Commercial Director

Job description / Role

The Commercial Director is responsible for leading the commercial strategy, sales, and distribution of dairy products across the entire country. This includes managing both regional and national-level operations to maximize sales performance, market share, and customer satisfaction. The role involves working closely with internal teams and external distributors to ensure the smooth distribution of dairy products, manage relationships with key customers, and drive the overall growth of the dairy product portfolio. The Commercial Director will also focus on market expansion, product positioning, and optimizing pricing strategies to compete effectively in both North and South Iraq.

• Market Dynamics: Navigating a competitive dairy market in Iraq, where both local and international dairy brands are vying for market share.
• Regional Disparities: Understanding and adapting to regional differences between North and South Iraq, including cultural preferences, economic conditions, and retail landscape variations.
• Supply Chain and Distribution: Ensuring efficient logistics and distribution across diverse geographical regions, addressing challenges like transportation infrastructure and regional demand fluctuations.
• Consumer Behavior: Identifying and responding to changing consumer trends and demands in dairy products, ensuring that the product offering aligns with consumer expectations.
• Regulatory Compliance: Staying compliant with both local and national regulations governing the dairy industry, including food safety standards and labeling requirements.
• Brand Differentiation: Ensuring that the company's dairy products stand out in a competitive market and effectively communicate the quality and benefits to consumers.
Time: spends 80% of its time in the field with Sales team and engaging in market activities, while dedicating 20% of its time in the office for report gathering and performance evaluation


Develop and Implement Commercial Strategy
• Create and execute the commercial strategy for the Rasan dairy product portfolio across Iraq (North and South), ensuring alignment with the company’s overall objectives and market expansion goals.
Leadership and Team Management
• Lead, coach, and manage the commercial team to drive sales performance and achieve targets, fostering a high-performing and motivated team.
Supply Chain and Distribution Optimization
• Oversee and optimize supply chain and distribution channels, ensuring the availability, quality, and timely delivery of dairy products to retailers and customers.
Customer Relationship Management
• Manage key customer relationships, negotiate contracts, and ensure customer satisfaction with the product offerings, strengthening long-term partnerships.
Pricing Strategy Development
• Develop and implement competitive pricing strategies for dairy products, balancing market position with profitability.
Market Monitoring and Strategy Adjustment
• Monitor market conditions, competitor activities, and consumer behavior to refine strategies and capitalize on emerging business opportunities.
Cross-Department Collaboration
• Collaborate closely with marketing, operations, and finance teams to ensure commercial strategies are integrated with the broader business objectives.
Promotional Campaigns and Initiatives
• Provide leadership and direction in managing promotional campaigns and other commercial initiatives to drive brand awareness and product sales.
Sales and Distribution Strategy
• Set the right sales and distribution strategy to optimize market coverage and ensure effective reach of dairy products in all regions.
Reporting and Strategic Proposals
• Report to the General Manager on commercial performance, market trends, and challenges, offering actionable insights and strategic initiatives for continuous improvement.
Distributor Contract Management
• Prepare and negotiate favorable contracts with distributors, ensuring mutually beneficial terms that support sales growth and product distribution.

• Achievement of sales and revenue targets for dairy products across Iraq (North and South).
• Market share growth in the dairy sector within Iraq, including penetration in both established and new markets.
• Customer acquisition, retention, and satisfaction metrics.
• Effective distribution and logistics management, ensuring product availability across all regions.
• Success of promotional and marketing campaigns for dairy products.
• Profitability of the dairy product portfolio, including pricing and cost management.
• Team performance, including meeting or exceeding commercial goals set for the team.
• Regulatory compliance and quality control within the dairy supply chain.

Education:
• Bachelor’s degree in Business Administration, Marketing, Sales, or a related field.
• MBA or advanced degree in a relevant field (preferred).

Experience / knowledge required

• Minimum of 8-10 years of experience in commercial management or sales leadership, with at least 5 years in a senior management position within the FMCG (Fast-Moving Consumer Goods) sector, specifically in dairy products or food industries.
• Proven track record of leading commercial teams and driving revenue growth in both North and South Iraq or similar regions with diverse market conditions.
• Strong understanding of the dairy industry, including product development, market trends, and customer demands.
• Experience in managing complex distribution networks and navigating logistical challenges in Iraq or similar markets.
• Strong background in managing key customer relationships, negotiating contracts, and securing long-term partnerships.
• Demonstrated success in developing and executing pricing strategies to drive sales and margin growth.
• Knowledge of local regulations, standards, and compliance requirements within the dairy industry.

Technical competencies
• Proficiency in CRM systems, commercial performance tracking tools, and data analysis software.
• Strong financial acumen with the ability to manage budgets, forecasts, and profitability targets.
• Expertise in sales and marketing strategies, including digital marketing, retail promotions, and direct sales.
• Experience with market research and competitive intelligence to guide decision-making.
• Familiarity with supply chain management and logistics for food products, especially dairy.
• Understanding of product lifecycle management, including pricing, packaging, and product positioning.

Behavioral competencies:

• Strong leadership and people management skills with the ability to motivate and develop a high-performing team.
• Excellent communication and negotiation skills, with the ability to influence internal and external stakeholders.
• Strategic thinker with the ability to adapt to changing market conditions and customer demands.
• Problem-solving mindset with a focus on finding innovative solutions to business challenges.
• High levels of integrity and professionalism in dealing with customers, partners, and employees.
• Strong cultural awareness and the ability to navigate the diverse socio-economic and political landscape of Iraq.

Required Trainings

• Advanced sales and negotiation skills training.
• Supply chain management and logistics training specific to the FMCG and dairy sector.
• Regulatory compliance and quality control training for food and dairy products.
• Leadership and team management training, focusing on cross-functional collaboration.
• Product knowledge and training specific to dairy products and the company’s portfolio.

About the Company

In alignment with our commitment to enhancing the well-being of humanity and actively participating in the process of improving lives, Halabja Group of Companies is embarking on an ambitious endeavor – the construction of the Rasan Food Industry Project. Located in Halabja, this visionary project represents our dedication to catalyzing economic growth, fortifying agriculture, and invigorating the farming sectors in Kurdistan and Iraq.

The primary objective of the Rasan Food Industry is to construct a state-of-the-art facility that will focus on the production of dairy products and fresh juices. Our paramount aim is to provide consumers with healthy, high-quality food options. This project is poised to be one of the largest and most advanced production facilities in the Middle East.