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Position: Commercial Manager

Location: Chaguanas / Trinidad and Tobago

COMPANY: Standard Distributors Ltd.

 

JOB SUMMARY

The Commercial Manager oversees the Sales & Marketing Activities with an emphasis on leading sales and marketing initiatives through increasing customer value and customer acquisition.  They ensure that their sales and marketing team has the required resources to succeed  and that all sales and marketing goals are achieved.

 

COMPETENCIES

Strategic Sales Planning (Level 5) 

Identifying and developing business opportunities that are consistent with the long-term strategic plans of the organization.

Develops new approaches and methods in the area. Is recognized as an expert within the organization.

  • Develops ideas for positioning the organization for long-term success.
  • Builds strategic initiatives to increase current and future market share and oversees their implementation.
  • Creates business development strategy for the organization based on market intelligence and other knowledge.
  • Evaluates the practicality and implementation challenges of the business plan.
  • Anticipates the future direction of industry macro conditions and market dynamics.
  • Defines the qualification framework for the sales process.

 

Customer Value Management (Level 4)

Developing customer value plans to create value for sales opportunities through effective communications and thorough knowledge of customers and markets.

 Applies the competency in new or complex situations and advises others.

  • Establishes and maintains industry and client contacts for continuing good relations and business opportunity development.
  • Develops negotiating strategies and positions by studying integration of new initiatives with the organization’s strategies and operations.
  • Develops profitable new business account relationships and opportunities for increased profitability from existing accounts.
  • Defines and implements new sales processes and capabilities including territory management, key account and distributor management, and structured sales methodologies.
  • Monitors the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization
  • Recommends revisions to existing reports, assisting in the development of new reporting tools as needed.

 

Revenue and Profitability Management (Level 5) 

Managing the revenue stream, using internal (organizational) and external (industry, market) sources of information to achieve the organization\\\’s chosen value proposition and maximize profitability.

Develops new approaches and methods in the area. Is recognized as an expert within the organization.

  • Evaluates the value proposition using results of revenue analyses, profitability analysis, and external benchmarks.
  • Develops policies, process and controls that govern profitable decision making.
  • Aligns the roles of stakeholders (pricing, sales, and marketing) with profitability goals.
  • Establishes profit management plans

 

Inspiring Others (Level 5) 

Energizing and inspiring others to strive for excellence and commit to common goals and purposes, creating a sense of self-efficacy, resilience, and persistence in followers.

Inspires support for the organization’s mission in the community and the industry.

  • Advocates the organization’s mission and value proposition to the wider community.
  • Articulates the organization’s vision in terms that stakeholders outside the organization can embrace.
  • Builds partnerships outside the organization to engage the wider community and support the organization’s
  • vision.
  • Articulates a vision for where the industry is going in the future, inspiring, and mobilizing others to action.

 

Achievement Orientation (Level 4)

Focusing efforts on achieving high quality results consistent that meet or exceed standard expectations.

Improves organizational performance

  • Sets highly challenging and attainable goals for own organizational area.
  • Assesses group performance against goals to identify areas for improvement.
  • Improves inefficient/ineffective work processes.
  • Uses positive motivational approaches, tailored to diverse individuals and groups, to help staff improve performance, maximize results, and minimize risk.

 

Marketing Strategy (Level 5)

Establishing the marketing goals and objectives of the organization and identifying the strategy for achieving them.

Develops new approaches and methods in the area. Is recognized as an expert within the organization.

  • Sets marketing goals and objectives aligned with the overall organizational strategy.
  • Anticipates and deals with organizational barriers to effective marketing planning and execution.
  • Champions marketing as a key business activity across all levels of the organization.
  • Fosters an innovative marketing culture within the organization.
  • Oversees the development of the marketing strategy, its implementation, and subsequent results.

 

Visioning and Alignment (Level 4)

Actively shaping and communicating the organizational vision and values to ensure understanding and alignment throughout the organization.

Shapes the vision and values

  • Plays a leadership role in shaping the organization\\\’s vision and values.
  • Describes the vision and values in compelling terms to promote enthusiasm and commitment.
  • Positions the organization to deal with broad emerging trends and issues

 

RESPONSIBILITIES

  • Refine the go-to market strategy for both inbound and outbound sales, including sales plays, efficiency management, and sales operations
  • Set quarterly, annual, and long-term sales goals for the team
  • Ensure optimum sales coverage through direct and partner sales resources
  • Manage the sales funnel to deliver accurate sales forecasting
  • Provide monthly sales reports and other internal intelligence to the management team
  • Work with management team to design sales incentive compensation programs that provide market competitive pay, reinforce sales organization strategy, and align with business and sales organization objectives
  • Actively monitor the performance of the sales staff to ensure that quarterly and annual sales targets are met or exceeded
  • Develop sales resources and management talent to ensure a pipeline of qualified sales talent to support future growth
  • Direct the optimal deployment of the sales team by making recommendations for changing sales roles,coverage models, or team configurations to maximize sales productivity
  • Present information regarding customers and sales at company meetings
  • Oversee and direct the establishment of strategic marketing plans for each product or product line
  • Manage the marketing department, including the development and distribution of all marketing collateral and content
  • Research and evaluate new marketing and digital strategies to ensure sales enablement
  • Build, develop, and coach a marketing team capable of carrying out necessary marketing processes and initiatives

 

KNOWLEDGE

  • Bachelor’s Degree in Marketing, Business, Economics, Commerce, or another relevant discipline
  • An MBA would be considered an asset
  • At least 5 years’ experience, preferably in a Retail environment, 3 of which should be at a managerial level
  • Business to Business (B2B) Best Practices (Advanced)
  • Consultative Selling Methodologies (Advanced)
  • Financial Concepts (Advanced)
  • Salesforce (Intermediate)
  • Sales Theory (Advanced)

How to apply:
These are the requirements for applying for this job:

- Do you have a Bachelor's Degree in Marketing, Business, Economics, Commerce, or another relevant discipline?? - Do you have a Master's Degree? - Do you have a minimum of 3 years' managerial experience?