The Commercial Leader is responsible for leading the commercial activities to ensure constant availability of stock, for a smooth running of operations. You will play a pivotal role in driving profitability through effective supplier management, inventory and product category management, market insights, financial control, and sales strategy.
You will also be responsible for leading the commercial team through proper guidance and coaching, to ensure optimal efficiency, productivity, and performance of the department.
Job duties:
Supplier Management and Negotiation:
- Conduct end-to-end communication with suppliers regarding products and promotions.
- Negotiate annual agreements with suppliers, encompassing financial support, fees, and terms.
- Focus on increasing back margin revenue to drive profitability.
- Build and maintain profitable relationships with suppliers.
Inventory and Product Category Management:
- Maintain optimal inventory levels for all product categories.
- Strategically plan promotions and banners.
- Optimize product assortment to meet category demands.
- Oversee the implementation of all exit strategies for underperforming products.
Market Insights and Strategy:
- Research and analyze consumer behavior and market insights to expand the range of products and categories.
- Conduct competitors’ surveys on the top products and fast-moving items, and report on monthly basis.
Financial Control and Reporting:
- Monitor and report on financial support for banners, promotions, and commercial activities.
- Track stock levels and values for all categories on a monthly basis.
- Control and initiate the creation of new items within the categories.
- Collaborate with the finance team for supplier payments and reconciliation.
- Plan and execute store checks on a regular basis.
- Manage import orders on monthly basis, and source new products, brands, as per market trend and customer demand.
- Manage and track the total commercial budget.
In-App Review and Audit:
- Conduct daily reviews of the application's layout, photo quality, and item descriptions.
- Ensure uniformity and proper maintenance of the application.
- Adjust discrepancies promptly.
- Develop strategies to position product categories for maximum visibility on the app.
Team Leadership and Management:
- Lead and manage a team, including category leaders, assistant category leaders, supply chain officers, and pricing analysts.
- Monitor department’s efficiency, and always thrive to improve performance through coaching, training, and guiding the team.
Sales Strategy:
- Develop clear assortment strategies for all categories.
- Monitor pricing strategies and market price changes.
- Focus on supplier financial support (rebates, marketing fees, sell-out, discounts, payment terms...) to increase profitability.
- Minimize markdowns through improved inventory visibility.
- List profitable products to create an emotional connection with customers.
- Increase average order value through negotiation and pricing tactics.
- Optimize vendor relationships to enhance product offerings.
- Attract new customers with the right product assortment and dynamic promotions.
Stock Control and Availability:
- Ensure product availability and efficient supplier ordering schedules.
- Maintain healthy stock levels and rotation.
- Prevent out-of-stock situations in stores.
- Identify Key Value Items and manage buffer stocks.
- Liquidate slow-moving items and reduce overstock through inter-branch transfers.
Commercial Support:
- Oversee the timely and accurate preparation of initial orders for new suppliers and products.
- Contribute categories input to business reviews and cost-efficiency opportunities.
- Continuously source local new suppliers/brands to enhance the range.
- Monitor pricing and ensure prices are always as per the pricing strategy.
- Optimize the front margin as per the budget.
Requirements
- Bachelor’s degree in business, Supply Chain Management, or related field (Master's degree preferred), with at least 5 years of experience in commercial management or a related role within the retail industry
- Strong background in developing assortment and pricing strategies
- Excellent Communication and Interpersonal skills
- Demonstrated Relationship Building
- Strategic mindset
- High sense of ownership and accountability
- Ability to work independently with minimal supervision.
- Strong negotiation, supplier management, and financial analysis skills
- Proficiency in market research, consumer behaviour analysis, and sales strategy development.
- Excellent problem-solving, and decision-making abilities.
- Ability to adapt to changing market trends and demands.
- Strong Leadership and Team Management experience, with the ability to drive performance improvement.
- Demonstrated experience and knowledge in Inventory management.
- Thorough experience in Financial Reporting
- Understanding and knowledge of Supply Chain Management best practices
- Proficiency in using market research tools and analytics platforms to gather consumer behaviour data and market insights.
- Familiarity with category management software and e-commerce platforms
