Senior Commercial Officer (FMCG or related)

Job Position: Senior Commercial Officer (FMCG or related)

Ref: 5191

Location: Cape Town

Salary: R900000 to R1.2 million per annum commensurate with qualification and experience performance incentive

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 national sales key accounts distributor management trade marketing 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.

Email your CV to

Qualifications / Requirements:

• 10 years in FMCG or regulated consumer categories
• Proven experience leading national sales teams
• Strong key account negotiation experience
• Exposure to export / Pan-Africa distribution preferred
• Experience scaling multi-category portfolios
• Financial literacy (margin modelling forecasting budgeting)

Preferred attributes:

• Strategic thinker with execution focus
• High commercial IQ
• Comfortable in high-growth environments
• Strong negotiation and influence capability
• Entrepreneurial mindset

Key Performance Areas:

Commercial Strategy and Revenue Growth:

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

Key Accounts and 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

National Sales and 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

Trade Marketing and Brand Commercialisation:

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

Financial and 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

Team Leadership and 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 % (domestic and export)
• Gross margin % improvement
• Key account retention and expansion
• New market entries per year
• Working capital efficiency

Forecast accuracy

Email your CV to

Qualifications / Requirements:

• 10 years in FMCG or regulated consumer categories
• Proven experience leading national sales teams
• Strong key account negotiation experience
• Exposure to export / Pan-Africa distribution preferred
• Experience scaling multi-category portfolios
• Financial literacy (margin modelling forecasting budgeting)

Preferred attributes:

• Strategic thinker with execution focus
• High commercial IQ
• Comfortable in high-growth environments
• Strong negotiation and influence capability
• Entrepreneurial mindset

Key Performance Areas:

Commercial Strategy and Revenue Growth:

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

Key Accounts and 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

National Sales and 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

Trade Marketing and Brand Commercialisation:

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

Financial and 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

Team Leadership and 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 % (domestic and export)
• Gross margin % improvement
• Key account retention and expansion
• New market entries per year
• Working capital efficiency
• Forecast accuracy

R900000 to R1.2 million per annum commensurate with qualification and experience performance incentive