About the position
Our client is a dynamic and ambitious family owned and run export trading business based in Durban that has been in existence for the last 52 years. They specialize in the export of FMCG's, fruit and vegetables, meat, wines and building materials to over 55 countries throughout the world.
They are looking for a dynamic Commercial Manager who will play a critical role in overseeing and managing the Business Development Managers (BDMs) within designated markets.
You will define and implement market strategies, optimize BDM performance, and drive commercial growth through collaboration with cross-functional teams.
This role requires a high level of leadership and cross-departmental collaboration to ensure the success of the team and the company’s commercial objectives. The Commercial Manager will report directly to the Commercial Director.
KEY RESPONSIBILITIES
- The Commercial Manager will be responsible for Defining, developing, and implementing commercial strategies for the regions under the management of the Business Development Managers (BDMs). The individual will ensure the alignment of these strategies with the company’s overall objectives, adapting as necessary based on market conditions.
- The commercial manager will be responsible to lead and support the BDMs to ensure they achieve their market objectives. Regularly assess their performance, providing coaching, feedback, and tools to drive success. They will address performance gaps and ensure BDMs are fully equipped to execute on their responsibilities.
- They will work closely with Category Managers, Senior Freight Managers, Senior Buyers, Export Service Managers and other key team members to align strategy and tactics that support commercial growth and optimize the performance of BDMs.
- Partner with Operations and Logistics to ensure alignment between commercial strategies and operational capabilities.
- Collaborate with the Head of Marketing to ensure that marketing initiatives and brand strategies align with the commercial objectives and target markets.
- This individual will take full ownership of the commercial growth in assigned regions, continuously looking for opportunities to expand market share, develop new business, and improve performance. This includes identifying trends, competitor analysis, and responding to changes in the market environment.
- The commercial manager will work with the BDMs to optimize processes and workflows. Leverage technology, tools, and best practices to enhance the overall productivity and performance of the BDMS.
- The commercial manager will act as the key point of contact between the BDM team and the commercial director. Regularly report on performance, market trends, and challenges, providing clear and actionable insights to executives.
- Team Development and Training: Lead initiatives to build the capabilities of the BDM team, ensuring they are well-trained, motivated, and capable of executing on their responsibilities. Encourage continuous learning and skill development.
- Risk Management: Making critical decisions on risk exposure, managing debt collection processes, and establishing clear payment terms. Proactively assessing potential risks, determining appropriate actions to minimize financial losses, and negotiating favorable payment terms with clients to ensure timely and efficient collections
Travel: Travel according to the needs of the business as and when necessary.
KEY RELATIONSHIPS:
INTERNAL
- Category Managers: Ensure that product strategies align with market strategies.
- Export Service Manager: Collaborate with ESM on existing and future opportunities.
- Senior Freight Manager: Collaborate on logistical needs and ensure that freight operations support the overall commercial objectives.
- Operations Exec: Work closely on aligning operational processes to support BDM goals.
- Senior Buyers: Coordinate to align buying strategies with market demand and BDM goals.
- Directors / Executive Team: Provide regular updates and collaborate on strategic initiatives for company growth.
- Head of Marketing: Partner to ensure marketing campaigns are aligned with commercial objectives.
EXTERNAL:
- Suppliers, Partners, and Customers: Interact where necessary to ensure market strategies are executed effectively and to support the BDMs in their efforts to build relationships and drive business growth.
SKILLS & COMPETENCIES:
- Great leadership skills and strategic thinking who has the hunger to achieve the commercials growth needed as well as targets for the designated regions.
- This individual should have great analytical skills, communication and Problem-solving skills.
Experience & Qualifications:
- Minimum of 5 years in a commercial management role or business development position, with experience in managing teams and working with cross-functional groups.
- Experience in the export, logistics, or supply chain industry is highly desirable.
- Proven track record of strategic growth, optimizing team performance, and managing complex, multi-departmental projects.
- Bachelor’s degree in business administration, Marketing, Supply Chain Management, or a related field.
Desired Skills:
- Business Development Management
- Commercial Management
- Sales Management
- BDM Management
- Commercial Manager
Employer & Job Benefits:
- Good Corporate Benefits plus commission over and above package
