Commercial Sales Manager – Retail – Seychelles

 

1. JOB PURPOSE for Retail Growth

The Commercial Manager is responsible for the strategic and operational execution of sales, forecasting, and commercial planning to drive revenue growth and optimize profitability. This role leads the commercial strategy by aligning tactical sales execution with data-driven planning, overseeing stock and forecast management, managing key client contracts, and ensuring pricing and margin discipline. The Commercial Manager works cross-functionally with Sales, Finance, Supply Chain, Marketing, and Operations to ensure cohesive commercial performance.

2. KEY RESPONSIBILITIES A. Sales Strategy

• Develop and implement short- and long-term sales strategies using historical data, market trends, and business objectives.

• Lead tactical sales execution to deliver strategic goals across all channels (Retail, HORECA, etc.).

• Ensure alignment of sales initiatives with company objectives and operational capacity.

• Monitor sales pipeline, conversion rates, and performance variances, adapting strategy where needed.

• Develop and execute market pricing strategies across channels.

• Provide hands-on leadership in executing tactical sales activities.

B. Sales Planning & Performance Analysis

• Oversee annual and monthly sales planning processes, including volume targets and revenue forecasts.

• Analyze performance across categories, customer segments, and regions to identify growth opportunities.

• Track and report key commercial metrics: gross profit, sales volume, margin contribution, product/category performance.

• Provide insights on customer mix, channel performance, and forecast accuracy.

• Communicate sales strategy and insights to sales leadership.

C. Stock Ordering, Forecasting & Inventory Control

• Manage stock ordering processes based on forecasted sales and committed rate-of-sale.

• Oversee fresh forecast planning to optimize short-shelf-life and seasonal stock availability while minimizing write-offs.

• Collaborate with Supply Chain and Inventory teams to maintain optimal stock levels.

• Implement and monitor reservation-stock practices for key accounts.

• Ensure uninterrupted availability of the top 50 products across all sales channels.

D. Pricing & Margin Management

• Oversee pricing strategies to maintain competitiveness in Retail and HORECA while safeguarding margins.

• Review and approve pricing proposals submitted by the Commercial Analyst.

• Ensure pricing decisions support overall business goals and market positioning.

• Monitor margin performance and recommend corrective actions where needed.

E. Client & Contract Management

• Maintain and strengthen relationships with key customers across channels.

• Negotiate and manage commercial contracts and SLAs, particularly within the HORECA sector.

• Ensure contractual agreements are commercially viable and aligned with profitability targets.

• Lead contract renewals, pricing reviews, and commercial planning with key accounts.

• Manage escalations or commercial disputes where required.

F. Collaboration & Cross-Functional Leadership

• Participate in internal planning sessions with senior leadership and cross-functional teams.

• Work closely with Finance on revenue recognition, pricing impacts, and cost allocations.

• Partner with Marketing to align trade promotions, campaigns, and new product launches with commercial objectives.

• Liaise with Operations and Logistics to ensure commercial plans align with supply capabilities.