Commercial Director

An ambitious and fast-growing player in the FMCG sector, is seeking a Commercial Director to spearhead its hyper-growth journey. As a challenger brand, we aim to disrupt the market, outpace competitors, and achieve exponential revenue growth through bold sales strategies and innovative commercial leadership. The Commercial Director will be the driving force behind our sales engine and strategic vision, building a high-performance team, forging key partnerships, and scaling our market presence regionally and beyond. This is a high-impact role for a proven sales leader with a passion for strategy, ready to take a disruptive brand to market dominance in the FMCG space.

Key Responsibilities:

Sales Leadership:

• Develop and execute an aggressive sales strategy to achieve hyper-growth targets (e.g., 50–100% YoY revenue increase).
• Lead direct and indirect sales channels, including retail, e-commerce, and distributor networks, to maximize penetration and volume.
• Drive a performance-driven sales culture, setting ambitious KPIs and ensuring accountability across teams.

Commercial Strategy:

• Shape the brand’s go-to-market approach, identifying untapped opportunities in the FMCG landscape (e.g., new categories, geographies, or consumer segments).
• Build and refine pricing, promotion, and distribution strategies to outmaneuver larger competitors while maintaining profitability.
• Spearhead strategic partnerships with retailers, suppliers, and digital platforms to amplify reach and scale.

Market Disruption:

• Position the brand as a bold challenger by leveraging consumer insights, trends (e.g., sustainability, health), and agile decision-making to outpace legacy FMCG players.
• Oversee product portfolio expansion, working with marketing and R&D to launch high-velocity SKUs that capture market share.

Team Building:

• Recruit, train, and inspire a top-tier commercial team, fostering a startup mentality with big-brand execution.
• Mentor sales managers and key account leaders to deliver results in a fast-paced, high-stakes environment.

Data-Driven Growth:

• Utilize sales analytics, market data, and consumer behavior insights to optimize strategies and forecast demand.
• Report on commercial performance to the CEO and board, translating numbers into actionable growth plans.

P&L Accountability:

• Own the commercial P&L, balancing aggressive growth with cost efficiency to ensure sustainable scaling.

Qualifications:

• Bachelor’s degree in business, marketing, or a related field; MBA or equivalent is a plus.
• 10+ years in commercial or sales leadership roles within FMCG, with a proven track record of driving double- or triple-digit growth.
• Experience with a challenger brand, startup, or high-growth SME, ideally disrupting larger incumbents.
• Deep expertise in sales channel management (e.g., modern trade, traditional trade, e-commerce) and distributor networks.
• Fluency in English; additional languages relevant to target markets (e.g., regional dialects) are advantageous.

Skills:

• Strategic visionary with a knack for translating bold ideas into executable plans.
• Exceptional sales acumen—able to close deals, negotiate with key accounts, and rally teams to exceed targets.
• Commercial agility—comfortable pivoting strategies in response to market shifts or competitor moves.
• Strong analytical skills to leverage data for decision-making and forecasting.
• Charismatic leadership with a history of building high-energy, results-focused teams.
• Entrepreneurial mindset—thrives in ambiguity and loves a challenge.
• Competitive edge—relishes taking on giants and winning.
• Resilience—unfazed by setbacks, with a focus on rapid iteration and results.
• Passion for FMCG—understands consumer drivers and category dynamics.