COMMERCIAL DIRECTOR - STOCK FEED DIVISION
Sales & Marketing Jobs
- Parrogate Zimbabwe (PVT) Ltd
- Expires 31 Oct 2026
- Harare
- Full Time
Job Description
To provide strategic leadership and overall direction for the commercial operations of the Stock Feed business, ensuring sustainable revenue growth, increased market share, customer satisfaction and profitability. The Commercial Director is responsible for developing and implementing sales and marketing strategies, managing pricing and distribution, identifying new business opportunities, strengthening customer relationships and ensuring effective coordination between commercial, production, procurement, finance and logistics functions. The role is accountable for translating the company's business objectives into measurable commercial results while ensuring that stock feed products remain competitive, readily available and responsive to customer needs.
Duties and Responsibilities
3.1 Commercial Strategy and Business Growth
• Develop and implement the company's commercial strategy in line with overall business objectives.
• Identify opportunities to increase sales volumes, revenue, market share and profitability across all stock feed product categories.
• Conduct market research and competitor analysis to identify market trends, customer needs, emerging opportunities and competitive threats.
• Develop annual commercial budgets, sales forecasts and growth plans for approval by management.
• Identify and develop new markets, geographical territories, customer segments and distribution channels.
• Evaluate opportunities for strategic partnerships, dealer networks, bulk supply agreements and institutional contracts.
• Monitor commercial performance and implement corrective measures where targets are not being achieved.
3.2 Sales Management and Revenue Generation
• Lead and manage the sales function to achieve approved sales volume, revenue, collection and profitability targets.
• Establish clear sales targets for regions, sales teams, distributors, agents and individual sales representatives.
• Monitor daily, weekly and monthly sales performance against budgets and forecasts.
• Develop and implement sales plans for different stock feed categories, including poultry, cattle, pig, dairy, aquaculture and other product lines offered by the company.
• Strengthen relationships with farmers, commercial agricultural enterprises, livestock producers, retailers, wholesalers, agro-dealers and other key customers.
• Identify and secure high-volume customers and long-term supply contracts.
• Review sales pipeline performance and ensure timely follow-up on quotations, orders, customer enquiries and prospective business.
• Develop appropriate sales incentive schemes, subject to management approval, to drive productivity and achievement of targets.
3.3 Marketing and Brand Management
• Develop and implement marketing strategies to increase brand awareness, product visibility and market penetration.
• Oversee promotional campaigns, product launches, agricultural shows, farmer engagement programmes and other marketing initiatives.
• Work with technical and production teams to communicate product benefits, specifications and appropriate applications to customers.
• Ensure that marketing activities generate measurable commercial returns.
• Monitor customer feedback, competitor promotions and changes in market demand.
• Ensure that all marketing materials and product claims are accurate and consistent with approved product specifications and applicable requirements.
3.4 Pricing, Margins and Profitability
• Develop and recommend competitive pricing strategies for all stock feed products.
• Regularly review selling prices against raw material costs, production costs, competitor pricing, distribution costs and market conditions.
• Monitor gross margins, contribution margins and profitability by product, customer, region and distribution channel.
• Ensure that discounts, rebates, credit terms and special pricing arrangements are properly controlled and approved.
• Identify opportunities to improve commercial margins without compromising product quality or competitiveness.
• Work closely with Finance to evaluate the financial impact of pricing decisions, promotional campaigns and customer contracts.
• Investigate and address underperforming products, customers and sales channels.
3.5 Customer Relationship Management
• Establish and maintain strong relationships with key customers, distributors, retailers and strategic business partners.
• Ensure that customer enquiries, complaints and service issues are addressed promptly and professionally.
• Develop customer retention strategies and identify opportunities to increase sales to existing customers.
• Monitor customer satisfaction and use feedback to improve products, service delivery and commercial processes.
• Negotiate commercial agreements and supply contracts within approved authority limits.
• Ensure that customer commitments are aligned with production capacity, stock availability and delivery capabilities.
3.6 Distribution, Stock Availability and Logistics Coordination
• Oversee the commercial distribution strategy to ensure effective product availability across target markets.
• Coordinate with Production, Procurement, Warehousing and Logistics to align sales forecasts with production schedules, inventory levels and delivery capacity.
