Job Title: Commercial Sales Manager
Industry: FMCG Snacks / Chocolate / Tobacco
Department: Sales & Commercial
Reports To: Head of Commercial / Sales Director
Job Summary
The Commercial Sales Manager will be responsible for driving revenue growth, market penetration, and profitability of the company's FMCG portfolio. The ideal candidate will come from a tobacco, snacks, or chocolate background, with strong experience in distributor management, trade execution, and key account development within fast-moving consumer goods environments.
Key Responsibilities
- Develop and implement commercial sales strategies to achieve volume, value, and market share targets.
- Manage distributors, wholesalers, and key retail accounts to ensure optimal coverage and availability.
- Lead pricing strategies, promotions, and trade marketing initiatives in line with commercial objectives.
- Negotiate commercial agreements, listings, and shelf space with key accounts.
- Monitor market trends, competitor activity, and consumer behavior in FMCG categories.
- Coordinate with marketing, supply chain, and finance teams to ensure effective execution.
- Track sales performance, forecasts, and KPIs; provide regular reports and insights to management.
- Lead, coach, and motivate the sales team to achieve high performance.
- Ensure compliance with company policies, trade terms, and commercial governance.
Qualifications & Experience
- Bachelor's degree in Business Administration, Marketing, or a related field.
- 58+ years of sales/commercial experience in FMCG, with mandatory background in tobacco, snacks, or chocolate.
- Strong experience in distributor and key account management.
- Proven track record in achieving sales targets and driving market growth.
- Experience in trade marketing, route-to-market, and retail execution.
Skills & Competencies
- Strong commercial and financial acumen.
- Excellent negotiation, communication, and presentation skills.
- Leadership and people management capabilities.
- Analytical mindset with strong reporting and forecasting skills.
- Ability to work in a fast-paced, target-driven FMCG environment.
- Proficient in MS Office; CRM/ERP experience is a plus.
Key Performance Indicators (KPIs)
- Sales revenue and volume growth
- Market share and distribution expansion
- Trade execution effectiveness
- Distributor performance
- Profitability and margin achievement
