Our client, a leading food manufacturing company in the FMCG sector, specializing in the production and distribution of high-quality food products for consumer markets is looking to hire a Head of Commercial to provide strategic leadership and execution for all commercial activities of their organization.

JOB PURPOSE:

The role will be accountable for establishing the company as the preferred gateway for introducing and growing both existing and new group products in the Ugandan market through effective route-to-market execution, customer acquisition, distributor development and profitable business growth.

KEY DUTIES & RESPONSIBILITIES:

Commercial Strategy & Business Growth: –

• Developing and implementing commercial strategies aligned to the Company’s vision, annual business plans and growth objectives.
• Driving profitable revenue growth, market share expansion and sustainable customer acquisition across Uganda.
• Identifying new business opportunities, emerging market trends and opportunities for introducing new products and expanding existing product portfolios.
• Developing annual sales budgets, forecasts, pricing recommendations and commercial plans while monitoring overall business performance.
• Providing market intelligence, competitor analysis and strategic recommendations to support Management decision-making.
• Representing the Company in strategic engagements with customers, business partners, regulators and other key stakeholders.

Sales, Market Development & Customer Management: –

• Providing overall leadership for General Trade, Modern Trade, Institutional Sales, Key Accounts and Distributor Management across Uganda.
• Recruiting, developing and managing high-performing distributors while ensuring optimum market coverage and product availability.
• Building and maintaining strategic relationships with key customers, retailers, wholesalers, institutions and business partners to strengthen the Company’s market presence.
• Negotiating commercial agreements, pricing, promotional activities and customer trading terms in line with Company policies.
• Leading successful product launches, market expansion initiatives and trade marketing activities to increase brand visibility and sales performance.
• Working closely with Supply Chain, Finance and Operations to ensure accurate forecasting, efficient stock management, effective credit control and optimal working capital management.
• Ensuring high standards of customer service while proactively resolving commercial issues affecting business performance.

Leadership, Governance & Commercial Excellence: –

• Building, mentoring and leading a high-performing commercial team through coaching, performance management and talent development.
• Establishing a culture of accountability, customer focus, collaboration, innovation and continuous improvement across the commercial function.
• Monitoring and reporting commercial performance against agreed budgets, KPIs and strategic objectives while recommending corrective actions where necessary.
• Ensuring compliance with Company policies, commercial procedures, statutory requirements and ethical business practices.
• Safeguarding the Company’s brands, assets, customer relationships and commercial interests while managing business risks.
• Preparing timely management reports, market insights and strategic recommendations to support informed decision-making by the Executive Management and Board.

EDUCATIONAL QUALIFICATIONS & CAREER EXPERIENCE.

• Bachelor’s degree in Business Administration, Marketing, Commerce, or a related field.
• Relevant professional qualifications in Sales and Marketing will be an added advantage.
• At least 7 years of relevant professional experience, including a minimum of 5 years in a management or leadership role.
• Proven experience in the FMCG industry, preferably within the Food and Beverage sector.
• Demonstrated experience in developing and growing distribution brands, with a strong understanding of last-mile distribution strategies and execution.
• An entrepreneurial mindset, with strong initiative, a proactive approach, and the ability to work independently as a self-starter.
• Experience in establishing and developing a department or business function from the ground up will be an added advantage.
• Ability to work independently while effectively collaborating with cross-functional teams and diverse stakeholders
• Strong understanding of the Ugandan market, including its commercial dynamics, consumer behaviour, distribution channels, and competitive landscape.

• Developing and implementing commercial strategies aligned to the Company’s vision, annual business plans and growth objectives.
• Driving profitable revenue growth, market share expansion and sustainable customer acquisition across Uganda.
• Identifying new business opportunities, emerging market trends and opportunities for introducing new products and expanding existing product portfolios.
• Developing annual sales budgets, forecasts, pricing recommendations and commercial plans while monitoring overall business performance.
• Providing market intelligence, competitor analysis and strategic recommendations to support Management decision-making.
• Representing the Company in strategic engagements with customers, business partners, regulators and other key stakeholders.
• Providing overall leadership for General Trade, Modern Trade, Institutional Sales, Key Accounts and Distributor Management across Uganda.
• Recruiting, developing and managing high-performing distributors while ensuring optimum market coverage and product availability.
• Building and maintaining strategic relationships with key customers, retailers, wholesalers, institutions and business partners to strengthen the Company’s market presence.
• Negotiating commercial agreements, pricing, promotional activities and customer trading terms in line with Company policies.
• Leading successful product launches, market expansion initiatives and trade marketing activities to increase brand visibility and sales performance.
• Working closely with Supply Chain, Finance and Operations to ensure accurate forecasting, efficient stock management, effective credit control and optimal working capital management.
• Ensuring high standards of customer service while proactively resolving commercial issues affecting business performance.
• Building, mentoring and leading a high-performing commercial team through coaching, performance management and talent development.
• Establishing a culture of accountability, customer focus, collaboration, innovation and continuous improvement across the commercial function.
• Monitoring and reporting commercial performance against agreed budgets, KPIs and strategic objectives while recommending corrective actions where necessary.
• Ensuring compliance with Company policies, commercial procedures, statutory requirements and ethical business practices.
• Safeguarding the Company’s brands, assets, customer relationships and commercial interests while managing business risks.
• Preparing timely management reports, market insights and strategic recommendations to support informed decision-making by the Executive Management and Board.

• Commercial strategy development and execution
• Revenue growth and market share expansion
• Market intelligence and competitor analysis
• Sales budget development, forecasting and pricing
• Distributor recruitment, development and management
• General Trade, Modern Trade, Institutional Sales and Key Accounts
• Customer relationship management and commercial negotiation
• Product launches, market expansion and trade marketing
• Last-mile distribution strategies and execution
• Stock management, credit control and working capital management
• Commercial team leadership, coaching and performance management
• Commercial reporting, KPI monitoring and business risk management
• Strong understanding of the Ugandan market, consumer behaviour, distribution channels and competitive landscape
• Ability to work independently and collaborate with cross-functional teams and diverse stakeholders

• Bachelor’s degree in Business Administration, Marketing, Commerce, or a related field.
• Relevant professional qualifications in Sales and Marketing will be an added advantage.
• Proven experience in the FMCG industry, preferably within the Food and Beverage sector.
• Demonstrated experience in developing and growing distribution brands, with a strong understanding of last-mile distribution strategies and execution.
• An entrepreneurial mindset, with strong initiative, a proactive approach, and the ability to work independently as a self-starter.
• Experience in establishing and developing a department or business function from the ground up will be an added advantage.
• Ability to work independently while effectively collaborating with cross-functional teams and diverse stakeholders
• Strong understanding of the Ugandan market, including its commercial dynamics, consumer behaviour, distribution channels, and competitive landscape.