Commercial Manager

Job title : Commercial Manager

About the job

• The Commercial Manager is responsible for driving the company's commercial strategy through effective merchandise planning, category management, demand forecasting, inventory optimization, procurement oversight, and business performance analysis. The role ensures that the right products are available at the right time, in the right quantities, and at the right cost to maximize sales, profitability, and customer satisfaction.
• The Commercial Manager leads the development and execution of annual commercial plans, assortment strategies, inventory allocation frameworks, replenishment systems, pricing recommendations, and category growth initiatives while ensuring alignment with organizational objectives and revenue targets.

Key Responsibilities

Commercial Planning & Strategy

• Lead the development and execution of the annual commercial plan and commercial calendar across all product categories.
• Define short-term and long-term commercial objectives and revenue targets in alignment with business goals.
• Develop sales forecasts, demand plans, and inventory requirements to support business growth.
• Collaborate with cross-functional teams to ensure commercial initiatives are aligned with organizational priorities.
• Drive strategic projects with significant commercial impact and measurable business outcomes.
• Identify opportunities to improve sales performance, profitability, and operational efficiency.

Merchandise Planning & Category Management

• Develop and implement category strategies that maximize sales, profitability, and inventory productivity.
• Lead assortment planning, product selection, category expansion, and rationalization initiatives.
• Manage the entire product lifecycle from product introduction through growth, maturity, and discontinuation.
• Analyze category performance and make recommendations on product additions, removals, and pricing adjustments.
• Monitor product performance and customer buying patterns to optimize inventory investments.
• Ensure effective product allocation and distribution across stores and sales channels.

Demand Forecasting & Inventory Management

• Develop accurate demand forecasts by analyzing sales trends, market conditions, seasonality, and business initiatives.
• Oversee inventory planning and replenishment strategies to ensure optimal stock levels.
• Monitor stock movements and recommend actions to improve inventory turnover and reduce stock aging.
• Lead pre-season and in-season inventory allocation planning.
• Manage stock transfers, replenishment activities, and inventory balancing across locations.
• Identify and mitigate inventory risks including overstocking, stock-outs, and obsolete inventory.

Procurement & Vendor Management

• Participate in strategic buying decisions and supplier negotiations.
• Ensure favorable pricing structures, payment terms, and supply agreements.
• Develop and maintain strong relationships with suppliers and vendors.
• Evaluate supplier performance and recommend improvements where necessary.
• Support sourcing initiatives to improve cost efficiency and product availability.

Business Performance Analysis

• Monitor sales, inventory, margin, and category performance against targets.
• Conduct regular business reviews and identify opportunities for improvement.
• Analyze commercial performance and provide actionable recommendations to close performance gaps.
• Perform cross-functional analysis to support strategic decision-making.
• Measure and evaluate the effectiveness of promotions, markdowns, and pricing initiatives.
• Track return on investment (ROI) for commercial projects and initiatives.

Retail & Merchandising Excellence

• Oversee the planning and execution of merchandising strategies across all retail locations.
• Ensure effective product presentation and assortment execution.
• Collaborate with Visual Merchandising teams to optimize product placement and customer engagement.
• Support initiatives that enhance customer experience and drive conversion.

Market Intelligence & Business Development

• Conduct market research to understand customer behavior, industry trends, and competitive activities.
• Monitor competitor pricing, assortment strategies, and market share developments.
• Identify new business opportunities, emerging product categories, and growth initiatives.
• Provide strategic recommendations based on market insights and business intelligence.

Leadership & People Management

• Lead, coach, mentor, and develop category management and commercial teams.
• Establish performance objectives and accountability measures for direct reports.
• Foster collaboration across departments to achieve business objectives.
• Build a high-performance culture focused on innovation, accountability, and continuous improvement.
• Support succession planning and capability development within the commercial function.

Qualifications & Experience

Education

• Bachelor's Degree in Business Administration, Economics, Supply Chain Management, Statistics, Finance, Marketing, or a related discipline.
• MBA or Master's Degree in Economics, Finance, Statistics, Supply Chain Management, or related field is an added advantage.

Experience

• Minimum of 8–10 years of progressive experience in Commercial Management, Merchandise Planning, Category Management, Supply Chain, Retail Planning, or a related function.
• Experience within retail, FMCG, fashion, lifestyle, or consumer goods industries is highly desirable.
• Proven track record of managing commercial performance, inventory planning, and category growth.