Commercial Lead

Role Purpose The ideal candidate for the Commercial Lead is a member of the Senior Leadership Team responsible for driving revenue growth, market development and brand visibility. The role leads the day-to-day commercial operation by translating company targets into regional, individual, product and monthly plans; managing sales, stock, credit and collections; forecasting demand; and leading the commercial team. The role also supports market strategy, branding, customer experience and institutional partnerships. A strong understanding of the Company's value proposition and its impact on farmer livelihoods is central to the role. Job Description. A. Sales and Commercial Operations Sales Targets and Performance Break company revenue and volume targets down by region, person, product and month. Issue sales targets before the start of each season. Review performance weekly and monthly. Investigate shortfalls and ensure corrective actions are implemented. Prepare sales plans and manage commercial OPEX and CAPEX within approved budgets. Demand Forecasting Prepare monthly forecasts by region, product and month with Production and Operations. Compare forecast against actual sales. Improve forecast accuracy and use the results to guide stock planning and placement. Inventory and Store Control Ensure adequate stock availability across stores and dealers. Approve and monitor stock transfers with proper documentation. Monitor ageing and slow-moving seed and take corrective action. Manage returns in accordance with company policy. Schedule stock counts and investigate discrepancies. Supervise the nine Storekeepers. Credit and Collections Enforce approved credit terms and limits. Ensure no sales are made beyond approved limits without documented approval. Review overdue balances weekly and assign collection actions. Escalate persistent arrears. Ensure all customer payments are made through official company channels. Team and Field Performance Set individual objectives for direct reports. Coach and monitor team performance. Conduct documented performance reviews at least quarterly. Measure the commercial results generated by Field Technicians. Redirect field activities towards activities that generate qualified leads and sales. Strategic Commercial Leadership Develop and implement the commercial strategy. Provide the Country Lead with market intelligence, forecasts and competitor information. Identify opportunities for revenue and market expansion. Sales Network and Distribution Strengthen and expand the agro-dealer, distributor and retail network. Use sales data to improve market penetration and territory coverage. Branding and Marketing Develop and implement integrated marketing campaigns. Maintain consistent brand presentation across all channels. Use digital, traditional and field-based marketing effectively. Drive farmer awareness through demonstrations and field days. Customer Experience Oversee the customer experience framework. Monitor the farmer helpline and customer complaints. Ensure timely warranty and after-sales support. Track customer satisfaction and recurring issues. Institutional Partnerships Develop relationships with: Government agencies Development agencies NGOs Off-takers Other strategic institutions Represent the Company on relevant sector platforms. Requirements Qualifications Bachelor's degree in Business Administration, Marketing, Agribusiness or a related field. Master's degree is an advantage. At least 10 years' commercial experience, including 5 years at senior leadership level. Proven experience in sales growth, market expansion and brand development. Experience in agribusiness, FMCG or a related sector. Experience managing: Sales targets Inventory and warehouses Demand forecasting Credit and collections Dispersed field teams Experience negotiating institutional partnerships Core Competencies Sales operations and target management Inventory and supply control Demand forecasting Credit control and collections Team leadership and coaching Commercial strategy Marketing and brand management Customer relationship management Institutional partnerships Data-driven decision-making Negotiation and influencing skills