Commercial Operational Director

The Commercial Operational Director develops and leads a competitive retail/ B2B sales and business development strategy to ensure sustainable, profitable growth and reinforce the market leadership position.  Ensures execution of commercial activity; optimizing the effectiveness of marketing and sales strategies. To ensure that all stores/branches managed under the country sales manager if any, operate at maximized retail profit and that customers consistently receive excellent customer service. 
Principal Accountabilities:

Driving Business Results 

 

  • Collaborate with merchandise and finance teams to develop annual sales strategies and targets, EBITDA and business development plans to deliver company, regional and branch level plans
  • Collaborate with other functional heads to drive a sales focus, by aligning activities, designing initiatives and negotiating solutions to deliver revenue and EBITDA targets
  • Generate and pursue ideas for lucrative business opportunities and partnerships (divergent or similar) to increase revenue streams and maximize revenue
  • Monitor and manage the customer base and develop retention strategies including business dependence of key segments, in collaboration with Marketing team to retain and grow customer base and maximize revenues
  • Creates and analyses tools and business metrics that provide lead and lag measures on performance and competitive position to initiate actions that mitigate threats, improve performance, position for growth and maximize revenues
  • Analyze and Review sales performance of the product categories and chains as applicable and provide product, marketing and sales insights to the merchandise and marketing team to develop line extensions, new product opportunities, achieve product rotation, revenue and EBITDA targets
  • Manages the performance of store managers to ensure that departmental goals are met; engage in staff training, discipline and motivating, and direct duties accordingly
  • Ensures that store managers monitor the local competition and that pricing strategies are in line with the ABCX price promise and monitors local branch marketing presentations to ensure they are conducted in according to standards outlined

People Leadership

  • Partner with Human Capital to identify, develop and coach key talent for succession to build bench strength
  • Effectively lead, motivate and develop people and teams at all levels towards a common goal and effective performance to achieve business objectives
  • Implement Effective KPIs and metrics, sales incentive plans and commission structures in collaboration with Regional Sales and HC to motivate employees to increase sales, optimize product mix and improve profits

Operational Efficiencies

  • Maintain focus and adherence to retail, B2B, VM/Store Display and customer experience standards to enhance store ambiance and the customer experience
  • Examine and develop plans in collaboration with Customer Experience, to improve business processes, systems, policies and work flows to enhance the customer experience, improve staff efficiency and productivity levels and ensure alignment with company goals
  • Champion and influence the strategic response to customer feedback and a continued focus on providing a positive customer experience at every customer touch-point to achieve Net Promoter Score and Customer Satisfaction targets

Marketing

  • Ensure execution and ownership regional commercial calendar, marketing strategy in cooperation with Managing Director, Regional Marketing, local Marketing and Credit teams to ensure buy-in at branch level to promote and drive product sales, influence consumer demand and ensure effective use of marketing spend
  • Articulate and drive the local secondary marketing strategy for the brands/ranges to respond strategically and tactically to the competitive landscape
  • Lead the marketing intelligence to keep abreast of industry and market trends, including analysis of key metrics, markets and emerging opportunities; prioritize and influence integrated solutions to determine potential traffic-driving and sales-driving activities and segments, gain competitive advantage, make timely and effective business decisions and achieve business objectives
  • Ensures timely and cost effective negotiation of media contracts to achieve share, penetration, retention and profitability goals 
  • Develop and manage the local marketing and promotions budget, ensuring appropriate allocation of spend to various media in alignment with strategy to promote and drive products sales, influence consumer demand and ensure effective use of the total and specific marketing spend
Requirements:
  • MBA or other business related degree, at the Master’s level 
  • Minimum five years proven track record in a senior leadership role in a medium to large retail operation
  • Strategic sales planning and Retail management
  • Sales and budget forecasting, market trend analysis
  • A working knowledge of financial forecasting and inventory control 
  • Analysis, decision making, planning organizational and monitoring skills 
  • Well honed-selling skills
  • Merchandising, instore promotions and market intelligence
  • Familiarity pf supply chain management, in particular purchasing and purchase order monitoring tools and techniques
  • People management and development skills
  • Results and customer-focused 
  • Customer Experience Skills (Attentiveness, Tenacity
  • Influencing, negotiation and interpersonal 
  • Business Process thinking skills
  • Planning, project management and organizing
  • Business and financial acumen; commercial awareness
  • Team work and interpersonal skills; 
  • Strong leadership, negotiation and influencing skills
  • Ability to work on own initiative, innovative and flexible;
  • Ability to navigate effectively through a highly matrixed environment
  • The ability to work in a fast-paced environment, manage time and achieve targets; 
     

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