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

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.

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.