Head, Commercial

About the role

The Head of Commercial leads all sales, marketing, pricing and customer-management activities for Dangote Packaging's polypropylene (PP) woven sack range produced at two factories. The main goal is to grow sales to external third-party customers, reduce reliance on internal and captive demand and increase capacity utilisation, revenue and margin across both plants.

Key responsibilities

• Develop and run a multi-year commercial strategy, targeting segments such as cement, fertiliser, grains, agro-commodities, sugar, salt, flour, animal feed, chemicals, minerals and exporters, and build business cases for new products and value-added offerings.
• Lead new customer acquisition, tender participation and long-term supply agreements, develop distributors, agents and channel partners, manage key accounts and explore export markets.
• Set pricing policy, discount structures and credit terms, negotiate major contracts and monitor receivables with Finance to control credit risk.
• Align the sales plan with capacity and product mix at both factories through a regular S&OP process, and feed customer specifications and quality complaints back to Production and Quality.
• Build brand presence through trade shows, digital channels and technical collateral, set CRM and order-tracking standards, and run customer feedback programmes.
• Build and coach the commercial team, prepare sales forecasts, budgets and management reports for the executive team and Board, and ensure compliance with policy, ethics and trade regulations.

Required profile

• Bachelor's degree in Business, Marketing, Engineering or a related field; MBA or equivalent preferred.
• 12+ years of commercial experience, including at least 5 years in a senior sales or commercial leadership role.
• Background in packaging, plastics, polymers, FMCG or industrial B2B manufacturing; knowledge of woven polypropylene sacks is a strong advantage.
• Proven record of growing third-party sales and winning large industrial accounts, and experience managing multi-site demand and distributor networks.

Required skills

• Strategic thinking and commercial acumen
• Negotiation and key-account management
• Pricing and margin management in a commodity-linked environment
• Data-driven decision making and CRM proficiency
• Cross-functional collaboration with Operations, Finance and Quality
• Leadership, coaching and strong communication

Regular travel to customers, distributors and both factory sites is required, and occasional extended hours during tenders and peak seasons.