Commercial Manager

Job description / Role

Job Purpose:

The main purpose of the role is to drive sales, market shares and brand equity by developing effective business strategies and executing focused activity programs to deliver agreed targets.

Ensure critical planning and implementation of visibility programs and country wide channel distribution, execution of product launches and consumer promotions, identification of training opportunities.

Accountabilities:

- Action Planning & Implementation:
Development of the country strategy and operational plans in close co-operation with the distributor and the BDF MENA team - in line with corporate strategic guidelines.
Achievement of annual and monthly KPIs and targets.
Plan, allocate & control country specific budget allocations in line with the Sales strategy.
Plan, negotiate, and execute the annual promotional calendar / trade events and local marketing activities in the country and provide thorough evaluation afterwards.
Provide the distributor with recommendations for inventory planning and replenishment for optimized supply chain.
Review and maintain agreed pricing policies in all trade channels, except Duty Free.
Execute distribution drives and visibility programs in line with overall BDF MENA objectives.
Effective roll-out of product launches and in-market activities.
Establish territory best practices and actively sharing them with all sales team members.

- Sales Forecasting:
Forecast with Distributors IMS targets derived from actual sales by channel and by category.
Develop with marketing assumptions and calculations of volumes and values.

- Liaison with Distributors network & Key Accounts:
Visit key accounts on a regular basis.
Negotiate pricing, listing, visibility and contractual arrangements in line with the country annual plan & BDF MENA strategy.
Provide input to annual key account reviews for contract formalization.

- Trade Visits:
Conduct regular trade visits with sales force in each trade channel.
Provide BDF MENA and distributor with a monthly journey plan to allow for structured and effective trade visitation and submit field accompaniment forms when working directly with distribution force.

- Market Research Analysis:
Pro-actively collate consumer/trade information and specific market research data (MRD).
Authenticate where possible MRD provided by auditing houses.

Requirements

Excellent verbal and written communication in English, Arabic and French are mandatory
BA in Business Administration and/or Marketing from an accredited university
A minimum of 5 years sales experience in one of the relevant territories (or similar territories) with a leading FMCG company. Additional experience in consumer or trade marketing is an advantage.
High performance track record in managing a Distributor within the region whilst working with a Principal.
High proficiency in MS Office applications with emphasis on advanced Excel.
Knowledge of SAP is an advantage.

About the Company

Every day, our global brand icons, such as NIVEA, Eucerin and Hansaplast, make more than 500 million consumers in over 70 countries feel good in their skin. Care for consumers and our people worldwide is what has driven us all the time. More than 130 years ago, we invented modern skin care, kept continuously innovating it and still have a clear business focus on it. This is what has made us today's No.1 skin care company in the world. Across the Middle East and North Africa, our brands hold many no. 1 market positions. We strive to reinforce these positions by growing in strategically selected markets and convincing our customers by continuously providing the latest product innovations. In this regard, we continue to count on intensive research, state-of-the-art technologies, perfect marketing strategies and above all our competent and dedicated employees.

Learn more about us and our job opportunities on our LinkedIn company page and our website - Join Beiersdorf!