Head of Commercial at TUME Middle Africa Consulting Limited

GENERAL JOB DESCRIPTION:

This position has the overall responsibilities of:

• Leading the development and execution of the company’s strategic commercial direction to ensure sustainable business growth and profitability.
• Providing oversight for marketing, sales, new product development, and export functions to deliver strong market performance and operational efficiency. Achieve net sales targets.
• Promoting and sustaining a strong brand, stakeholder relationships, and business reputation. Achieve growth and customer retention targets.
• Driving innovation, business continuity, and risk mitigation strategies in alignment with market trends and internal capabilities.
• Managing and developing a high-performance commercial team while ensuring staff engagement and effective talent management. Achieve staff engagement and retention targets.

SPECIFIC JOB RESPONSIBILITIES:

The Head of Commercial is responsible and accountable for the following key job elements:

• Leading the development of the company’s commercial strategy and ensuring alignment with the vision and goals of the organization.
• Acting as the vision carrier and translating strategic objectives into executable business plans.
• Overseeing all commercial operations including marketing, digital marketing, sales (GT & MT), new product development, and exports.
• Promoting effective collaboration and coordination across departments to ensure seamless execution of commercial activities.
• Building and nurturing strong relationships with key internal and external stakeholders to promote the company’s interests and foster growth.
• Driving innovation and staying abreast of global, regional, and local trends to steer the organization toward sustainable growth.
• Providing accurate and timely reports to the MD and Board to support data-driven decision-making.
• Overseeing the development and implementation of talent strategies that align with business needs and foster a high-performance culture.
• Managing risks and implementing business continuity strategies including partnership development and resource allocation.
• Ensuring adherence to commercial budgets and achievement of EBITDA and gross margin targets.

REPORTING & CORRESPONSAL RELATIONSHIP:

• This position reports directly and is responsible to the Managing Director/Organizational Director
• The position meets with the Board, Directors and functional managers from the following areas:
• Marketing
• Sales (GT and MT)
• Digital Marketing
• New Product Development
• Export Functions
• Human Resources
• Finance
• Operations

The holder of the position is expected to foster strong relationships with the trade and other external stakeholders.

EDUCATIONAL AND COLLATERAL REQUIREMENTS:

• Bachelor’s degree in a business-related field; an MBA or equivalent postgraduate qualification is an added advantage.
• At least ten (10) years’ progressive experience, five (5) of which should be in a senior commercial leadership role in FMCG in a multi-national environment.
• Demonstrated success in leading multi-functional teams and driving strategic commercial growth in dynamic business environments.
• Particularly good analytical and presentation skills, understanding of profit and loss statement drivers, sales force automation derived analytics, awareness of supply chain and sales activity impacts on the cash flow statement.
• Visionary, strategic thinker with the ability to analyze trends, identify opportunities and risks, and translate strategy into actionable plans.
• Effective leadership and people management skills, with a track record of building high-performing teams, promoting accountability, and fostering a performance-driven culture.
• Excellent interpersonal, communication, and negotiation skills for engaging internal and external stakeholders.
• Strong analytical and problem-solving abilities, with a data-driven approach to decision-making and a sound understanding of financial and operational metrics.
• Entrepreneurial and commercially focused mindset, capable of spotting and capitalizing on new opportunities.
• Resilient and composed under pressure, with professionalism, integrity, and sound judgment.
• Proficient in Microsoft Office, CRM tools, and business intelligence platforms.