About the job Commercial Manager

Job summary:

The Commercial Manager is responsible for the development of all sales and marketing activities in the market. Her/his objective is to achieve maximum profitability and growth of the division in line with the company's vision and values. The Commercial Manager reports directly to the Managing Partner on all division development, including but not limited to sales activities: forecasts, orders, assessment, and development of actual and new products. The Commercial Manager liaises with the Brand Executive to achieve the turnover by brand and to manage orders, forecasts, and action plans for point of sale.

Main Responsibilities:

Sales:

Create and develop the sales strategy for the market, in line with the sales goals agreed for the Brands, and ensure attainment of the company's sales goals and profitability.
Initiate and coordinate development of action plans in the point of sales.
Provide timely feedback to OM regarding Sales performance.
Manage client relationships in all matters, from presentation of new products to problem solving at the point of sale.
Negotiate and close deals, and support the brand executive in all deals.
Support the brand executive in advising retailers and wholesalers on company's policies and operating procedures to ensure functional effectiveness of business.
Coordinate with OM, provide timely and competitive pricing and discount rates to reduce stock.
Maintain accurate records of all pricings, sales and activity reports submitted.
Consolidate and report to OM on a monthly basis sales reports and provide periodic analysis on sell in.
Collect customer feedback and market research in coordination with the brand executive.
Monitor and provide feedback of activities and strategies implemented by competitors that affect our competitive advantage.
Direct understanding of client needs, and keep a comprehensive customer database.

Commercial:

Consolidate and report to OM on a monthly basis local reports and provide periodic analysis on sell out, sales & market share.
Create rapport with each client/retailer in order to sustain good working relationships.

Marketing:

Study marketplace trends in Iraq: brand ranking, market share, etc.
Monitor the competition through market surveys, pricing analysis, products comparison etc.
Plan, develop, and implement marketing strategies in the Iraqi market to achieve the designated brands objectives.
Communicate annual brand marketing plan to all retailers.
Have an accurate awareness of brand principles and communicate the same to all clients.
Determine and manage the marketing budget in coordination with the division manager.
Responsible for the A&P as agreed with the supplier and internally
Determine and manage the marketing budget in coordination with the division manager.
Present and update the suppliers on the current situation of the Iraqi market.
Liaise with the internal merchandising department for good execution of animations.

Merchandising:

Follow up with the brand executive on all matters related to brand merchandising.

Forecasts and logistics:

Follow up and approve all related to placing the order.
Follow up with the brand executive on all shipment schedules.
Responsible for the stock along with the brand executive to ensure that the dormancy is kept to a minimum.
Review the entire stock levels along with the business analyst and brand executive.
Coordinate with the OM on marketing budgets and approval of expenses.

CRM:

Direct understanding of client needs and keep a comprehensive customer database.
Implement the fidelity card program as per the operations manager's plan.

Performance:

Make recommendations on hiring, termination, promotion, and discipline as required.
Liaise with the HR department to evaluate the team division as per the performance appraisal policy, including but not limited to training, and performance.
Ensure identification and proper development and recognition of talents within the unit assigned.

Skills & Competencies:

· Destination & Compass: Has written business goals, has written strategic plan, writes compelling SMART goals and is committed to them, knows what must be done and why, has a developed action plan and follow the action plan, has determined possible obstacles and has a plan to deal with the obstacles, has check points and debriefs daily, and continuously monitors performance in sales closures.

· Outlook: Believes in self, the company, and marketplace, and is passionate about learning and growing. Takes responsibility for own success, doesn't externalize, accepts challenges, does not take no as failure, but as an opportunity to succeed.

· Communication: Creates and sustains ongoing forums that encourage two-way communication opportunities; demonstrates and promotes positive prospect, client, and work relationships; proactively addresses and manages conflict and disputes; works to achieve constructive resolution. - Oral Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings. - Written Communication - Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information.

· Sales Acumen: Doesn't take things personally, knows what to say or do at the appropriate time; Is cool under pressure and is prepared for whatever the prospect or client does or says; Doesn't strategize "on the fly", doesn't over analyze, and stays in the moment; Asks thoughtful questions, displays effective listening, demonstrates product value; Is tenacious, maintains continuous contact with prospects and clients to establish need(s); Demonstrates effectiveness in linking product features/benefits to prospect or client needs

· Results Orientation: Makes fact-based decisions and follows through to completion, analyzes and uses data to achieve sales goals, drives execution, initiates action and follow-ups to successful completion, effectively demonstrates how solutions will solve prospects or clients problem(s), continuously conducts post call debriefs and performs pre-call strategies.

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