Head of Commercial

This role involves leading the commercial strategy and driving sales growth within a dynamic FMCG environment. The successful candidate will be responsible for managing net sales, contribution margins, and the commercial budget while expanding distribution channels across multiple retail formats. This position requires a hands-on leader who can collaborate across functions to optimize product offerings, ensure strong in-store execution, and build a high-performing commercial team.

Key Responsibilities

- Define and implement the commercial strategy and annual sales plan, owning net sales, contribution margin, and the commercial budget.
- Develop and expand channels including modern trade, premium grocery, convenience retail, e-commerce, foodservice, and institutional customers.
- Lead key account management by negotiating listings, annual trading terms, pricing, margins, promotions, and visibility. Develop joint business plans with major retail chains.
- Appoint, manage, and review distributors; establish distributor terms, coverage, and service levels to maximize market reach.
- Ensure strong in-store execution through availability, shelf placement, planograms, and merchandising standards.
- Collaborate with R&D, Manufacturing, and Quality teams to shortlist SKUs, pack sizes, shelf life, labeling, packaging, and prepare product launch plans.
- Set up supply arrangements for group outlets with transparent internal pricing mechanisms.
- Own sales forecasts, territory rollouts, replenishment plans, promotional calendars, and conduct sell-through reviews.
- Manage trade spend, credit exposure, collections, returns, and minimize expiry losses.
- Monitor competitors, channel pricing, and category trends to inform range decisions.
- Introduce reporting dashboards, establish account review routines, and formalize commercial agreements.
- Build and lead the commercial team, including sales, key account, and trade marketing roles, scaling as volumes grow.

Required Qualifications

- Master’s degree in Business, Marketing, or a related field.
- 10-15 years of experience in FMCG, with senior-level ownership of modern trade, key accounts, channel sales, or commercial development.
- Experience in packaged foods, frozen/chilled foods, dairy, ice cream, ready-to-eat, or adjacent categories.
- Proven track record of delivering sales and margin targets while managing a P&L or channel budget.
- Strong understanding of retail trade terms, distributor economics, primary and secondary sales, SKU velocity, promotions, expiry management, and receivables.
- Excellent negotiation and stakeholder management skills, including experience working with senior retail buyers.
- Prior experience in team leadership with the ability to build and develop a team from the ground up.
- Hands-on, analytical, and commercially disciplined approach to business challenges.

Work Location: This position requires in-person attendance.

This role offers the opportunity to lead a critical commercial function within a growing FMCG business, driving both top-line growth and operational excellence through strategic leadership and cross-functional collaboration.