Commercial Manager – Eastern Africa Region

Key Performance Areas
Market Access Management

• Develop and implement sales enablement strategies to support the increase of Fairtrade uptake and sales. This includes international and regional markets.
• Identify and pursue new channels and opportunities to expand the partner base, market access, and market presence.
• Map out on a continuous basis all producer market opportunities for Fairtrade products, keeping Fairtrade producers up to date with market intelligence and opportunities.
• Provide support during resource mobilization project proposal writing opportunities.
• Develop monthly, quarterly & annual business reports and analysis,
• Budget Management. Optimize the budget with smart spending. Track, control, and evaluate all spending.

Key Account & Stakeholder Management

• Build and maintain strong relationships with key partners and stakeholders to drive business development initiatives.
• Collaborate with programme teams to understand and offer business capacity support to producers
• Represent Fairtrade Africa at buyer meetings within the Fairtrade network, attending relevant conferences as required.
• Product profiling for different market segments

Customer / Trade Marketing

• Develop customer marketing plans aligned to the commercial strategy.
• Collaborate with the Marketing Manager to execute consumer communication and awareness campaigns.
• Collaborate with the Marketing Manager to develop marketing collateral, sales tools, and resources to support sales efforts.
• Facilitate and coordinate trade fairs and buyers’ field visits.

Supply Chain Management

• Understand the Fairtrade standards and value proposition in the supply chain.
• Map the various value chains and actors in the region.
• Provide timely product supply options for new opportunities.
• Forecast product demand against supply in conjunction with programmes team

SKILLS & EXPERIENCE
KEY PERFROMANCE INDICATORS

• Increase in Fairtrade sales on Fairtrade terms
• New Fairtrade products in the market
• Partners Pipeline growth.

KNOWLEDGE, EXPERIENCE AND SKILLS:
Qualifications

• A Bachelor’s degree in Business Management or a related field.

Professional Qualifications

• Project management will be an added advantage

Experience and Knowledge

• At least 5 years’ experience of sale portfolio management
• Experience in business developmentstrategy development and execution.
• Key account and stakeholders’ relationship management experience
• FMCG experience is an added advantage.
• Experience in working in a matrix organization

Skills and competencies

• Demonstrated financial and project management skills
• Strong conceptual and negotiation skills
• Sales and marketing effectiveness