About this role
Dangote Packaging Limited
Job Summary
The Head of Commercial leads all sales, marketing, pricing and customer-management activities for the company's polypropylene (PP) woven sack range produced across its two factories. The central mandate is to grow sales to non-business-unit (external third-party) customers, reducing reliance on internal and captive demand and increasing capacity utilisation, revenue and margin across both plants.
Duties & Responsibilities
1. Commercial Strategy and Growth
- Develop and execute a multi-year commercial strategy to grow external sales volumes and revenue share.
- Identify and prioritise target segments such as cement, fertiliser, grains and agro-commodities, sugar, salt, flour, animal feed, chemicals, minerals and exporters.
- Build a business case for new products, specifications and value-added offerings (e.g. laminated, printed, BOPP-coated, valve and FIBC sacks).
- Assess market size, competitor positioning, pricing and share to inform targets and investment.
2. Sales and Business Development
- Lead new customer acquisition, tender participation and long-term supply agreements with external customers.
- Develop and manage distributors, agents and channel partners, including regional coverage.
- Manage key accounts to ensure retention, repeat orders and share-of-wallet growth.
- Explore export markets and regional opportunities.
3. Pricing, Margin and Contracts
- Set pricing policy, discount structures and credit terms that balance volume growth with margin, taking account of polypropylene resin price volatility.
- Negotiate and approve major contracts, ensuring commercial and legal risks are managed.
- Monitor receivables and work with Finance to control credit risk and bad debt.
4. Two-Factory Demand and Capacity Alignment
- Work with Operations and Supply Chain to align the sales plan with capacity, product mix and lead times at both factories.
- Run a regular sales and operations planning (S&OP) process and allocate orders efficiently between plants.
- Feed customer specifications, quality complaints and demand signals back to Production and Quality.
5. Marketing, Brand and Customer Experience
- Build the company's brand and market presence through trade shows, digital channels and technical sales collateral.
- Establish CRM, order-tracking and customer service standards, including on-time-in-full delivery.
- Run customer feedback and satisfaction programmes.
6. Leadership and Governance
- Build, coach and motivate a high-performing commercial team, with clear targets and incentive schemes.
- Prepare sales forecasts, budgets and management reports for the executive team and Board.
- Ensure compliance with company policy, ethics and applicable trade regulations.
Job Requirement
Qualifification & Work Experience
- Bachelor's degree in Business, Marketing, Engineering or a related field; MBA or equivalent preferred.
- 12 or more years of commercial experience, with at least 5 years in a senior sales or commercial leadership role.
- Background in packaging, plastics, polymers, FMCG or industrial B2B manufacturing; knowledge of woven polypropylene sacks is a strong advantage.
- Proven record of growing third-party sales and winning large industrial accounts.
- Experience managing multi-site manufacturing demand and distributor networks.
Skills & Competences
- Strategic thinking and commercial acumen
- Negotiation and key-account management
- Pricing and margin management in a commodity-linked environment
- Data-driven decision making and CRM proficiency
- Cross-functional collaboration with Operations, Finance and Quality
- Leadership, coaching and talent development
- Strong communication and stakeholder influence
Key Competence Indicators
- External (non-business-unit) sales volume and revenue growth versus target
- Share of total sales from external customers
- Number of new active customers and distributors
- Gross margin and price realisation
- Capacity utilisation across both factories
- Customer retention, on-time-in-full delivery and complaint rate
- Days sales outstanding and bad-debt levels
- Sales forecast accuracy
Work Conditions
Regular travel to customers, distributors and both factory sites is required. Occasional extended hours may be needed during tender and peak seasons.