|
Job Purpose
|
The Senior Manager – Commercial Performance & Growth is responsible for driving business growth, margin optimization, and commercial transformation through robust pricing strategies, sales performance management, and business development initiatives. The role ensures alignment with Group guidelines, market dynamics, and country objectives to deliver sustainable net sales growth and achieve bottom-line targets.
|
|
Key Responsibilities
|
1-Health & Safety:
Adhere to and enforce relevant legislation and policies and ensure that highest degree of safety and safe working practices are maintained.
2-Functional:
Business Growth
- Build and deliver the company’s yearly commercial strategy, ensuring alignment with Group direction and responsiveness to local market dynamics.
- Drive commercial excellence strategies, growth initiatives, business expansion, and pricing transformation projects.
- Lead market analysis and competitor benchmarking to identify growth opportunities and risks.
- Work with stakeholders across sales, finance, supply chain, and sustainability to align on strategic priorities and ensure successful execution of MTP, Budget, and Rolling Forecast.
- Identify and lead new business development opportunities such as partnerships, diversification initiatives, and entry into adjacent markets.
- Champion a culture of innovation and continuous improvement within the commercial function.
Pricing & Margin
- Design, implement, and continuously refine pricing structures (list price, discounts, rebates) in alignment with Group guidelines and local regulations.
- Lead the margin optimization process to achieve country-level profitability targets.
- Monitor early price and market indicators; forecast pricing and margin impacts to guide proactive decision-making.
- Support sales teams in setting differentiated pricing strategies by geography, channel, and customer level, including defining walk-away prices.
- Track, analyze, and anticipate competitor pricing strategies and market moves; recommend strategic actions to maintain competitiveness.
- Lead pricing-related projects such as Strategic Pricing Program implementation and system-enabled pricing governance.
Commercial Performance
- Define and cascade annual commercial targets across regions, channels, and sales teams.
- Develop sales incentive schemes with measurable KPIs in collaboration with Finance and HR; monitor performance against targets.
- Partner with sales leaders to create visibility of commercial metrics through dashboards, reporting tools, and performance reviews.
- Conduct deep-dive analysis of commercial data to identify gaps, opportunities, and corrective actions.
- Lead initiatives to strengthen accountability and performance culture across the commercial organization.
Reporting & Compliance
- Ensure timely and accurate development and submission of all internal and external commercial reports, including submissions to:
- Group/CEO/Top Management
- Ministry of Trade & Industry
- ECA and other regulatory authorities
- Guarantee that all reporting practices are transparent, compliant with Group standards, and aligned with legal/regulatory frameworks.
- Provide insightful reports and executive-level presentations to support top management decision-making.
- Ensure that all commercial practices support the company’s sustainability commitments and compliance with environmental, social, and governance (ESG) standards.
|
|
Education, Qualifications & Experience
|
Education:
- Bachelor’s degree of Commerce/Economics
Professional Skills:
- Strategic Thinking
- Project management
- Excellent Analytical skills
- Financial & economic assessment, value creating & profitability assessment.
- Planning: Setup of plans and anticipation of risks.
- Commercial Acumen: (pricing, margin optimization, market analysis ... etc.)
Behavioral Skills:
- Negotiation / Communication skills.
- Problem solving.
- Results driven.
- Team player.
- Ability to transform ideas into actions.
- Ability to work with different profiles & experience levels, and build relationships.
Language Skills: Fluent written and spoken Arabic & English
Experience: 10-12 years of experience in Sales, Marketing & Strategy
|
