National Commercial Manager

SUMMARY:
This longstanding company, is a proud member of a larger JSE listed Group and as industry leaders they are committed to offering their clients reliable, flexible and innovative solutions within the Supply Chain, Logistics, Imports & Exports industry.

POSITION INFO:
Purpose of the Role:
The business requires an experienced and dynamic Senior Commercial Manager to oversee the National Commercial and Supply Chain portfolio in the Durban, Cape Town and Johannesburg regions, manage all New Business Sales Executive teams in these regions.

Minimum Job Requirements:

• Bachelor’s Degree in Business Administration or equivalent.
• At least 5 plus years Senior Management or Leadership experience, within the Supply Chain, Logistics, Import & Exports industry.
• Commercial / business development management experience at a Senior level.
• Commercially astute with experience in commodity exports/imports, refined metals, FMCG and supply chain in Africa.
• Proven track record on accomplishing, managing and growing business sales.
• Strategic selling competencies to shape and refocus the business for short-, medium- and long-term growth.
• Understand key commercial business drivers and key indices to course correct the business to growth sales.

• Strategic Outputs:
  • Develop a commercial strategy to support the company's growth ambition
  • Develop and map out commercial plans for new and impactful projects
  • Standardise commercial processes and practices across all regions
  • Constant benchmark of current commercial model in line with best practices.
  • Optimise and maintain commercial and strategic relations with key supply chain partners and sell end to end solution
  • Identify opportunities to maximise commercial usage of infrastructure across the regions to improve conversion rate growth.
  • Collaborate with supply chain partners to develop a ring-fenced commercial model for inbound and outbound cargo across all regions.
  • Work with the Operations team to develop the Africa commercial strategy.
  • Business acumen that are value adding to EXCO and the Board.
  • Interact with internal and external stakeholders at all levels.
  • Negotiate long term deals with key customers, anticipate change, defend and grow revenue.
• Daily Outputs:
  • Review CRM tool and monitor commercial team conversions
  • Achieve commercial goals and revenue targets
  • Oversee daily commercial and management of commercial budget and costs
  • Develop performance objectives for the Commercial team in line with national targets
  • Liaise with external stakeholders, rail & ports to ensure an effective and efficient supply chain commercial solution
  • Prepare, analyse and present monthly, quarterly and annual commercial targets
  • Develop a culture of commercial excellence across all regions
  • Develop key accounts management tools kit that ensures customer service requirements are met and exceeded at all times
  • Foster collaboration and synergies between Operations and Commercial teams in the regions.

• Tenacity, energy and ambition to drive commercial/business development and sales performance, while taking full accountability for short-, medium- and long-term results.
• A positive, “can do” mind set.
• Problem analysis - ability to effectively deal with business challenges at national level, provide solutions and inputs.
• Results-driven.
• Risk management.
• Self-starter.
• Decisive - ability to assess competing priorities, their commercial impact to the business and decide on the best course of action.
• Creative thinking.
• Resilience.
• Must be adaptable in the face of difficulties and actively contribute to changing the commercial environment.
• Must have capacity to ‘read the market’, anticipate required business changes and respond appropriately.