Head of Commercial – FMCG Leader

About the role

We are a fast‑moving consumer goods (FMCG) import and distribution company seeking a commercially driven leader to own and shape our commercial strategy. The Head of Commercial will build the commercial engine of the business, driving revenue, profitability and market share across modern trade channels.

Key responsibilities

• Develop and execute the company’s commercial strategy and annual business plans.
• Lead sales planning, forecasting, budgeting and performance monitoring.
• Own revenue, profitability and market‑share targets.
• Negotiate commercial agreements with key retail chains and strategic customers.
• Build and manage high‑performing Sales and Key Account teams.
• Use data and analytics to monitor KPIs and drive performance.
• Partner with Supply Chain, Finance and Marketing to ensure seamless execution.
• Identify new business opportunities, channels and growth initiatives.
• Improve commercial processes, governance and reporting.

Required profile

• 10+ years of experience in FMCG, with significant exposure to Modern Trade.
• Proven success leading commercial or sales organisations.
• Strong strategic thinking combined with hands‑on execution.
• Excellent negotiation and relationship‑management abilities.
• Solid financial and analytical capabilities.
• Bachelor’s degree required; MBA is a plus.

Required skills