Коммерческий директор

Əsas vəzifələr

• Building and developing sales across five key channels: five-star hotels and HoReCa, premium retail, mass-market retail and hypermarkets, corporate gifting, and duty-free;
• Developing annual sales plans for each channel and ensuring achievement of revenue and gross margin targets;
• Preparing price lists, discount matrices, and commercial terms for different sales channels;
• Personally conducting negotiations and managing contracts with key clients, including procurement departments of five-star hotels, F&B Directors, and category managers of retail chains and hypermarkets;
• Identifying new business opportunities, acquiring strategic clients, and developing long-term commercial partnerships;
• Launching the brand and establishing sales channels from scratch, ensuring measurable commercial results;
• Preparing monthly demand forecasts in coordination with production to prevent stock shortages and minimize product write-offs;
• Monitoring accounts receivable, controlling payment terms, and ensuring timely collection of outstanding payments;
• Recruiting, managing, and developing the sales team, setting performance targets, and monitoring KPIs;
• Preparing weekly reports for the CEO on sales performance, revenue, gross margin, channel development, accounts receivable, and key commercial risks.

Tələblər

• Minimum 7 years of experience in sales within FMCG, premium food products, or HoReCa equipment in Azerbaijan, including at least 3 years in a managerial position;
• Proven experience working with procurement departments of five-star hotels in Baku, F&B Directors, and category managers of retail chains and hypermarkets;
• Demonstrated experience launching a brand or sales channel from scratch, with measurable commercial results;
• Strong understanding of sales economics, including SKU-level and channel-level margins, pricing strategies, discount policies, and profitability;
• Experience in commercial negotiations and contract management, including payment terms, retro-bonuses, listing fees, discounts, and accounts receivable;
• Fluency in Azerbaijani and Russian; English proficiency sufficient for conducting business negotiations;
• Strong negotiation, analytical, strategic planning, and team management skills.