Commercial Director - Multinational
Pillars -
Cairo, EgyptPosted 4 years ago465Applicants for1 open position
- 391Viewed
- 8In Consideration
- 40Not Selected
Job Details
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Job Description
SCOPE AND IMPACT OF POSITION ON THE ORGANIZATION:
The role of the Commercial Manager is a high-level strategic role; the role is important for developing, implementing commercial strategies in accordance with the company objectives aiming to accelerate growth, managing, overseeing sales channels, sales support activities of CRM and customer service, and supporting marketing and innovation functions across Egypt.
KEY OBJECTIVES
- Generating Profit
- Maintaining and developing the growth of sales channels
- Penetrating new market
- Developing market share
ROLES AND RESPONSIBILITIES
- Providing leadership, direction and execution of the strategic vision of the commercial process and delivering productivity improvements tosales operations and service teams.
- Creating and introducing new sales strategies
- Defining and leading a high-performing sales force structure, operations and resources to deliver profitable growth.
- Managing commercial budgets
- Managing customer expectations and contribute to a high level of customer satisfaction.
- Accurately forecasting future sales and forming sales strategies to adapt to constant shifts in the marketplace as well as future trends in customers' needs/behavior.
- Creating, developing and delivering enablement systems and tools to support and enhance successful sales operations.
- Monitoring customers, markets and competitors activities and providing feedback to the company leadership team.
- Working closely with the marketing and innovation function toestablish successful support, channel and partner programs.
- Managing key customer relationships and participating in closing strategic opportunities.
- Maintaining good relationships with customers, contractors, consultants, designers, architects and developers through scheduling regular contact and visits.
- Accurately forecasting future sales and forming sales strategies to adapt to constant shifts in the marketplace as well as future trends in customers' needs/behavior.
- Create a culture of success and ongoing business and goal achievement. QUALIFICATIONS
Notes:
- The job requires traveling across country according to scheduled customers meetings, events, and exhibitions.
Job Requirements
EXPERIENCE / KNOWLEDGE
- 15+ years of commercial management/ leadership experience at a high executive level in a multinational sanitary wares / building materials organization.
- Successfulcommercial operations leadership with strong cultural affinity.
- Strong commercial awareness of the local market.
- Proven in driving and implementing successful change programmes in challenging or diverse environments.
- Successfulpeople management and organization with challenging workforces. Business / Commercialacumen
- Proven leadership, communication, project management, and influencing skills.
- Keen understanding of how sales people work.
- Experience building systems that enable sales people and the organization as a whole to monitor key metrics to improve sales productivity and revenues.
- Ability to perform in a high-pressure environment juggling and executing on multiple priorities.
- Experience leading and/or direct involvement in large-scale commercial programs.
- Analytical and strategic thinking skills.
- Ability to simplify the use of a sales operations system to help ensure the information gathered is valuable, usable and helps improve sales knowledge, productivity and outcomes.
- Real world sales experience the ability to leverage your own selling experiences to help build a system that sales people can use daily to improve all aspects of their business.
- Ability to deal with ambiguity, strategic agility, manage diversity and drive for results.
- Strong commercial awareness
SPECIFIC SKILLS:
- Extensive experience of sales techniquesand tools along with the ability to advocate and develop these skills across the sales workforce
- The ability to manage through systems and metrics.
- Capable of building information networks – stimulating information flow and best practices across the company.
- Demonstrated track record of driving for action and results; both process and result mind set oriented.
- Analytical and innovative thinker with proven project management skills with ability to prioritize and multi-task projects and assignments to attain highest potential result
- Committed to continuous improvement through empowerment and drive decision-making to appropriate positions
- Committed to managing by facts and data-driven decisions
- Cross functional Projects Leadership
BEHAVIOURAL SKILLS:
- Dynamic with high energy levels.
- Outstanding persuasion skills.
- Highly driven and motivated by results
- A confident and determined approach
- Resilience.
- The capacity to flourish in a competitive environment
- Ability to build rapport easily with customers from different backgrounds.
- Clear leadership skills, able to commend respect
- Proven decision making ability.
- The ability to influence and effectively lead diverse initiatives; true coach and mentor.
- Collaboration across work teams.
- Ability to initiate and drive change.
MEASURES OF PERFORMANCE
- Sales performance based on Sales KPI’s:
- Sales Targets / DSO / Margins / KAM Product Mix and Activations targets
- CRM KPI’s (Pipeline Development / Leads Development and Quantification)
- Develop and Maintain Business Links with the Top Developers and Architect offices.
Capabilities
- Commercial Management
- Markets understanding and Relationships
- Customer understanding and Relationships
- Channel and Customer Strategy and Planning
- Selling and Influencing
- Resource Planning and Organisation
- Change Management
Language Skills
- The ability to respond to communicate in effective English and Arabic language; verbally and written.
