Job Description

The Commercial Manager is responsible for leading the development and strategy of specific products and solution segments. The individual must possess a strong background in the water and wastewater treatment market, demonstrate strategic thinking, and have a proven track record in managing solutions and product lifecycles from pre-launch to discontinuation. Managing a diverse product portfolio, the commercial manager engages with suppliers, facilitates feedback to sales streams, provides support to customers, operations and the commercial team, and ensures effective dissemination of product and market information. The role requires a strategic thinker capable of orchestrating the entire product lifecycle and acting as a bridge between suppliers, internal teams, and customers. The Commercial Manager will also be responsible for a portfolio of key customers to facilitate rebuilding this market presence for this product group. The Commercial Manager will also provide support, coaching and leadership to the technical sales team.
Qualifications

• Matric/ Grade 12
• University (First degree), i.e. Bachelor of Science

Experience

• 5 - 10 years in water and wastewater treatment products and solutions offerings and key account management
• Sales management experience
• Technical knowledge in Water Treatment
• Product / Sourcing Knowledge (Advantage)
• P&L Exposure
• Manufacturing knowledge (Advantage)

Duties
Product Strategy and Development:

• Conduct market research and analysis to identify opportunities and threats within the product segment, focusing on positioning
• Collaborate with cross-functional teams to develop and refine product strategies aligned with business objectives
• Drive new product development initiatives, from concept to launch, ensuring adherence to quality and regulatory standards (NPI - New Product Implementation)
• Oversee existing product development (EPD), managing stock forecasting for a broad range of principals and SKUs
• Prepare product costing, including shipping details, and share comprehensive templates with the commercial team
• Responsible for managing relationships and interface with principals

Market Positioning:

• Develop an in-depth understanding of customer needs and market trends to strategically position products and solutions
• Conduct competitive analysis to identify key differentiators and establish a competitive advantage based on the specific product
• Collaborate with marketing teams to create compelling messaging and positioning for the Protea Chemicals Water Care offering
• Engage in marketing activities with local industry bodies, including sales and marketing efforts, editorials, and advertorials

Lifecycle Management:

• Take ownership of the entire product lifecycle, managing products from introduction to end-of-life
• Monitor product performance and customer feedback, utilising data-driven insights to enhance product offerings
• Collaborate closely with principal suppliers, sales managers, production, quality, and supply chain teams to optimise existing products and introduce improvements

Cross-Functional Collaboration:

• Collaborate seamlessly with sales, marketing, supply chain, and quality teams to ensure alignment and effective communication.
• Provide training and support to sales teams, enhancing their product knowledge and driving successful sales strategies.
• Act as a liaison between different departments, facilitating smooth product development and launches.
• Collaborates with production of raw materials requirements, sales requirements and cost managemen

Key account management:

• Manage a portfolio of key customers to facilitate the growth of the product basket and solution offerings.
• Enhance the customer relationship to ensure long term partnerships.
• Develop customer account plans to identify and present new opportunities to the business.
• Build partnerships with key customers to ensure the long-term viability of the relationship.

Compliance:

• Stay updated on local and international regulatory requirements related to products.
• Participate in industry associations applicable to the product portfolio
• Collaborate with the quality team to ensure compliance with regulatory standards.

Business Management

• Coach and lead the sales team
• Review their sales activities in line with the strategy and the budget
• Clearly review the forecast and budget and ensure that the sales activities and projects are aimed at delivering the budget.

Job Competencies
Core Behavioural Competencies:

• Builds Collaborative Relationships
• Results Orientation
• Ensures Accountability
• Customer Focus
• Continuous Improvement and Development
• Situational Adaptability and Resilience
• Strategic Thinking
• Decision Quality
• Balances Stakeholders
• Analytical Thinking

Skills Required