We are seeking a strategic and commercially driven Senior Commercial Officer to lead revenue growth, margin expansion, and market expansion across South Africa.
This role will own the full commercial engine — including natonal sales, key accounts, distributor management, trade markeing, and marketing development — with a focus on sustainable, profitable growth.
The ideal candidate combines high-level strategic capability with strong execution discipline and experience scaling FMCG or regulated consumer products.
Key Responsibilies
1. Commercial Strategy & Revenue Growth

Develop and execute 3-year commercial growth strategy
Drive revenue, gross margin and EBITDA targets
Lead national and regional sales planning
Identify vertical and horizontal product expansion opportunies
Evaluate new category and new market entry feasibility

2. Key Accounts & Contract Governance

Oversee major retail and wholesale relationships
Lead high-level contract negotiations
Structure pricing, rebates, and promotional agreements
Protect margin integrity across accounts
Ensure trading terms are commercially sustainable

3. National Sales & Field Execution

Lead National Sales Manager and regional structures
Drive sell-in and sell-through performance
Improve forecasting accuracy and stock flow discipline
Optimise territory coverage and rep productivity
Build performance culture across regions

4. Trade Marketing & Brand Commercialisation

Align marketing spend with revenue outcomes
Approve promotional calendar and incentive programs Drive activation excellence in key retail environments
Ensure commercial ROI tracking on campaigns

5. Financial & Operational Alignment

Own commercial budget and forecasting process
Improve working capital cycles
Monitor debtor days and credit exposure
Partner with finance on margin and cost controls
Align operations with commercial demand planning

6. Team Leadership & Structure Development

Build scalable commercial organisation
Recruit and develop high-performance leaders
Implement KPI dashboards and reporting discipline
Establish clear accountability across teams

Key KPIs

Revenue growth % (domes􀆟c & export)
Gross margin % improvement
EBITDA contribution
Key account retention and expansion
New market entries per year
Working capital efficiency
Forecast accuracy