Commercial & Sales Manager

Job Summary

The Commercial & Sales Manager is responsible for driving the company’s commercial growth and sales performance across all relevant channels. The role oversees sales strategy, revenue generation, customer acquisition, partnerships, pricing, and commercial performance, while ensuring alignment between sales activities and the company’s overall business objectives.

Key Responsibilities

Commercial Strategy

• Develop and execute the overall commercial and sales strategy in alignment with company objectives.
• Identify new revenue streams, market opportunities, and business expansion opportunities.
• Monitor market trends, customer needs, competitor activities, and industry developments.
• Develop commercial plans to improve revenue, market penetration, and customer acquisition.
• Recommend pricing, packages, offers, and commercial initiatives based on market and business performance.

Sales Management

• Set sales targets and ensure achievement of monthly, quarterly, and annual objectives.
• Develop and monitor the sales funnel from lead generation through conversion and retention.
• Monitor key sales metrics including leads, conversion rate, average deal value, sales cycle, and revenue.
• Analyze sales performance and identify gaps, risks, and opportunities for improvement.
• Establish sales processes, standards, and performance tracking mechanisms.
• Ensure effective follow-up and pipeline management across the sales team.

Team Leadership

• Lead, coach, and develop the sales team to achieve business targets.
• Set individual and team KPIs and conduct regular performance reviews.
• Identify training and development needs within the sales function.
• Ensure accountability for sales activities, targets, and customer follow-up.
• Collaborate with HR on recruitment, performance management, incentives, and manpower planning.

Business Development & Partnerships

• Identify and develop strategic partnerships and business opportunities.
• Negotiate commercial agreements and partnership terms within approved authority.
• Build and maintain strong relationships with key clients, partners, and stakeholders.
• Explore new channels and opportunities to increase customer acquisition and revenue.

Commercial Performance & Reporting

• Prepare regular commercial and sales performance reports for management.
• Track revenue, sales targets, conversion rates, pipeline value, and other commercial KPIs.
• Analyze sales data and provide actionable recommendations to management.
• Monitor the effectiveness and ROI of commercial initiatives.
• Work closely with Finance to ensure alignment on revenue reporting, pricing, commissions, and commercial forecasts.

Cross-Functional Collaboration

• Work closely with Marketing to align lead generation, campaigns, and sales objectives.
• Coordinate with Operations and Clinic teams to ensure commercial initiatives can be effectively delivered.
• Collaborate with Finance on budgets, forecasts, pricing, commissions, and revenue analysis.
• Coordinate with Customer Experience to improve customer retention and identify opportunities for upselling and cross-selling.

Reporting Line

Reports to: Chief Executive Officer / Chief Commercial Officer
Direct Reports: Sales Team / Business Development Team / Commercial Team, as applicable

Key Responsibilities

Commercial Strategy

• Develop and execute the overall commercial and sales strategy in alignment with company objectives.
• Identify new revenue streams, market opportunities, and business expansion opportunities.
• Monitor market trends, customer needs, competitor activities, and industry developments.
• Develop commercial plans to improve revenue, market penetration, and customer acquisition.
• Recommend pricing, packages, offers, and commercial initiatives based on market and business performance.

Sales Management

• Set sales targets and ensure achievement of monthly, quarterly, and annual objectives.
• Develop and monitor the sales funnel from lead generation through conversion and retention.
• Monitor key sales metrics including leads, conversion rate, average deal value, sales cycle, and revenue.
• Analyze sales performance and identify gaps, risks, and opportunities for improvement.
• Establish sales processes, standards, and performance tracking mechanisms.
• Ensure effective follow-up and pipeline management across the sales team.

Team Leadership

• Lead, coach, and develop the sales team to achieve business targets.
• Set individual and team KPIs and conduct regular performance reviews.
• Identify training and development needs within the sales function.
• Ensure accountability for sales activities, targets, and customer follow-up.
• Collaborate with HR on recruitment, performance management, incentives, and manpower planning.

Business Development & Partnerships

• Identify and develop strategic partnerships and business opportunities.
• Negotiate commercial agreements and partnership terms within approved authority.
• Build and maintain strong relationships with key clients, partners, and stakeholders.
• Explore new channels and opportunities to increase customer acquisition and revenue.

Commercial Performance & Reporting

• Prepare regular commercial and sales performance reports for management.
• Track revenue, sales targets, conversion rates, pipeline value, and other commercial KPIs.
• Analyze sales data and provide actionable recommendations to management.
• Monitor the effectiveness and ROI of commercial initiatives.
• Work closely with Finance to ensure alignment on revenue reporting, pricing, commissions, and commercial forecasts.

Cross-Functional Collaboration

• Work closely with Marketing to align lead generation, campaigns, and sales objectives.
• Coordinate with Operations and Clinic teams to ensure commercial initiatives can be effectively delivered.
• Collaborate with Finance on budgets, forecasts, pricing, commissions, and revenue analysis.
• Coordinate with Customer Experience to improve customer retention and identify opportunities for upselling and cross-selling.

Key Performance Indicators (KPIs)

• Revenue achievement %
• Sales target achievement %
• Conversion rate
• Lead-to-customer conversion
• Average deal value
• Sales pipeline value
• Customer acquisition rate
• Customer retention rate
• Sales growth %
• Sales cycle duration
• Upselling & cross-selling revenue
• Partnership-generated revenue
• Team productivity and target achievement

Qualifications

• Bachelor’s degree in Business Administration, Marketing, Commerce, or a related field.
• 5+ years of experience in sales, commercial, business development, or a related field.
• Previous experience in a managerial or leadership position.
• Strong understanding of sales strategy, commercial planning, and revenue generation.
• Strong analytical and negotiation skills.
• Excellent communication, leadership, and stakeholder-management skills.
• Strong understanding of CRM systems and sales performance analytics.

Key Performance Indicators (KPIs)

• Revenue achievement %
• Sales target achievement %
• Conversion rate
• Lead-to-customer conversion
• Average deal value
• Sales pipeline value
• Customer acquisition rate
• Customer retention rate
• Sales growth %
• Sales cycle duration
• Upselling & cross-selling revenue
• Partnership-generated revenue
• Team productivity and target achievement

Qualifications

• Bachelor’s degree in Business Administration, Marketing, Commerce, or a related field.
• 5+ years of experience in sales, commercial, business development, or a related field.
• Previous experience in a managerial or leadership position.
• Strong understanding of sales strategy, commercial planning, and revenue generation.
• Strong analytical and negotiation skills.
• Excellent communication, leadership, and stakeholder-management skills.
• Strong understanding of CRM systems and sales performance analytics.

Preferred Experience

• Experience in healthcare, clinics, medical services, or a related industry is preferred.
• Experience managing sales teams and multiple commercial channels.
• Experience developing partnerships and commercial agreements.
• Strong experience working with sales dashboards, KPIs, and revenue reports.

• Competitive salary
• Medical Insurance
• Supportive and collaborative work environment.
• Paid annual leave and official holidays.
• Professional development and career growth opportunities.