Job Description
Job Position: Commercial Manager
Main Functions:
- Develop and execute the company's commercial strategy in alignment with the overall business objectives.
- Drive profitable revenue growth while protecting company margins.
- Develop pricing strategies in coordination with Finance and Executive Management.
- Lead local sales activities across all business segments, including food packaging, paper cups, paper bags, wrapping paper, and customized packaging solutions.
- Manage key customer relationships and ensure long-term business partnerships.
- Identify new market opportunities, export channels, distributors, and strategic accounts.
- Identify new product opportunities based on market demand and customer requirements.
Responsibilities:
Customer Relations Management
- Promote company image in all interactions with stakeholders including existing or potential customers and demonstrate professional handling and technical knowledge; uphold the standards of quality, and reliability of the company at all times.
- Build and maintain long-term relationships with existing customers while developing new business opportunities.
- Ensure high levels of customer satisfaction through timely communication and professional account management.
- Conduct regular customer visits to understand customer needs and identify business opportunities.
- Resolve customer complaints and commercial issues in coordination with relevant departments.
Strategy & Planning
- Develop new business opportunities in both local and regional markets.
- Identify new industries and customer segments that can benefit from UNIBAG products.
- Develop relationships with distributors, wholesalers, food chains, industrial manufacturers, retailers, and hospitality customers.
- Develop pricing strategies that maximize profitability while maintaining market competitiveness.
- Prepare sales forecasts and revenue projections.
- Participate in tenders, major quotations, and strategic commercial negotiations.
- Analyze market trends, customer demands, pricing movements, and competitor activities.
- Recommend new products, product improvements, and market opportunities.
- Monitor sales pipeline and conversion rates.
- Develop customer segmentation and account management strategies.
Sales Operations Management
- Manage the complete sales cycle from lead generation until payment collection.
- Review and approve quotations, pricing, commercial offers, and contractual terms.
- Monitor order fulfillment performance and customer service levels.
- Monitor order execution with production to ensure on-time delivery.
- Ensure proper utilization of ERP/CRM systems for customer management and sales reporting.
- Set and review monthly sales targets by product line and ensuring alignment with company goals and yearly objectives.
- Develop and validate policies and procedures in coordination with Management.
Key Account Management
- Develop strategic relationships with major customers and corporate accounts.
- Conduct regular business reviews with key customers.
- Negotiate annual contracts and pricing agreements.
- Monitor customer profitability and purchasing trends.
- Identify cross-selling and upselling opportunities.
- Ensure customer retention and business expansion opportunities.
- Validate and oversee wholesale orders.
Market Intelligence
- Benchmark company s commercial performance against competitors.
- Conduct continuous market research and competitor analysis.
- Monitor industry developments, packaging trends, and customer requirements.
- Identify opportunities for innovation and product diversification.
- Prepare SWOT analyses and recommend strategic actions.
- Conduct brand perception and customer satisfaction surveys.
Target Setting & Achievement
- Participate in setting sales targets within the commercial strategy and risk policies set by the company.
- Monitor sales KPIs and implement corrective actions where necessary.
- Review sales performance regularly with the sales team.
- Ensure achievement of budgeted revenue, margin, and profitability targets.
Managing People
- Provide direct management of operating managers within his/her division.
- Live and disseminate company s values and promote a culture of performance and integrity.
- Develop team skills and learning capabilities through a formal development roadmap; seek to acquire new talent breed and identify high potentials within teams.
- Set targeted and formal training plans for employees within his/her division; coach and develop subordinates; promote a culture of excellence and continuous development and seek to retain high performers.
- Monitor- and take necessary measures to enhance- performance of subordinates within his/her division; make sure performance appraisals are administered on a timely basis.
- Ensure seamless communication and coordination between departments.
Desired Candidate Profile
QUALIFICATIONS: