Commercial Manager- CPT

A fast-growing FMCG distributor operating in the nicotine and vaping category across Southern Africa. We are seeking a Commercial Manager to own and drive the company's revenue performance — from strategy through to execution.

This is a senior, high-impact role. The Commercial Manager will be responsible for growing our customer base, deepening relationships with key accounts, managing and developing the sales team, and ensuring that commercial decisions are grounded in data and delivered with discipline.

The right candidate is a natural sales leader — someone who can set strategy in the boardroom and still roll up their sleeves with a territory rep in the field. They will be commercially astute, metrics-driven and comfortable operating at speed in a competitive category.

This role has a direct line to the Director and significant influence over the direction of the business.

Key Responsibilities

Sales Strategy & Revenue Growth

Key Account Management

Sales Team Leadership

Channel & Distribution Management

Commercial Reporting & Forecasting

Cross-Functional Collaboration

Key Performance Indicators

KPI What we will measure

Revenue growth Month-on-month and year-on-year revenue vs target

New account acquisition Number of new active accounts opened per quarter

Key account retention Churn rate and growth within top 20 accounts

Sales team performance Team attainment of individual and collective targets

Forecast accuracy Variance between forecast and actual revenue per month

Debtor discipline Overdue debt within the sales team's account base

Market coverage Active call coverage vs total addressable accounts

New product ranging Listing success rate for new SKUs across key channels

Required Skills & Experience

Non-negotiable requirements

• Minimum 5 years commercial, sales management or key account management

experience

• Proven track record of delivering revenue growth — must be able to evidence with

numbers

• Experience managing and leading a sales team — not just individual contributor

experience

• Strong FMCG, distribution or consumer goods background

• Demonstrable key account management experience at a buyer or senior decision-

maker level

• Commercially astute — understands margin, pricing, trading terms and P&L implication

• Excellent communication, negotiation and presentation skills

• Data-literate — comfortable interpreting sales data, building forecasts and reporting to senior leadership

• Relevant qualification — BCom (Marketing / Sales / Business Management), NDip or

equivalent

Preferred experience — strong differentiators

• Experience in the nicotine, vaping, tobacco or regulated consumer goods category

• Established trade relationships in Western Cape and/or Eastern Cape retail and wholesale channel

• Experience managing distributor networks or sub-distributor relationships

• Experience in a business scaling through growth — not just steady-state management

• Exposure to ERP or CRM systems for pipeline and account management

• Experience launching new products into trade — ranging, pricing, promotiona

planning

• Multi-region commercial responsibility (e.g. national accounts or two or more provinces)

• Operational management experience — ability to step into or support operational

functions beyond pure sales