Commercial Head

Role Ownership : Owns the end-to-end commercial performance of the Industries Division, including sales growth,profitability, and market expansion. Accountable for developing and executing strategic commercial plans,optimizing trade marketing and distribution channels, and ensuring alignment with the Group's industrial business objectives.

Strategic thinking and commercial acumen, Leadership, Team development, Negotiation, Market analysis,business forecasting, financial planning Decision-making and execution excellence, Adaptability.

PRIMARY/SHORT TERM:

Strategy implementation

Sales growth delivery

Key account development

SECONDARY/LONG TERM:

Brand strengthening and equity building

Process improvement and digital integration

Leadership development and succession planning

Develop and Execute Commercial Strategy Formulate and implement comprehensive commercial strategies that align with the Group's overall business goals. Ensure market competitiveness, revenue growth, and long-term sustainability of the Industries Division.

Drive Sales and Profitability

Lead initiatives to achieve sales targets, expand market share, and enhance profitability. Oversee pricing, margin management,and promotional strategies to optimize financial performance.

Design and execute trade marketing programs and RTM (Route-to-Market) frameworks to strengthen brand visibility, enhance distribution efficiency, and ensure product availability in key markets.

Identify and capitalize on current market opportunities, channels, and partnerships to expand the industrial footprint across domestic and regional markets.

Team Leadership and Capability Building

Build, coach, and lead a high-performing commercial team. Foster a results-driven, collaborative culture with clear accountability and professional development pathways.

Customer and Stakeholder Relationship Management





Demand Planning and Forecasting

Ensure accurate sales forecasting and demand planning through close coordination with supply chain and operations teams.Monitor performance metrics to maintain optimal inventory levels and service efficiency

Financial and Operational Governance

Manage budgets, monitor cost structures, and ensure adherence to financial and operational KPIs. Work closely with Finance, Operations, and Supply Chain to align commercial goals with production and logistics capabilities,ensuring end-to-end business performance.

Market Intelligence and Competitive Analysis

Track industry trends, market movements, and competitor activities to identify risks and opportunities. Reporting and Business Performance Review

Provide regular performance updates and strategic insights to the GCEO – Industries. Recommend corrective actions and business improvements based on data-driven analysis.

Ensure adherence to company policies, legal standards, and ethical practices in all commercial operations, fostering integrity and transparency in the business environment

Customer relationship management

Team performance and capability building

Forecast accuracy and demand planning

Qualifications • Bachelor's degree in Business Administration, Marketing, Commerce, or related field.

• MBA or Master's degree preferred (from a recognized institution)

Expérience • Minimum 15 years of progressive experience in Sales, General Trade & Commercial Leadership roles

• At least 5 years of experience with multinational companies

Language • French (Mandatory), English

Experience in FMCG, plastics, or manufacturing sectors

Sales and Commercial Strategy Development

- Trade Marketing and Route-to-Market Planning
- Business Forecasting and Demand Planning
- P&L; and Financial Management
- Data Analysis and Market Intelligence
- CRM and ERP Systems (e.g., SAP, Salesforce)
- Negotiation and Contract Management

📌 Sales and Commercial Manager (India)
🏢 Dhruv Corporate HR Solutions
📍 India