Commercial Manager (Business Development)

About the role

The Commercial Manager (Business Development) will lead a team of Business Development Managers (BDMs) to drive strategic revenue growth while delivering an exceptional client experience. This senior position balances high‑value deal negotiations, budgeting, and profitability targets to ensure sustainable commercial success.

Key responsibilities

• Manage a portfolio representing ~25% of the company’s annual budget, delivering revenue, gross‑margin and profit targets.
• Provide pricing discipline, oversee deal profitability, and manage debtor performance.
• Produce monthly variance analyses and corrective action plans.
• Supervise all BDM activities, contract terms, rebates and ensure compliance with governance frameworks.
• Identify and mitigate revenue and profitability risks, set priorities and make decisions in dynamic environments.
• Collaborate with Finance on budgets, capital allocation and cost controls; participate in quarterly budget reviews.
• Escalate material risks to senior leadership with clear remediation options.
• Act as the primary liaison between the BDM team and senior executives, communicating risks, blockers and performance insights.
• Utilise data and performance metrics to guide decision‑making and drive continuous improvement.

Required profile

• Proven experience in FMCG export (food, beverage, alcohol) to Africa, the Middle East or Indian Ocean Islands.
• Demonstrated ability to lead and coach a team of Business Development Managers.
• Strong financial acumen with responsibility for gross‑margin, profit targets and pricing discipline.
• High emotional intelligence, strategic leadership and the capacity to align team performance with business objectives.

Required skills

What we offer

• Opportunity to influence commercial strategy for a fast‑growing organization.
• Leadership role with significant impact on revenue and market share.
• Collaborative environment with senior executive engagement.