The Head of Commercial (Growth & Partnerships)

TON Corporate Services

Sales

The Head of Commercial (Growth & Partnerships) will play a strategic leadership role in driving revenue growth, expanding market share, and forging high-value partnerships within the FMCG sector. This role requires a commercially astute leader with proven experience in building growth strategies, developing strong business relationships, and leading cross-functional teams to deliver on sales, distribution, and profitability objectives.

The ideal candidate will combine deep knowledge of the FMCG landscape with a results-driven approach to innovation, partnerships, and market penetration.
Key Responsibilities

1. Commercial Strategy & Growth: Develop and implement robust commercial strategies to achieve revenue, profitability, and market share targets.

• Identify, evaluate, and execute new market opportunities, product innovations, and go-to-market models.
  
Monitor market trends, competitor activities, and consumer insights to anticipate and respond to changes in the FMCG sector.

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2. Partnerships & Business Development

• Build and nurture strategic partnerships with distributors, retailers, key accounts, and external stakeholders.
  
• Negotiate and manage high-value contracts, alliances, and joint ventures to expand business reach.
  
Drive collaboration with e-commerce platforms, modern trade, and traditional trade channels to maximize growth.

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3. Sales & Distribution Excellence

• Oversee national and regional sales operations, ensuring strong execution of sales and distribution strategies.
  
• Optimize pricing, promotions, and channel strategies to drive volume and profitability.
  
Lead key account management and ensure strong relationships with top customers.

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4. Leadership & Team Development

• Lead, mentor, and develop a high-performing commercial team across sales, trade marketing, and business development.
  
• Foster a culture of accountability, innovation, and customer focus.
  
Collaborate with cross-functional teams (marketing, supply chain, finance, production) to ensure seamless execution of growth plans.

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5. Performance Management & Reporting

• Set and track KPIs for growth, sales, and partnerships.
  
• Provide regular performance reports and insights to the executive team.
  
Ensure compliance with company policies, industry regulations, and ethical standards.

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Requirements

• Bachelor’s degree in Business Administration, Marketing, Economics, or related field (MBA or advanced degree preferred).
  
  

• 10+ years’ progressive experience in commercial leadership within FMCG, with at least 6 years in a senior management role.
  
  

• Proven track record of driving revenue growth, managing partnerships, and delivering strong business results.
  
  

• Strong understanding of FMCG value chain, distribution networks, and retail landscapes (traditional trade, modern trade, e-commerce).
  
  

• Exceptional negotiation, communication, and stakeholder management skills.
  
  

• Demonstrated ability to lead and inspire high-performing teams.
  
  

• Analytical mindset with strong business acumen and strategic thinking.
  
  

  
  

Key Competencies

• Commercial & Financial Acumen
  
  

• Strategic Leadership
  
  

• Negotiation & Influencing
  
  

• Market Development & Expansion
  
  

• Relationship & Stakeholder Management
  
  

• Execution Excellence & Results Orientation
  
  

  
  

Benefits

• Opportunity to lead commercial growth in a dynamic FMCG company.
  
  

• Competitive compensation and performance-based incentives.
  
  

• A collaborative and innovative work environment.
  
  

• Career growth and professional development opportunities.
  

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