Job Description

The Commercial Executive interprets the brand plan and leads category strategies, assortment and pricing, space and range execution, and promotion strategy. The role secures supplier commitment and negotiates favourable trading terms, collaborates with internal stakeholders, and communicates performance with clear insights and actions. This role will be based at Clicks Head Office in Woodstock, Cape Town reporting to the Chief Commercial Officer.
Job description
Job Purpose
To drive competitive, sustainable growth for the Commercial division by leading category strategy, value retailing and supplier partnerships, in order to grow market share, improve margin and deliver business objectives. The role requires a deep category expert and a proven trader who can take the business to the next level in a highly competitive environment.
Job Objectives

• Develop category strategies and operating plans aligned to Commercial and Group priorities.
• Lead product assortment strategy, driving New and Only at Clicks to position the business as a destination in health and beauty.
• Execute space and range principles to deliver impactful in-store execution and seamless digital merchandising.
• Drive the Value pillar through price policy, promotion strategy and trade terms to achieve margin, sales and customer outcomes.
• Define budgets and develop annual operating plans; monitor KPIs and course-correct with data-led proposals.
• Cultivate and manage supplier relationships; negotiate robust trading terms, joint business plans and service levels.
• Work collaboratively with Supply Chain, Stores, OMNI, Finance and Marketing to ensure end-to-end delivery.
• Build high performing teams through effective people management and development to meet current and future objectives.
• Streamline Merchandise ways of working across operating divisions to improve speed and efficiency.

Minimum requirements
Functional Expertise

• Deep category experience in FMCG and health and beauty with proven trading performance
• Value retailing expertise and sharp commercial judgement
• Digital savvy across e-commerce, retail media and data-driven merchandising
• Global thinking with local understanding of South African FMCG and customer missions
• Supply chain understanding from sourcing to shelf availability and fulfilment
• Financial planning, budget management and P&L ownership
• Supplier co-op negotiations, trading terms and joint business planning
• Retail management, market trends and competitor analysis
• Relevant legislation, food and product labelling where applicable

Performance Measures

• Category sales, margin and market share growth
• Price perception and promotion ROI
• Supplier trading terms and joint business plan delivery
• Team engagement, capability and talent retention
• Operating plan delivery and process efficiency

Skills and Attributes

• Commercial acumen with strong negotiating skills
• Entrepreneurial mindset with enterprise thinking
• Tenacious and resilient with high ownership and follow through
• Analytical thinking with ability to leverage data and insights for decision-making.
• Strategic thinking and decision making
• Influencing and relationship building with internal and external partners
• Verbal and written communication with ability to present clear, actionable insights.
• Attention to detail and bias for action
• Authentic and principled leadership with strong trading capability and a genuine, people-centred approach.

Minimum Education & experience requirements

• Education: Relevant degree (e.g., B Comm), essential; MBA or post graduate degree, desirable.
• Experience: Over 5 to 8 years in a senior commercial role in retail or FMCG with proven results.
• Track Record: Demonstrated category growth, margin improvement and successful supplier negotiations in competitive environments

Competencies

• Entrepreneurial and Commercial Thinking
• Analysing
• Deciding and Initiating Action
• Leading and Supervising
• Planning and Organizing
• Persuading and Influencing
• Delivering Results and Meeting Customer Expectations
• Formulating Strategies and Concepts
• Authenticity and Integrity

Skills Required