JOB SUMMARY

The Commercial Manager is a senior leadership role responsible for driving sustainable revenue growth, market expansion, and profitability through strategic business development, client engagement, sales enablement, marketing coordination, and tender management. The role provides national commercial leadership, ensuring alignment between corporate strategy and commercial execution, while building a high-performing, accountable commercial team.

KEY RESPONSIBILITIES

Business Development and Market Expansion

• Identify, evaluate, and pursue new business opportunities and untapped markets.
• Develop and implement strategies to increase revenue growth and market share.
• Lead national commercial expansion initiatives across all operational regions.
• Build and maintain strategic relationships with key stakeholders, partners, vendors, and government entities.
• Ensure business development activities are aligned with overall corporate strategy.

Client Relationship Management and Engagement

• Drive client acquisition, retention, and long-term relationship management.
• Maintain strategic relationships with key and strategic accounts.
• Lead structured client engagement and feedback sessions.
• Ensure high levels of customer satisfaction through proactive engagement and issue resolution.
• Represent the Company at official industry events and stakeholder forums.

Sales Enablement and Performance Management

• Set and monitor clear performance targets for the commercial team.
• Coach, mentor, and develop commercial staff to achieve and exceed targets.
• Drive structured lead generation, pipeline management, and conversion processes.
• Ensure accurate and up-to-date sales tracking through CRM systems and dashboards.

Tender and Proposal Management

• Provide strategic oversight of bids, tenders, RFQs, and EOIs.
• Ensure timely, compliant, and competitive submission of proposals.
• Lead post-tender reviews and integrate lessons learned.
• Maintain an accurate and up-to-date tender and bid database.

Marketing Strategy and Brand Management

• Lead the development and execution of marketing and brand visibility strategies.
• Oversee digital marketing initiatives and performance.
• Ensure consistency of branding and messaging across all platforms.
• Evaluate and report on ROI of marketing and promotional campaigns.

Strategic Planning and Commercial Risk Management

• Contribute to long-term commercial and growth strategies.
• Oversee commercial budgeting in collaboration with Finance.
• Identify and mitigate commercial, contractual, and credit risks.
• Ensure compliance with financial, legal, and regulatory requirements.

Innovation, Process Improvement and Digital Transformation

• Champion the adoption of digital tools to enhance commercial efficiency.
• Drive CRM utilisation, analytics, and automation initiatives.
• Implement continuous improvement initiatives to enhance productivity and data integrity.

Team Leadership and Cross-Functional Collaboration

• Lead, motivate, and manage a national commercial team.
• Conduct regular performance reviews and development planning.
• Foster collaboration with Finance, Operations, Technical, and Production teams.
• Build a performance-driven and accountable commercial culture.

Reporting and Data-Driven Decision Making

• Prepare and submit accurate commercial performance reports.
• Analyse sales, market, and customer data to inform strategic decisions.
• Ensure real-time dashboard visibility of commercial performance

QUALIFICATIONS AND EXPERIENCE

• Bachelor’s Degree in Business Administration, Marketing, Commerce, or related field.
• Master’s Degree or MBA is an added advantage.
• Minimum of 10 years’ experience in commercial, sales, or business development roles.
• Demonstrated experience in tendering, proposal writing, and contract negotiation.
• Strong leadership, analytical, and stakeholder management skills.
• Proficiency in CRM systems, Microsoft Office, and digital marketing tools.

Key Performance Areas (KPAs) and Key Performance Indicators (KPIs)

Commercial Performance

• Reduction in overdue receivables
• Compliance with commercial and contractual controls

Innovation and Digital Transformation

• CRM adoption and data accuracy
• Process improvements implemented
• Automation and efficiency gains

Leadership and Collaboration

• Staff engagement and retention
• Cross-functional alignment effectiveness
• Performance review completion rates

• Identify, evaluate, and pursue new business opportunities and untapped markets.
• Develop and implement strategies to increase revenue growth and market share.
• Lead national commercial expansion initiatives across all operational regions.
• Build and maintain strategic relationships with key stakeholders, partners, vendors, and government entities.
• Ensure business development activities are aligned with overall corporate strategy.
• Drive client acquisition, retention, and long-term relationship management.
• Maintain strategic relationships with key and strategic accounts.
• Lead structured client engagement and feedback sessions.
• Ensure high levels of customer satisfaction through proactive engagement and issue resolution.
• Represent the Company at official industry events and stakeholder forums.
• Set and monitor clear performance targets for the commercial team.
• Coach, mentor, and develop commercial staff to achieve and exceed targets.
• Drive structured lead generation, pipeline management, and conversion processes.
• Ensure accurate and up-to-date sales tracking through CRM systems and dashboards.
• Provide strategic oversight of bids, tenders, RFQs, and EOIs.
• Ensure timely, compliant, and competitive submission of proposals.
• Lead post-tender reviews and integrate lessons learned.
• Maintain an accurate and up-to-date tender and bid database.
• Lead the development and execution of marketing and brand visibility strategies.
• Oversee digital marketing initiatives and performance.
• Ensure consistency of branding and messaging across all platforms.
• Evaluate and report on ROI of marketing and promotional campaigns.
• Contribute to long-term commercial and growth strategies.
• Oversee commercial budgeting in collaboration with Finance.
• Identify and mitigate commercial, contractual, and credit risks.
• Ensure compliance with financial, legal, and regulatory requirements.
• Champion the adoption of digital tools to enhance commercial efficiency.
• Drive CRM utilisation, analytics, and automation initiatives.
• Implement continuous improvement initiatives to enhance productivity and data integrity.
• Lead, motivate, and manage a national commercial team.
• Conduct regular performance reviews and development planning.
• Foster collaboration with Finance, Operations, Technical, and Production teams.
• Build a performance-driven and accountable commercial culture.
• Prepare and submit accurate commercial performance reports.
• Analyse sales, market, and customer data to inform strategic decisions.
• Ensure real-time dashboard visibility of commercial performance

• Strong leadership skills
• Analytical skills
• Stakeholder management skills
• Proficiency in CRM systems
• Proficiency in Microsoft Office
• Proficiency in digital marketing tools

• Bachelor’s Degree in Business Administration, Marketing, Commerce, or related field.
• Master’s Degree or MBA is an added advantage.
• Minimum of 10 years’ experience in commercial, sales, or business development roles.
• Demonstrated experience in tendering, proposal writing, and contract negotiation.