Director of Sales and Commercial Growth - Tobacco Industry

Job Description

Position Overview: Gulbahar Tobacco International is seeking an experienced and dynamic Director of Sales and Commercial Growth to lead our global market expansion and sales initiatives. The ideal candidate will have a proven track record in driving revenue growth, increasing market share, and building strong relationships with key stakeholders across diverse international markets. This role requires strategic insight, exceptional leadership, global sales team development and a deep understanding of the global tobacco industry.

Key Responsibilities

Global Market Growth and Expansion:

• Develop and implement comprehensive strategies to expand Gulbahar Tobacco International's presence in international markets.
• Conduct in-depth market research to identify emerging trends, customer needs, and competitive dynamics, translating insights into actionable plans.
• Assess and prioritize new market opportunities, evaluating potential risks and returns to inform strategic decisions.
  
  

Sales Strategy And Execution

• Design and execute robust sales plans to achieve and exceed global revenue targets, ensuring alignment with overall business objectives.
• Establish and monitor key performance indicators (KPIs) to evaluate sales effectiveness across regions, making data-driven adjustments as needed.
• Utilize digital tools and platforms to enhance sales processes, improve customer engagement, and drive global efficiency.
  
  

Business Development And Partnerships

• Identify and pursue strategic partnerships, alliances, and distribution channels that align with the company's growth objectives in various international markets.
• Negotiate and finalize agreements with new partners, ensuring mutually beneficial outcomes and long-term collaborations.
• Represent Gulbahar Tobacco International at industry events, conferences, and forums worldwide to enhance brand visibility and network with potential clients and partners. Represent Gulbahar Tobacco International at industry events, conferences, and forums worldwide to enhance brand visibility and network with potential clients and partners.
• Collaborate closely with global Marketing Team to optimize synergy of sales and marketing teams and activities.
  
  

Customer Relationship Management

• Develop and maintain strong relationships with key clients globally, understanding their unique needs and ensuring our offerings meet or exceed expectations.
• Implement customer feedback mechanisms to drive continuous improvement in products and services.
• Oversee the resolution of complex customer issues, ensuring prompt and satisfactory outcomes.
  
  

Team Leadership And Development

• Build from scratch, lead, mentor, and develop a high-performing sales and commercial team, fostering a culture of excellence, collaboration, and continuous learning.
• Conduct regular performance reviews, providing constructive feedback and identifying opportunities for professional growth.
• Encourage innovation within the team, promoting the adoption of best practices and new approaches to drive sales growth.
  
  

Financial Oversight And Reporting

• Develop and manage budgets for sales and commercial activities, ensuring optimal allocation of resources.
• Prepare regular reports for senior management, detailing performance metrics, market insights, and strategic recommendations.
• Analyse financial data to identify trends, forecast future sales, and inform strategic planning.
  
  

Regulatory Compliance And Risk Management

• Ensure all sales and commercial activities comply with local laws, regulations, and industry standards in various countries.
• Stay informed of regulatory changes within different regions, adjusting strategies and operations accordingly.
• Develop risk mitigation plans to address potential challenges in market entry, partnership agreements, and sales operations.
  
  

Route-to-Market Strategy

• Develop and implement effective route-to-market strategies, including travel retail, domestic duty-paid, and international/regional trading channels, to maximize product reach and profitability. Full and seamless collaboration with Global Marketing Team.
  
  

Customer Service Excellence

• Ensure the delivery of best-in-class service and support to customers, including market operations, to build long-term profitable partnerships.
  
  

P&L Management

• Oversee both long-term and short-term Profit and Loss (P&L) and balance sheet targets, focusing on growth, pricing, cost-to-distribute, and building a robust route-to-market organization.
  
  

Qualifications

• Bachelor's degree in Business Administration, Marketing, or a related field; an MBA is preferred.
• Minimum of 15-20 years of experience in the tobacco or Fast-Moving Consumer Goods (FMCG) industry, with at least 8 years in people management roles.
• Proven experience in managing diverse markets, distributors, direct sales operations, and travel retail channels across different regions.
• Demonstrated success in driving market growth and sales expansion in the tobacco industry or related sectors.
• Strong analytical skills, with the ability to interpret complex data and make informed strategic decisions.
• Exceptional negotiation, communication, and interpersonal skills.
• Proficiency in CRM software, sales analytics tools, and Microsoft Office Suite.
• Fluency in English; proficiency in additional languages is advantageous.
• Willingness to travel extensively as required.
  
  

Required Skills

• Strategic Planning and Execution: Proven ability to develop and implement comprehensive sales and market expansion strategies that align with organizational objectives.
• Market Analysis: Proficiency in conducting thorough market research to identify emerging trends, customer needs, and competitive dynamics.
• Revenue Generation: Demonstrated success in achieving and surpassing revenue targets through effective sales strategies and business development.
• Data-Driven Decision Making: Strong analytical skills to interpret complex data, identify trends, and make informed decisions that drive business growth.
• Leadership and Team Development: Experience in leading, mentoring, and developing high-performing sales teams, fostering a culture of excellence and continuous improvement.
• Customer Relationship Management: Ability to cultivate and maintain robust relationships with key clients, ensuring high levels of customer satisfaction and loyalty.
• Adaptability to Change: Flexibility to pivot in response to market disruptions, shifts in consumer behavior, or technological advancements.
• Advanced Digital Literacy: Proficiency in utilizing digital tools, CRM systems, and analytics platforms to enhance sales processes and customer engagement.
• Negotiation and Contract Management: Skilled in negotiating and finalizing agreements with partners, ensuring mutually beneficial outcomes and long-term collaborations.
• Organizational and Time Management: Ability to prioritize tasks, manage multiple projects simultaneously, and complete work within established time frames.
• Excellent Communication Skills: Strong verbal and written communication abilities to effectively convey ideas and strategies to diverse stakeholders.
• Problem-Solving Aptitude: Capacity to address and resolve complex issues, ensuring prompt and satisfactory outcomes.
• Global Perspective: Awareness of cultural nuances and regulatory environments across international markets to effectively drive global sales initiatives.
• Confidentiality: Ability to maintain confidentiality of sensitive information regarding company strategies, financials, and other proprietary data.
• Regulatory Knowledge: Familiarity with tobacco industry regulations and compliance requirements across various regions.
• Cultural Competence: Awareness and understanding of cultural differences when dealing with global clients, ensuring effective communication and relationship-building.
• Technical Sales Expertise: Proven track record of converting technical solutions into sales within the tobacco products sector.
• Regulatory Compliance: In-depth knowledge of tobacco industry regulations and the ability to ensure all sales activities comply with local and international laws.
• Technical Sales Expertise: Proven track record in converting technical solutions into sales within the tobacco products sector.