Commercial Manager

ROLE:
Commercial Manager

COMPANY:
Indian Ocean Export Company (IOEC)

MARKETS: Africa, Middle East, Indian Ocean Islands

INDUSTRY:
Export trade: FMCG food, beverages, fruit, veg, wine, alcohol & building supplies

LOCATION:

On site, Morningside, Durban

REPORTS TO:

Commercial Director, Managing Director and Financial Director

PURPOSE OF THE ROLE

We are seeking a Commercial Manager to lead a team of Business Development Managers across various designated markets. The role is a high accountability role, balancing strategic revenue growth with exceptional client experience, aligning team performance with business objectives, and driving sustainable profitability. Responsible for the oversight and management of BDMs’ sales strategy, budgets, high-value deals and contract negotiations, achieve revenue targets and market growth.

The role requires strong EQ, strategic leadership, and financial acumen to boost profitability and grow market share, realised through engaging leadership and cross-functional collaboration that drives the team's success and the company's commercial goals.

KEY RESPONSIBILITIES INCLUDE BUT NOT LIMITED TO:

• Financial accountability:
  Manage a team of Business Development Managers and their portfolios to deliver revenue, gross margin, and profit targets that collectively represent approximately 25% of the company annual budget.
• Ensure pricing discipline, deal profitability, and debtor management are tightly integrated with budgeted margins; provide monthly variance analyses and corrective action plans when required.
• Oversight of all BDM activities, contract terms and rebates, adhere to governance frameworks and approval limits. Oversight to identify and mitigate risks to revenue and profitability, set priorities and make decisions under changing conditions.
• Collaborate with Finance to align budgets, capital allocation, and cost controls; participate in quarterly budget review sessions.
• Escalate material risks to the Commercial Director, FD and MD early, with clear remediation options, and budget impact.
• Stakeholder Communication: function as the key point of contact between the BDM team and senior leadership. Engage HODs of categories, where required, to flag, communicate, and follow up on risks/blockers with a concise, standardized brief, agreed timelines, and documented closure. Regularly report on performance, market trends, and challenges, providing clear and actionable insights to executives.
• Data-driven decision making: utilise data and performance metrics to guide decision-making and improve BDM performance.
• Team development and training: lead initiatives to build the capabilities of the BDM team, ensuring they are well-trained, motivated, and capable of executing on their responsibilities. Encourage continuous learning and skill development.
• Coaching and performance culture: implement a formal performance rhythm for the BDM team to drive predictable outcomes against budget. Develop your assigned team, including coaching on pricing strategies, value-based selling, and efficient deal structuring. Ensure exceptional customer service and sales performance.
• Operational efficiency: work with the BDMs to optimize processes and workflows. Leverage technology, tools, and best practices to enhance the overall productivity and performance of the BDMs.

MINIMUM ROLE REQUIREMENTS:

Experience:

• Sales leadership with success in budget achievement, profitability, healthy margins, revenue growth, and opportunities closed. Minimum 6 years’ experience preferred.
• People management and development responsibilities; leading and coaching a high-performance team.
• Experienced in project management. Well versed in the management of full sales cycles.
• Experienced in risk management. Led with accountability for risk and ownership of decision making.
• Knowledgeable of the various categories that IOEC sales/export trades.
• Relevant travel to markets, with strong professional network.

Skills:

• Excellent commercial awareness and business acumen, objection handling, presentation skills, negotiation skills.
• Skilled in getting results through a People-centric approach, calm, influential communication skills.
• Data analysis skills, with strong…