Commercial Director

Responsibilities:

Commercial Strategy and Business Growth:

• Develop and execute medium and long-term commercial strategies aligned with organisational objectives.
  
• Set and manage revenue, sales volume, market share, margin and customer growth plans.
  
• Analyse consumer behaviour, competitor activity and market trends to identify growth opportunities.
  
• Lead commercial budgeting, sales forecasting and demand planning with Finance, Supply Chain and Operations.

Sales, Distribution and Route to Market:

• Design and expand distribution channels across general trade, modern trade, wholesale, key accounts and relevant digital channels.
  
• Build and manage distributor and channel partner relationships.
  
• Improve outlet coverage, product availability, sales productivity and market execution.
  
• Establish effective sales processes, reporting routines and technology-enabled tools for field visibility and accountability.
  
• Negotiate strategic customer relationships and commercial agreements.

Marketing, Brand and Product Development:

• Lead brand positioning, portfolio development, consumer engagement and marketing strategy.
  
• Ensure marketing expenditure is linked to measurable commercial outcomes.
  
• Use market and consumer insights to guide product, packaging, pricing and communication decisions.
  
• Coordinate commercial planning for new product development and product launches.

Pricing and Profitability:

• Develop pricing, promotional and trade investment strategies that support competitiveness and profitability.
  
• Monitor margins, product mix, discounts, trade expenditure and cost to serve.
  
• Work with Finance to improve collections, manage customer credit exposure and reduce overdue receivables.

Leadership and Business Collaboration:

• Build, lead and develop a capable commercial team with clear responsibilities and performance measures.
  
• Promote accountability, integrity, execution discipline and continuous improvement.
  
• Collaborate with Finance, Manufacturing, Supply Chain, Operations and other functions to ensure commercial plans are achievable.
  
• Contribute to executive-level business planning and decision-making.

Governance and Market Development:

• Ensure commercial activities comply with applicable Nigerian laws, industry regulations and ethical standards.
  
• Identify opportunities for market expansion and strategic partnerships.
  
• Support business integration or acquisition-related commercial activities where required.

Requirements:

• Bachelor's degree in Business Administration, Marketing, Economics, Engineering or a related discipline.
  
• An MBA or relevant postgraduate qualification is an advantage.
  
• Typically 15 or more years of progressive FMCG commercial experience, including at least five years in senior commercial leadership. Candidates with exceptional, demonstrable results may also be considered.
  
• Proven success in revenue growth, market share development, product launches and distribution expansion in Nigeria or other African markets.
  
• Strong understanding of Nigerian trade channels, distributor management, general trade, modern trade and wholesale networks.
  
• Demonstrated responsibility for commercial budgets, multi-regional teams, profitability and cash collection.
  
• Experience in packaged food or other high-volume consumer goods is strongly preferred.
  
• Exposure to market entry, business integration or expansion across African markets is an advantage.

Core Competencies:

• Strategic thinking and sound commercial judgement.
  
• Strong negotiation and stakeholder management skills.
  
• Execution discipline and data-driven decision-making.
  
• Consumer and customer orientation.
  
• Leadership, talent development and performance management.
  
• Financial acumen, including pricing, margin and cash management.
  
• Adaptability, resilience and high ethical standards.

Performance Expectations: Performance will be assessed against agreed commercial objectives, including revenue and volume growth, profitability, distribution coverage, product availability, brand performance, customer collections and commercial team effectiveness. Specific targets will be agreed during selection and onboarding.