Commercial Manager

Description

Job Summary: Lead the commercial area to ensure sustainable growth of the customer base, achievement of sales targets, and efficient execution of strategy. Key Highlights: 1. Leadership and development of high-performance sales teams. 2. Strategic sales planning and sales funnel optimization. 3. Analysis of key performance indicators (KPIs) and strategic decision-making. **JOB MISSION** Plan, structure, and lead the commercial area to ensure sustainable growth of the customer base, achievement of sales targets, and efficient execution of the company's commercial strategy. **JOB CHALLENGES** * Ensure consistent growth of the customer portfolio; * Develop and maintain a high-performance sales team; * Structure and optimize sales processes and funnels; * Make strategic decisions based on KPIs; * Reduce cancellations and increase operational profitability. **MAIN RESPONSIBILITIES** * Develop and implement the commercial plan, including targets, KPIs, and growth strategies; * Lead, train, and supervise the sales consultants team (internal and external); * Monitor performance indicators (conversion rate, average transaction value, customer acquisition cost [CAC], lifetime value [LTV], cancellation rate, productivity); * Structure and optimize the sales funnel (prospecting, negotiation, closing, and post-sales); * Conduct periodic meetings focused on results and performance; * Design commercial campaigns, incentives, and motivational initiatives; * Ensure the team’s efficient use of CRM systems, reports, and dashboards; * Provide individual feedback and develop the commercial team; * Identify and develop new channels, partnerships, and expansion opportunities; * Report results to senior management and propose strategic improvements. **REQUIREMENTS** **Education:** Bachelor’s degree in Business Administration, Commercial Management, Marketing, or related fields. **Experience:** Solid experience managing sales teams, preferably in service sales (B2C and/or B2B). Experience with targets, KPIs, and performance management. **Desired Knowledge:** **Sales funnel management;** * Commercial KPIs (CAC, LTV, conversion rate, churn); * CRM and commercial management tools; * Intermediate/advanced Excel; * Power BI (a plus). **HARD SKILLS** * Sales team management; * Strategic sales planning; * KPI and performance analysis; * Commercial process structuring; * CRM and analytical tool usage. **SOFT SKILLS** * Leadership and people development; * Communication and influence; * Strategic vision with practical execution; * Organization and discipline; * Proactivity and ownership mindset; * Resilience and results orientation. **PERFORMANCE INDICATORS (KPIs)** * Achievement of sales targets; * Conversion rate; * Average transaction value; * CAC and LTV; * Cancellation rate (churn); * Team productivity; * Customer base growth.