Commercial Manager

Roles and responsibilities

1. Strategic Planning and Business Development

• Develop and implement commercial strategies aligned with the company’s goals.
• Identify new market opportunities, partnerships, and business expansion prospects.
• Conduct market research and competitor analysis to inform strategic decisions.
• Support the development and launch of new products or services to increase revenue streams.

2. Revenue and Profitability Management

• Set and monitor sales and profitability targets, ensuring that revenue goals are met.
• Analyze financial data to assess business performance and identify areas for improvement.
• Drive pricing strategy and negotiate contracts to maximize profit margins.
• Monitor and manage budgets to optimize costs and profitability.

3. Sales and Account Management

• Lead and support the sales team in achieving sales targets and building customer relationships.
• Oversee key account management, ensuring client needs are met and customer satisfaction is high.
• Identify opportunities to upsell and cross-sell products or services to existing clients.
• Establish long-term relationships with key clients, acting as a point of contact for strategic accounts.

4. Contract Management and Negotiation

• Draft, review, and negotiate contracts with clients, suppliers, and partners.
• Ensure contracts are commercially sound, legally compliant, and align with business objectives.
• Manage contract renewals, modifications, and terminations, mitigating any potential risks.
• Collaborate with legal and compliance teams to address contractual and regulatory requirements.

5. Cross-Functional Collaboration

• Work closely with finance, marketing, product, and operations teams to support commercial objectives.
• Coordinate with the product team to align product offerings with market demands.
• Collaborate with marketing to create and execute strategies for brand visibility and market penetration.
• Ensure smooth communication across departments to align on commercial priorities.

6. Risk Management and Compliance

• Identify, assess, and mitigate commercial risks, including financial, contractual, and operational risks.
• Ensure all commercial activities comply with industry regulations, legal standards, and company policies.
• Monitor market and regulatory changes, adapting strategies to remain compliant and competitive.
• Develop contingency plans to address potential risks and maintain business continuity.

7. Team Leadership and Development

• Manage and mentor the commercial team, providing guidance on best practices and career development.
• Set performance objectives, monitor progress, and conduct regular evaluations for team members.
• Encourage continuous learning to keep the team updated on market trends and industry standards.
• Promote a collaborative, results-driven culture within the commercial department.

8. Reporting and Performance Analysis

• Prepare and present regular reports on commercial activities, performance metrics, and market trends.
• Analyze sales and profitability data to evaluate commercial effectiveness and identify opportunities for improvement.
• Provide insights to senior management to inform strategic planning and business decisions.
• Establish KPIs to measure commercial success and track progress toward goals.

9. Customer Relationship Management

• Develop and implement strategies to improve customer satisfaction and retention.
• Gather customer feedback to inform product or service improvements.
• Manage customer complaints or disputes, ensuring timely and satisfactory resolutions.
• Build and maintain strong relationships with clients, partners, and stakeholders.

Desired candidate profile

1. Educational Background

• Bachelor’s degree in Business Administration, Finance, Marketing, or a related field.
• A Master’s degree (MBA) or relevant professional certifications (e.g., Chartered Institute of Purchasing and Supply [CIPS], Certified Commercial Contracts Manager [CCCM]) is a plus.

2. Experience

• 5-10+ years of experience in commercial management, business development, or sales management.
• Proven track record of driving revenue growth and managing profitable commercial operations.
• Experience in contract negotiation, customer relationship management, and market analysis.
• Industry-specific experience (e.g., construction, manufacturing, retail, or technology) can be beneficial.

3. Commercial Acumen and Strategic Thinking

• Strong understanding of commercial principles, market dynamics, and competitive landscape.
• Ability to develop and implement effective commercial strategies that align with organizational goals.
• Experience in financial analysis, budgeting, and forecasting to inform decision-making.
• Proficient in pricing strategies and revenue optimization techniques.

4. Negotiation and Contract Management Skills

• Excellent negotiation skills with a demonstrated ability to secure favorable contract terms.
• Experience in drafting, reviewing, and managing contracts to minimize risks and maximize benefits.
• Strong attention to detail and the ability to navigate complex contractual issues.

5. Interpersonal and Communication Skills

• Strong interpersonal skills with the ability to build and maintain relationships with clients, stakeholders, and cross-functional teams.
• Excellent verbal and written communication skills to effectively convey ideas and strategies.
• Ability to present complex information clearly and persuasively to senior management and stakeholders.

6. Leadership and Team Management

• Proven leadership skills with experience in managing and mentoring commercial teams.
• Ability to motivate and inspire team members to achieve targets and deliver exceptional results.
• Strong conflict resolution skills and the ability to manage diverse teams effectively.