Head of Commercial Kenya at PZ Cussons

Job Purpose

The main purpose of this role is to develop and execute the Company's overall commercial strategy, overseeing sales and business development activities to drive revenue growth, maximize profitability, and achieve business objectives by identifying new market opportunities, managing client relationships and analysing market trends to inform strategic decisions. This essentially is the lead for the commercial side of PZC business to achieve sustained growth, enhanced customer engagement and satisfaction levels and develop effective and collaborative partnerships. The role holder will also be required to create a culture of collaboration between Sales and Marketing so as to work like one seamless commercial team.

Key Responsibilities

Leadership, Commercial Strategy and Planning

• Ensure PZC has an effective team and leadership structure across all commercial functions.
• Ensure all strategic sales objectives for the organization are achieved, delivering on the sales and profitability targets of the company, working in close consultation with the Head of Finance and Head of sales operations especially when it comes to controlling costs.
• Broker and create the relationships required across the organization to ensure effective delivery of commercial partnerships and business plans. This is for existing parts of the business, as well as new areas that might come in.
• Ensure the continuing professional development of the Commercial team and managers -PZ Way of selling.
• Maintain effective internal communications to ensure that all relevant organization functions are kept informed of the commercial division’s activity and objectives, and in conjunction with the other KLT members, explore ways that the other functions can aid the Commercial division in working even more effectively and efficiently (and vice versa).

Commercial Partnerships, PR and Advocacy

• Priorities excellent partnership working within PZ and with external contacts and collaborators to ensure that opportunities deliver the expected impact on the top and bottom lines.
• Identify and communicate threats in the external environment to products and review with KLT the risk profile within the product mix to ensure there’s a spread and good management of risk.
• Develop a network of contacts, attend external influencing events, and become active within our major trade associations and representative bodies, further, to develop PZC’s profile and standing in its markets and amongst policy influencers in Kenya.

Sales

• To lead and line manage the commercial function, taking overall accountability for the performance of the sales function by meeting and exceeding agreed key performance indicators.
• Create and deliver a short, medium and long-term targeted sales strategy.
• To lead the functions to do with lead generation, marketing and account management, to meet and exceed sales and marketing KPIs, including agreed sales targets.
• In conjunction with the leadership of Sales and Marketing, plan and implement promotional campaigns in the right ways for identifiable market segments, measuring and reporting on return on investment.
• To monitor competitor activity, including potential mergers and acquisitions, developing plans to ensure the risks to the business coming from these are minimized.
• To be accountable for the company brand, supporting the Head of Marketing as to the most appropriate ways the brand(s) should be used according to the needs of the market(s).
• To continually monitor the effectiveness of sales and marketing strategy and delivery, reviewing and updating plans on a regular basis in line with likely changes to the dynamic of our markets.
• Revenue Growth Management strategies and distribution strategies implementation
• Develop new markets and new categories in existing markets.

Budgeting, Forecasting and Communication

• To lead the Commercial Division’s annual budget process, working closely with the Finance team to ensure Commercial maximizes potential growth of the existing businesses as well as new business.
• To consider cost reduction as and when appropriate, according to the external environment/potential effect of changes to the market.
• Work with the leadership of Sales and Marketing, and leadership of Products and in conjunction with Head of Finance to review pricing annually, to ensure an appropriate gross margin, by providing information about market trends, economic factors and competitor pricing.
• Ensure the Commercial Division fulfils all its responsibilities relating to the Annual Planning Cycle. Ensure the Commercial Division maintains an excellent working relationship with the other functions across the organization, looking for opportunities to maximize cross-working and avoiding any potential duplication.

Legal and Compliance

• Ensure Commercial’s compliance with data legislation and best practices for products (eg ISO), and sales and marketing functions and activities.
• To work in conjunction with HR to ensure that appropriate training is provided to the Commercial team.

Qualifications, Knowledge and Experience

• Bachelor’s degree in a business-related field/social sciences. Master’s degree is preferable
• At least 15 years Commercial Director experience, with at least ten (10) years at a senior level
• Strong business acumen and understanding of market dynamics
• Proven track record of successful sales and business development leadership
• Excellent communication, negotiation, and interpersonal skills
• Analytical skills to interpret data and make informed decisions
• Strategic thinking and ability to develop comprehensive commercial plans
• Experience managing cross-functional teams across sales, marketing, and business development
• Proficiency in financial analysis and budgeting

Key Competences

• Good leadership skills with hands-on capability and management style.
• Ability to interpret long term plans, programs and budgets developed senior management level
• Project management skills and an ability to develop plans, programs, SOPS, and coordination of workflows
• Strategic management skills and an ability to influence change by building key partnerships at all levels of the organisation.
• Demonstrate a high degree of sensitivity, confidentiality when dealing with internal and external customers.
• Strong leadership, decision making, negotiation and problem-solving skills.
• A self-starter, high energy level with strong interpersonal and communication skills.
• Detail-oriented, efficient and able to multi-task, prioritize, manage and follow projects through to completion.
• Highest level of personal and professional integrity.