comply with relevant laws, regulations, and industry standards.
• Identify and mitigate risks associated with commercial operations, including financial, operational, and reputational risks.
• Oversee the implementation of best practices in contract management, data protection, and customer relationship management.

***Only shortlisted candidates will be contacted***