Robert Walters – Our client, a leading paints and coatings manufacturer and distributor, is recruiting to fill the position below:

Job Title: Head of Commercial

Job ID: 56FYQ5-73A99906
Location: Nigeria

Description

• The Head of Commercial will lead the organisation’s commercial strategy and drive profitable growth across sales, distribution, project and technical sales, retail development, and customer experience. (Reports to MD)

Key Responsibilities

• Develop and execute the overall commercial strategy to deliver revenue, margin and market-share growth.
• Lead sales, distribution, key accounts, project/technical sales and customer experience.
• Expand and optimise the distributor, dealer and retail network across Nigeria.
• Drive the growth and profitability of the retail store network, including new-store rollout and underperforming-store turnaround.
• Build project, technical and B2B sales into a significant growth channel.
• Strengthen customer acquisition, retention, satisfaction and overall customer experience.
• Own commercial forecasting, pricing, budgeting, performance reporting and key commercial KPIs.
• Manage channel profitability, trade terms, credit exposure and commercial risks.
• Build, coach and retain a high-performing commercial leadership team.
• Work closely with Finance, Operations, Supply Chain, HR and Technical teams to deliver business objectives.
• Represent the organisation with major customers, partners, industry bodies and other external stakeholders.

Key Performance Measures

• Revenue and gross-margin growth.
• Market-share growth.
• Customer and distribution expansion.
• Project and technical sales growth.
• Retail-store growth, same-store sales and profitability.
• Customer satisfaction and retention.
• Forecast accuracy and sales-force productivity.
• Commercial team capability and succession.

Requirements

• Bachelor’s Degree in Business, Marketing, Economics, Engineering or a related field; MBA is an advantage.
• 15+ years’ relevant commercial/sales experience, with significant senior leadership exposure.
• Strong experience in FMCG, building materials, paints/coatings, consumer products or similar sectors.
• Proven track record of delivering revenue and margin growth.
• Strong knowledge of Nigerian distribution and route-to-market dynamics.
• Experience managing a P&L, large commercial teams and multi-channel operations.
• Experience in retail network expansion and/or franchise operations is highly desirable.
• Strong commercial, financial, analytical and stakeholder-management skills.

Application Closing Date
Not Specified.