Job Description
Role Purpose
The ideal candidate for the Commercial Lead is a member of the Senior Leadership Team
responsible for driving revenue growth, market development and brand
visibility.
The role leads the day-to-day commercial operation by translating
company targets into regional, individual, product and monthly plans; managing
sales, stock, credit and collections; forecasting demand; and leading the
commercial team.
The role also supports market strategy, branding, customer experience
and institutional partnerships.
A strong understanding of the Company's value proposition and its impact
on farmer livelihoods is central to the role.
Job Description.
A. Sales and
Commercial Operations
Sales Targets and
Performance
• Break company revenue and volume targets
down by region, person, product and month.
• Issue sales targets before the start of
each season.
• Review performance weekly and monthly.
• Investigate shortfalls and ensure
corrective actions are implemented.
• Prepare sales plans and manage commercial
OPEX and CAPEX within approved budgets.
Demand Forecasting
• Prepare monthly forecasts by region,
product and month with Production and Operations.
• Compare forecast against actual sales.
• Improve forecast accuracy and use the
results to guide stock planning and placement.
Inventory and Store
Control
• Ensure adequate stock availability across
stores and dealers.
• Approve and monitor stock transfers with
proper documentation.
• Monitor ageing and slow-moving seed and
take corrective action.
• Manage returns in accordance with company
policy.
• Schedule stock counts and investigate
discrepancies.
• Supervise the nine Storekeepers.
Credit and
Collections
• Enforce approved credit terms and limits.
• Ensure no sales are made beyond approved
limits without documented approval.
• Review overdue balances weekly and assign
collection actions.
• Escalate persistent arrears.
• Ensure all customer payments are made
through official company channels.
Team and Field
Performance
• Set individual objectives for direct
reports.
• Coach and monitor team performance.
• Conduct documented performance reviews at
least quarterly.
• Measure the commercial results generated
by Field Technicians.
• Redirect field activities towards
activities that generate qualified leads and sales.
Strategic
Commercial Leadership
• Develop and implement the commercial
strategy.
• Provide the Country Lead with market
intelligence, forecasts and competitor information.
• Identify opportunities for revenue and
market expansion.
Sales Network and
Distribution
• Strengthen and expand the agro-dealer,
distributor and retail network.
• Use sales data to improve market
penetration and territory coverage.
Branding and
Marketing
• Develop and implement integrated marketing
campaigns.
• Maintain consistent brand presentation
across all channels.
• Use digital, traditional and field-based
marketing effectively.
• Drive farmer awareness through
demonstrations and field days.
Customer Experience
• Oversee the customer experience framework.
• Monitor the farmer helpline and customer
complaints.
• Ensure timely warranty and after-sales
support.
• Track customer satisfaction and recurring
issues.
Institutional
Partnerships
• Develop relationships with:
• Government agencies
• Development agencies
• NGOs
• Off-takers
• Other strategic institutions
• Represent the Company on relevant sector
platforms.
RequirementsQualifications
• Bachelor's degree in Business
Administration, Marketing, Agribusiness or a related field.
• Master's degree is an advantage.
• At least 10 years' commercial experience,
including 5 years at senior leadership level.
• Proven experience in sales growth, market
expansion and brand development.
• Experience in agribusiness, FMCG or a
related sector.
• Experience managing:
• Sales targets
• Inventory and warehouses
• Demand forecasting
• Credit and collections
• Dispersed field teams
• Experience negotiating institutional
partnerships
Core Competencies
• Sales operations and target management
• Inventory and supply control
• Demand forecasting
• Credit control and collections
• Team leadership and coaching
• Commercial strategy
• Marketing and brand management
• Customer relationship management
• Institutional partnerships
• Data-driven decision-making
• Negotiation and influencing skills
The ideal candidate for the Commercial Lead is a member of the Senior Leadership Team
responsible for driving revenue growth, market development and brand
visibility.
The role leads the day-to-day commercial operation by translating
company targets into regional, individual, product and monthly plans; managing
sales, stock, credit and collections; forecasting demand; and leading the
commercial team.
The role also supports market strategy, branding, customer experience
and institutional partnerships.
A strong understanding of the Company's value proposition and its impact
on farmer livelihoods is central to the role.
Job Description.
A. Sales and
Commercial Operations
Sales Targets and
Performance
• Break company revenue and volume targets
down by region, person, product and month.
• Issue sales targets before the start of
each season.
• Review performance weekly and monthly.
• Investigate shortfalls and ensure
corrective actions are implemented.
• Prepare sales plans and manage commercial
OPEX and CAPEX within approved budgets.
Demand Forecasting
• Prepare monthly forecasts by region,
product and month with Production and Operations.
• Compare forecast against actual sales.
• Improve forecast accuracy and use the
results to guide stock planning and placement.
Inventory and Store
Control
• Ensure adequate stock availability across
stores and dealers.
• Approve and monitor stock transfers with
proper documentation.
• Monitor ageing and slow-moving seed and
take corrective action.
• Manage returns in accordance with company
policy.
• Schedule stock counts and investigate
discrepancies.
• Supervise the nine Storekeepers.
Credit and
Collections
• Enforce approved credit terms and limits.
• Ensure no sales are made beyond approved
limits without documented approval.
• Review overdue balances weekly and assign
collection actions.
• Escalate persistent arrears.
• Ensure all customer payments are made
through official company channels.
Team and Field
Performance
• Set individual objectives for direct
reports.
• Coach and monitor team performance.
• Conduct documented performance reviews at
least quarterly.
• Measure the commercial results generated
by Field Technicians.
• Redirect field activities towards
activities that generate qualified leads and sales.
Strategic
Commercial Leadership
• Develop and implement the commercial
strategy.
• Provide the Country Lead with market
intelligence, forecasts and competitor information.
• Identify opportunities for revenue and
market expansion.
Sales Network and
Distribution
• Strengthen and expand the agro-dealer,
distributor and retail network.
• Use sales data to improve market
penetration and territory coverage.
Branding and
Marketing
• Develop and implement integrated marketing
campaigns.
• Maintain consistent brand presentation
across all channels.
• Use digital, traditional and field-based
marketing effectively.
• Drive farmer awareness through
demonstrations and field days.
Customer Experience
• Oversee the customer experience framework.
• Monitor the farmer helpline and customer
complaints.
• Ensure timely warranty and after-sales
support.
• Track customer satisfaction and recurring
issues.
Institutional
Partnerships
• Develop relationships with:
• Government agencies
• Development agencies
• NGOs
• Off-takers
• Other strategic institutions
• Represent the Company on relevant sector
platforms.
RequirementsQualifications
• Bachelor's degree in Business
Administration, Marketing, Agribusiness or a related field.
• Master's degree is an advantage.
• At least 10 years' commercial experience,
including 5 years at senior leadership level.
• Proven experience in sales growth, market
expansion and brand development.
• Experience in agribusiness, FMCG or a
related sector.
• Experience managing:
• Sales targets
• Inventory and warehouses
• Demand forecasting
• Credit and collections
• Dispersed field teams
• Experience negotiating institutional
partnerships
Core Competencies
• Sales operations and target management
• Inventory and supply control
• Demand forecasting
• Credit control and collections
• Team leadership and coaching
• Commercial strategy
• Marketing and brand management
• Customer relationship management
• Institutional partnerships
• Data-driven decision-making
• Negotiation and influencing skills