Commercial Manager

Queally Group; Kildare; On-site; EUR 60,000 - 90,000; Full time

Job summary

Queally Group in Ireland is seeking a Commercial Manager to drive profitable growth across the business, translating market insight into customer solutions and revenue opportunities.

You will lead a team, manage pricing and negotiations, and collaborate with cross-functional functions to deliver margin and growth while maintaining strong customer relationships and forecasting accuracy. Travel may be required; eligibility to work in Ireland is assumed.

Qualifications

• Minimum 5–10 years in a commercial or sales role within food/FMCG.
• Proven track record of delivering growth, revenue and margin objectives.
• Strong experience in developing customer relationships and converting opportunities.
• Strong commercial acumen and numeracy with pricing and negotiation skills.
• Experience with pipeline management, forecasting and CRM systems; HubSpot advantageous.

Responsibilities

• Deliver revenue, margin and growth objectives per budget and sales strategy.
• Develop and execute customer growth plans across the portfolio, identifying opportunities to grow existing business and strengthen relationships.
• Identify, develop and convert new business opportunities and prospective customer relationships.
• Lead commercial negotiations, pricing and costings to protect and enhance margin.
• Build and manage a strong pipeline of opportunities with milestones and conversion measures.
• Champion the effective use of HubSpot across the Sales team for forecasting and decision-making.
• Collaborate with C&I, Operations, Finance and Supply Chain to assess, cost and deliver customer opportunities.
• Establish consistent customer planning, reporting disciplines and track progress, risks and opportunities.
• Ensure accurate forecasting and timely reporting of performance, pipeline and risks.
• Travel as required; adhere to Ireland work eligibility; supported by being an equal opportunities employer.

Skills

Sales experience

Financial acumen

Customer relationship development

Pricing & negotiation

Forecasting

Analytical thinking

Cross-functional collaboration

Communication & influencing

Strategic thinking

Adaptability

Tools

HubSpot

Job description

Job Purpose

Drive profitable and sustainable growth across TCFG to deliver existing customer opportunities and identifying and converting new business. The Commercial Manager will combine customer and market insight, innovation, and commercial acumen to deliver revenue and margin objectives and translate opportunities into commercially viable customer solutions

Reports To

Head of Sales and Business Development

Key Responsibilities

• Deliver agreed revenue, margin and profitable growth objectives in line with TCFG’s budget and overarching sales strategy
• Develop and execute customer growth plans across the allocated customer portfolio, identifying opportunities to grow existing business and strengthen long-term customer relationships with clear priorities, actions, milestones, and measures of success
• Identify, develop and convert new business op0portunitries and prospective customer relationships aligned with the direction and priorities et by the Head of Sales
• Manage and support the team, ensuring clear priorities, accountability and delivery against agreed objectives
• Use customer insight, market understanding, emerging trends and competitor activity to identify new areas for profitable growth and inform future commercial priorities
• Work closely with C&I and relevant cross-functional teams to develop compelling customer propositions and solutions in response to identified customer and market opportunities
• Drive opportunities from initial concept through development and commercialisation to sales conversion, ensuring clear ownership and momentum throughout
• Build and actively manage a strong pipeline of existing and prospective customer opportunities, with clear priorities, milestones and conversion measures
• Lead commercial negotiations, pricing and costings within the role’s remit, protecting and enhancing margin and ensuring commercially sustainable outcomes for TCFG
• Champion the effective use of HubSpot across the Sales team, ensuring customer activity, opportunities and pipeline are accurately captured and used to support forecasting, commercial decision-making and growth
• Maintain strong oversight of commercial performance across volume, value, margin, pipeline and customer profitability, proactively identifying risks and opportunities
• Contribute customer insight, market intelligence, and identified growth opportunities to support the Head of Sales in the development of TCFG’s longer-term commercial & innovation strategy
• Work collaboratively with C&I, Operations, Finance and Supply Chain to ensure customer opportunities are effectively assessed, costed, developed and delivered
• Establish consistent customer planning, review, and reporting disciplines, ensuring progress, actions, risks and opportunities are actively managed & future growth opportunities are maximised
• Use performance data to identify trends to support the development of the team through regular communication, coaching and feedback
• Ensure accurate forecasting and timely reporting, providing clear visibility of performance, pipeline, opportunities, and commercial risks
• Work closely with Finance in relation to credit limits and overdue accounts, ensuring appropriate management of commercial and financial risk
• Proactively manage customer-related inventory exposure and minimise the risk of uncommitted or obsolete stock
• Ensure Sales team adhere to agreed commercial processes, reporting requirements and Sales SOPs
• Identify opportunities to improve commercial execution and Sales processes
• Professional development is encouraged to support career growth and progression

Skills / Qualifications / Experience

• Minimum 5-10 years in a commercial or sales or business development or related customer-facing role within the food or FMCG sector
• Proven track record of delivering growth, revenue and margin objectives
• Strong experience in developing customer relationships, identifying opportunities and converting opportunities into sustainable business
• Strong commercial acumen and numeracy skills, with experience of pricing, costings, margin management and commercial negotiation
• Demonstrable ability to use customer and market insight to identify growth opportunities and translate these into commercially viable plans
• Experience of working cross-functionally across innovation, product development, sales, operations and other business functions
• Strong understanding of pipeline management, forecasting and CRM systems; experience of HubSpot would be an advantage
• Strong analytical and planning capability, with the ability to use data and insight to support decision-making
• Confident and credible communicator with the ability to build effective relationships and influence customers and internal stakeholders at all levels
• Strong negotiation skills with the ability to progress opportunities through to agreement
• Confident in constructively challenging team members and stakeholders and holding people accountable for agreed outcomes
• Ability to operate effectively in a fast-moving and demanding environment
• Good understanding of technical, quality and operational considerations within the food industry
• Highly motivated, resilient, organised and commercially focused
• Recognition of Prior Learning (RPL) may be considered, based on relevant experience, training, or voluntary work

Note: As with all positions, due to the dynamic nature of Arrow Group business, key responsibilities will evolve and change over time. Some travel will be required. Appointment to this role is subject to the candidate’s eligibility to work in Ireland. We are a equal opportunities employer.