COMMERCIAL MANAGER – FMCG

Location: Kampala, Uganda

Our client, an established manufacturing company specialising in consumer and industrial plastics, is seeking a dynamic, commercially driven Commercial Manager to lead sales growth, expand market penetration and drive profitability. The successful candidate will be responsible for developing new business opportunities, strengthening distribution networks and maximising sales across a diverse product portfolio, including household plastics, toothbrushes, pens, beverage crates, jerry cans, bottles and industrial packaging.

Key Responsibilities

You will be responsible for the following key areas:

• Sales Strategy & Business Development: Develop and execute sales strategies, drive revenue growth, secure major industrial and institutional accounts, and expand business across consumer plastics, industrial packaging and contract manufacturing.
• Route-to-Market & Distribution: Optimise distribution channels, appoint and manage distributors, expand market coverage across Uganda and regional export markets, and improve product availability and channel performance.
• Commercial & Financial Management: Manage pricing strategies, product margins, commercial tenders, customer contracts and credit terms, ensuring profitable sales growth, effective cost management and improved cash flow.
• Key Account Management & Sales Planning: Build strategic customer relationships, negotiate supply agreements, manage sales forecasting and align customer demand with manufacturing capacity and production planning.
• Team Leadership & Performance: Lead and develop the sales and customer service teams, establish performance targets, monitor commercial KPIs and drive a results-oriented sales culture.

Skills and Experience

The successful candidate will have the following skills and experience:

• Bachelor's degree in Business Administration, Marketing, Commerce, Economics or a related field. An MBA or professional qualification such as CIM or CIPS would be advantageous.
• Minimum 5 years' experience in sales or commercial management, including at least 2 years in a leadership capacity.
• Proven experience within manufacturing, plastics, packaging, FMCG or industrial B2B sales in Africa.
• Essential: A demonstrated track record of driving commercial transformation and delivering measurable results, including sales turnarounds, route-to-market restructuring, new market development or securing major customer accounts.
• Experience in contract manufacturing, including selling production capacity, product costing, quotations and negotiating supply agreements.
• Strong understanding of distribution networks, channel management, key account development and regional market expansion.
• Excellent commercial and financial acumen, with proven negotiation skills and a sound understanding of pricing, margins, credit management and profitability.
• Strong analytical capabilities, proficiency in Excel and CRM systems, and the ability to interpret sales data to drive business performance.
• Excellent communication, stakeholder management and team leadership skills, with fluency in written and spoken English.
• Self-driven, commercially focused and results-oriented, with high integrity, a valid driving permit and willingness to travel regionally.

Apply Now

If you are an ambitious, results-driven commercial leader with a proven ability to grow market share, develop new business and deliver sustainable profitability within a manufacturing environment, we invite you to apply for this exciting opportunity.

Only shortlisted candidates will be contacted.