Commercial Manager

Main Functions:

-Develop and execute the company's commercial strategy in alignment with the overall business objectives.

-Drive profitable revenue growth while protecting company margins.

-Develop pricing strategies in coordination with Finance and Executive Management.

-Lead local sales activities across all business segments, including food packaging, paper cups, paper bags, wrapping paper, and customized packaging solutions.

-Manage key customer relationships and ensure long-term business partnerships.

-Identify new market opportunities, export channels, distributors, and strategic accounts.

-Identify new product opportunities based on market demand and customer requirements.

Responsibilities:

Customer Relations Management

-Promote company image in all interactions with stakeholders including existing or potential customers and demonstrate professional handling and technical knowledge; uphold the standards of quality, and reliability of the company at all times.

-Build and maintain long-term relationships with existing customers while developing new business opportunities.

-Ensure high levels of customer satisfaction through timely communication and professional account management.

-Conduct regular customer visits to understand customer needs and identify business opportunities.

-Resolve customer complaints and commercial issues in coordination with relevant departments.

Strategy & Planning

-Develop new business opportunities in both local and regional markets.

-Identify new industries and customer segments that can benefit from UNIBAG products.

-Develop relationships with distributors, wholesalers, food chains, industrial manufacturers, retailers, and hospitality customers.

-Develop pricing strategies that maximize profitability while maintaining market competitiveness.

-Prepare sales forecasts and revenue projections.

-Participate in tenders, major quotations, and strategic commercial negotiations.

-Analyze market trends, customer demands, pricing movements, and competitor activities.

-Recommend new products, product improvements, and market opportunities.

-Monitor sales pipeline and conversion rates.

-Develop customer segmentation and account management strategies.

Sales Operations Management

-Manage the complete sales cycle from lead generation until payment collection.

-Review and approve quotations, pricing, commercial offers, and contractual terms.

-Monitor order fulfillment performance and customer service levels.

-Monitor order execution with production to ensure on-time delivery.

-Ensure proper utilization of ERP/CRM systems for customer management and sales reporting.

-Set and review monthly sales targets by product line and ensuring alignment with company goals and yearly objectives.

-Develop and validate policies and procedures in coordination with Management.

Key Account Management

-Develop strategic relationships with major customers and corporate accounts.

-Conduct regular business reviews with key customers.

-Negotiate annual contracts and pricing agreements.

-Monitor customer profitability and purchasing trends.

-Identify cross-selling and upselling opportunities.

-Ensure customer retention and business expansion opportunities.

-Validate and oversee wholesale orders.

Market Intelligence

-Benchmark company’s commercial performance against competitors.

-Conduct continuous market research and competitor analysis.

-Monitor industry developments, packaging trends, and customer requirements.

-Identify opportunities for innovation and product diversification.

-Prepare SWOT analyses and recommend strategic actions.

-Conduct brand perception and customer satisfaction surveys.

Target Setting & Achievement

-Participate in setting sales targets within the commercial strategy and risk policies set by the company.

-Monitor sales KPIs and implement corrective actions where necessary.

-Review sales performance regularly with the sales team.

-Ensure achievement of budgeted revenue, margin, and profitability targets.

Managing People

-Provide direct management of operating managers within his/her division.

-Live and disseminate company’s values and promote a culture of performance and integrity.

-Develop team skills and learning capabilities through a formal development roadmap; seek to acquire new talent breed and identify high potentials within teams.

-Set targeted and formal training plans for employees within his/her division; coach and develop subordinates; promote a culture of excellence and continuous development and seek to retain high performers.

-Monitorand take necessary measures to enhance- performance of subordinates within his/her division; make sure performance appraisals are administered on a timely basis.

-Ensure seamless communication and coordination between departments.

QUALIFICATIONS:

-Bachelor’s degree in Business Administration, Economics or Marketing. Master’s degree is a plus.

EXPERIENCE:

-At least 15 years of experience in sales & business development, with a minimum of 3 years in a managerial role.

COMPETENCIES:

-Strong B2B and B2C sales expertise with a solid business acumen.

-Applicable exposure to company’s products and field of activity. Commendable insights into the business environment, market risks and opportunities.

-Team-spirited, ability to work with and through people with a positive attitude towards company’s vision and values.

-Ability to cope with changes, and crisis; skilled in conflict-resolution and problem-solving.

-Leadership-Lead by example and inspire people in order to maintain high energy level, motivation, and commitment to reach the desired objectives.

-Manage time as a scarce resource, combined with the ability of managing resources- financial, people and otherwise, to a large extent.

-Endowed with analytical, negotiation and communication skills.

-Assertive, yet flexible personality.

-Computer literate. Good working knowledge of MS Office.

-Read, speak, and write Arabic and English fluently. French is an asset.