COMMERCIAL MANAGER
Marsa, Malta –
We are seeking an analytical Commercial Manager to join our International Business & Retail unit. We are looking for a high-energy, fearless dealmaker who thrives on breaking into new markets, closing tough deals, and driving aggressive yet sustainable business expansion. If you’re a relentless sales hunter who can create opportunities where others see obstacles, this role is for you.
This role requires a strong combination of business development, commercial analysis, team leadership and disciplined execution. The successful candidate must be comfortable identifying and pursuing new opportunities while also managing pricing, profitability, customer risk, supplier parameters and internal coordination.
The duties include:
- Lead the commercial development of the international wholesale portfolio.
- Identify, approach, and convert new customers across existing and new markets.
- Build and maintain a structured commercial pipeline, ensuring clear ownership, follow-up and conversion of opportunities.
- Develop new customer profiles, territories, product categories and routes to market.
- Where needed lead the full commercial cycle, from initial market research and customer contact through to negotiation, order confirmation, payment and completion.
- Establish clear account ownership, priorities and performance expectations across the commercial team.
- Manage, coach and support commercial team members, ensuring a high standard of execution, accountability and customer follow-up.
- Analyse performance by customer, category, brand and market, using data to improve commercial decisions.
- Monitor customer profitability, pricing, gross margin, purchasing patterns and concentration risk.
- Develop pricing strategies which reflect market conditions, competitive positioning, product availability and the overall commercial value of the portfolio.
- Balance immediate deal profitability with broader portfolio requirements and long-term supplier and customer relationships.
- Review and approve commercial proposals and exceptional deals within agreed authority levels.
- Support decisions relating to controlled stock exposure, customer commitments and the prioritisation of limited product availability.
- Prepare and maintain sales forecasts, customer plans and commercial action plans.
- Lead the commercial requirements and adoption of CRM and reporting tools, ensuring reliable visibility over customers, leads, activities and opportunities.
- Collaborate closely with Purchasing, Finance, Operations, Logistics and other internal stakeholders to ensure effective delivery of the commercial plan.
- Represent the business during customer meetings, exhibitions, supplier discussions and international market visits.
- Perform any other duties reasonably required in line with the role and the evolving needs of the business.
The ideal candidate would have:
- A bachelor’s degree in business, commerce, marketing or a related field.
- At least five years of relevant commercial, sales, wholesale or business-development experience.
- Experience within FMCG, alcoholic beverages, perfumes & cosmetics, international wholesale, distribution or another related category would be highly advantageous.
- A strong record of developing new customers and converting commercial opportunities.
- Strong analytical ability, with confidence reviewing pricing, margins, customer profitability and performance data.
- Comfortable working across different countries, cultures and customer profiles.
- Able to prioritise opportunities and make clear decisions in a fast-moving environment.
- Strong working knowledge of Excel and experience using ERP, CRM or commercial reporting systems.
- Willing and able to travel regularly as required.