Commercial Manager

RESPONSIBILITIES AND DUTIES

• Generate actionable insights across channels, customers, categories, and internal resources to support Marketing and Sales in developing effective business plans.
• Own and drive mid- to long-term Trade Marketing strategy, identifying growth opportunities, channel expansion, and new business models (e.g., e-commerce, omnichannel, GTM).
• Take ownership of channel performance and contribute to overall P&L delivery, ensuring sustainable and profitable growth across all channels.
• Own and manage total trade investment, including budget allocation, trade spend tracking, and timely, accurate reporting to ensure efficiency and ROI.
• Define and implement a robust investment framework across all channels to drive sustainable growth, optimize efficiency, and minimize channel conflict.
• Develop Category Growth Strategies, Go-to-Market plans, and Joint Business Plans (JBP) aligned with channel, brand strategies, and overall business objectives.
• Translate trade strategies into execution through integrated trade/category and sales activity calendars, ensuring strong visibility, shopper activation, and sales engagement; monitor performance with clear KPIs and regular tracking.
• Champion customer- and shopper-centric thinking in all trade activities to enhance experience, loyalty, and long-term value.
• Drive digitalization and data-driven decision making in Trade Marketing, leveraging analytics and tools to improve effectiveness and agility.
• Collaborate closely with distributors to ensure flawless execution, tracking, reporting, and financial reconciliation.
• Partner with Sales teams, distributors, and key stakeholders to drive business performance and strengthen competitive positioning.
• Deliver insightful and actionable sales analysis and reports to support effective performance monitoring and decision-making.
• Lead cross-functional coordination with Supply Chain, Marketing, and Sales in demand planning, forecasting, and allocation of stock and POSM to ensure optimal inventory and smooth operations.
• Monitor field execution and market dynamics through both on-ground engagement and data analysis; provide continuous feedback and coaching to enhance sales capabilities.
• Lead the Commercial team (Trade Category, Sales Operations, Data Analytics), providing coaching and development to ensure continuous improvement and build a strong talent pipeline.
• Oversee and support operational processes, including logistics, distribution, order management, payment, and stock transfer to ensure smooth business operations.
• Manage sales support functions such as contract and credit management, sales systems (DMS/CRM/SFA), reporting, incentives, and training to enhance sales force effectiveness.
• Support NSM/BUH in target setting, tracking, and execution of key initiatives, including sales targets, POSM deployment, and special projects.
• Facilitate cross-functional collaboration across internal teams (MIS, Planning, Logistics, Finance) to ensure alignment and operational efficiency.
• Ensure full compliance with company policies, industry regulations, and ethical standards in all trade and commercial activities.
• Demonstrate strong ownership and leadership by setting high performance standards, proactively seeking feedback, and continuously driving self-improvement.

QUALIFICATIONS

• Bachelor’s degree in Business Administration, Economics, or related fields. MBA or equivalent is a plus
• Minimum 10 years of experience in Trade Marketing/Sales, with at least 5–6 years in managerial roles
• Strong experience in managing multi-channel operations (Pharmacy/OTC, ETC, MT, GT, E-commerce) and distributor networks
• Strong expertise in category management, channel strategy, key account management, and sales execution
• Solid understanding of shopper behavior, customer insights, and market dynamics
• Experience in trade investment management, ROI tracking, and financial acumen
• Proficiency in sales analytics, forecasting, and business reporting
• Familiar with DMS, CRM, SFA systems, and emerging technologies (e.g., AI in Sales/Trade Marketing)
• Strong stakeholder management and ability to influence across all levels in a matrix organization
• Strategic thinking with the ability to translate insights into actionable plans
• Proven ability to lead, coach, and develop high-performing teams and talent pipeline
• Strong business acumen with a solid understanding of P&L and commercial decision-making
• High adaptability in a fast-paced and dynamic environment
• Strong communication and interpersonal skills; able to collaborate effectively with internal and external stakeholders
• Self-driven, proactive, and results-oriented with a strong mindset of ownership
• Excellent time management and prioritization skills; able to manage multiple projects
• Customer- and shopper-centric mindset with data-driven decision-making approach
• Open to feedback, continuous learning, and self-improvement