• Monitor stock availability, product movement, slow-moving inventory and the risk of stock-outs.
• Ensure that sales commitments are realistic and supported by available production capacity and raw material supplies.
• Review distribution costs and identify opportunities to improve delivery efficiency and reduce the cost of serving customers.
• Monitor order fulfilment, delivery lead times and service levels across distribution channels.
• Work with relevant departments to minimise expired, damaged or obsolete stock and avoid unnecessary inventory accumulation.
3.7 Credit Management and Debtors Control
• Work with Finance to establish and enforce customer credit policies and approved credit limits.
• Monitor customer account exposure, overdue balances and collection performance.
• Ensure that sales teams actively support the collection of outstanding customer debts.
• Review customer creditworthiness before recommending new credit facilities or significant increases in exposure.
• Monitor the relationship between sales growth, cash flow and debtor risk.
• Recommend appropriate action on overdue accounts, including credit restrictions, revised payment terms or suspension of further supplies, in consultation with Finance and management.
• Ensure that sales growth does not come at the expense of cash flow or unacceptable credit risk.
3.8 Product Development and Market Intelligence
• Work with Production, Quality Assurance and relevant technical personnel to identify opportunities for new stock feed products and product improvements.
• Analyse market demand for different animal feed formulations, packaging sizes and product categories.
• Provide commercial input into product development, product positioning and market entry decisions.
• Monitor changes in livestock production trends, farming practices, customer preferences and competing products.
• Identify opportunities for value-added products, customised feed solutions and differentiated product offerings.
• Provide management with regular reports on market developments and their potential impact on the business.
3.9 Team Leadership and Performance Management
• Lead, motivate and develop the commercial team to achieve agreed business objectives.
• Establish clear Key Result Areas (KRAs), Key Performance Indicators (KPIs) and performance targets for all commercial personnel.
• Conduct regular performance reviews and implement improvement plans where necessary.
• Identify training needs in sales, negotiation, customer service, product knowledge and commercial management.
• Promote accountability, ethical conduct, teamwork and a performance-driven culture.
• Ensure that the commercial team complies with approved pricing, credit, reporting and customer management procedures.
3.10 Financial Planning, Reporting and Cost Control
• Prepare and manage the commercial department's annual budget in line with approved business plans.
• Monitor sales revenue, volumes, gross profit, operating expenses, marketing expenditure and commercial returns.
• Prepare accurate weekly, monthly, quarterly and annual commercial performance reports for management.
• Analyse variances between actual performance and budget and recommend corrective action.
• Track sales forecasts against actual demand and provide reliable information for production and procurement planning.
• Identify opportunities to reduce selling, distribution and customer acquisition costs.
• Present commercial performance, risks, opportunities and strategic recommendations at management meetings.
3.11 Compliance, Risk Management and Corporate Governance
• Ensure that commercial activities comply with applicable laws, regulations, company policies and contractual obligations.
• Ensure that product marketing and sales practices are consistent with applicable stock feed, product quality, labelling and safety requirements.
• Maintain appropriate controls over customer contracts, discounts, pricing approvals and sales transactions.
• Identify and manage commercial risks, including customer concentration, bad debts, market volatility, supply disruptions and competitive pressure.
• Promote ethical business practices and prevent conflicts of interest, fraud and unauthorised commercial commitments.
• Ensure that commercial records and reports are accurate, complete and submitted within agreed deadlines.
Qualifications and Experience
• Bachelor's degree in Sales and Marketing, Business Management, Commerce, Agricultural Economics or a related field.
• A postgraduate qualification or MBA will be an added advantage.
• At least 8–10 years of relevant commercial, sales or business development experience, preferably in a manufacturing, agricultural or FMCG environment.
• At least 5 years in a senior management or commercial leadership position.
• Experience in stock feed, animal nutrition, agricultural inputs, livestock production or related industries is A MUST.
• Demonstrated experience in managing sales teams, commercial budgets, pricing strategies, customer credit and profitability.
• Proven track record of achieving revenue growth, expanding market share and developing strategic customer relationships.
• Experience in sales forecasting, market analysis and commercial performance reporting.
How to Apply
Qualified and interested candidates must email their updated resume and proof of qualifications to vacancieshr81@gmail.com on or before 31 October 2026. Only shortlisted candidates will be contacted for interviews.
