Commercial Manager

Responsible for leading and directing the commercial sales team towards achieving maximum profitability and growth in line with company objectives.

Job Summary

Reporting to the Managing Director, the successful candidate will be responsible for leading and directing the commercial sales team towards achieving maximum profitability and growth in line with company objectives.

Key deliverables will include but not limited to:

• Leading the annual sales planning process
• Prime accountability to deliver EBITDA and to ensure Sales Teams deliver cash Contribution and Receivables targets.
• Proposal of and delivery of returns from customer related capital investment and/or business development funding programs.
• Conducting regular review and analysis of the business performance & opportunities to ensure growth and profitability
• Ensuring Credit Policy is implemented and minimize bad debts exposure.
• Maintaining cost within agreed budget
• Development and maintenance of commercial relationships with key accounts and other stakeholders
• Initiating and coordinating development of action plans to penetrate new markets
• Tracking competitive activities and engaging key stakeholders in developing actions and responses where necessary
• Implementing the channel management strategies, and managing interface with Operations
• Conducting regular trade visits with each account executive
• Supporting Account Executives in the preparation and presentation for all RFP requests
• Reviewing all customers portfolio and profitability at least annually to ensure that they are contributing positively to the bottom-line
• Managing the CSC and associated activities regarding all products sold by the Company
• Managing the annual Customer Satisfaction Survey
• Supporting the development of Operating Plans, Marketing Plans and Sales Plans.
• Maintaining the processes of active price management for the products and services in the Commercial portfolio
• Ensuring every team member has clear objectives and KPIs
• Leading, developing, and motivating staff, ensuring that required competencies and controls are in place.
• Ensuring HSSE and SGBP standards and processes are applied in Fuels, Chemicals and Lubes.
• Ensuring the team is complying with all HSSE policies in their own actions and those of their customers

Skills and Attributes:

• Good interpersonal and Relationship Management skills and competence in dealing with major clients
• General management ability
• Business Development Skills
• Pricing competency
• Strategy & Plan formulation
• Negotiation and agreement management Skills and competence
• Project Management skills
• Commercial Salespeople Recruitment & Development
• Proven capabilities in business planning and operational implementation
• Strong ability to coach, motivate and manage details
• Strong leadership ability to communicate the vision for the business and drive business results for both short and long term
• Ability to instil a culture of operational excellence and to be an agent of change
• Customer Service Management
• Excellent problem solving and analytical skills
• Sound Knowledge of Microsoft Excel
• Renewable Energy competencies would be a distinct advantage

 Qualification, Experience

• Minimum first Degree in Sales, Marketing, Business, or related discipline.
• Master’s Degree would be an advantage.
• Additionally, training in a technical area such as Chemical Engineering, Chemical Technology, or related Engineering field would be a distinct advantage
• Minimum five years’ experience in sales management, two of which should be in the petroleum industry and proven track record of success in commercial business activities
• Experience in field sales