DHL is Hiring (1 Commercial Manager) in Kenya 2024

Commercial Manager Job Description

Are you a strategic thinker with a keen understanding of pricing and commercial strategies? Do you excel in developing competitive pricing proposals and driving profitability within a dynamic business environment? If so, we have the perfect opportunity for you! Join our team at Hillebrand Kenya Limited as a Commercial Manager and contribute to shaping our commercial/pricing strategy for optimal business success.

Key Tasks

Contribution to Commercial/ Pricing Strategy: In this role, you will play a pivotal part in defining our commercial/pricing strategy. Collaborate with cross-functional teams to plan key initiatives, implement efficient systems and tools, and manage budgets effectively.

Proposal Development and Program Delivery: Ensure the delivery and quality of proposal development and commercial/pricing programs. Understand customer needs, determine appropriate pricing, and enhance the competitive position of our business offerings.

Portfolio Management: Support the development of commercial/pricing strategies for a portfolio of products across targeted market segments. Strive to achieve the desired market positioning through consistent and competitive pricing proposals.

Model Development and Implementation: Be at the forefront of developing and implementing commercial/pricing models, tools, systems, and processes. Facilitate effective pricing decision-making and commercial/pricing management while ensuring efficient responses to pricing requests.

Quality Standards and Controls: Oversee the process for price setting, analysis, and review of commercial/pricing requests, aiming to achieve the highest quality standards and internal controls.

Profitability Analysis: Lead the analysis of profitability and rate levels for existing and potential business. Provide comprehensive management reports to guide strategic decision-making.

Expert Advice and Recommendations: Offer expert advice and recommendations for commercial/pricing decisions, leveraging your in-depth knowledge and experience.

Stakeholder Engagement: Develop strong, trusting relationships with business leaders across Hillebrand Gori. Cooperate with and coordinate third parties, including external service providers. Advise customers and key stakeholders on processes, systems, and tools.

Management Responsibility

Manage experienced professionals who exercise latitude and independence in assignments.

Skills

Price Setting, Pricing Strategy, Competitive Landscape, Profit, Financial Modeling, Reporting, Sales Forecasting, Customer Segmentation, Market Segmentation, Product Development Strategy, Product Development Life Cycle, Business Knowledge, Business Processes, Business Strategy, Project Management, Stakeholder Management, Influencing, Feedback, Presentation & Storytelling, Facilitation, Negotiation, People Management, Resourcing.

Experience Level

3-5 years of experience within a Freight Forwarding & Customs Compliance environment.

Expert Tips To Be A Successful Applicant for Commercial Manager

1. Demonstrate Strategic Thinking: Showcase your ability to think strategically in your application. Provide examples of how you’ve contributed to defining and implementing pricing strategies in your previous roles.
2. Highlight Portfolio Management Skills: Emphasize your experience in developing and managing pricing strategies for a diverse portfolio of products in targeted market segments.
3. Showcase Model Development Expertise: Discuss your proficiency in developing and implementing pricing models, tools, and processes to drive effective decision-making.
4. Illustrate Stakeholder Engagement: Provide examples of your success in building strong relationships with business leaders, coordinating with third parties, and advising stakeholders on pricing matters.
5. Prove Management Experience: Demonstrate your ability to manage experienced professionals, showcasing instances where you’ve provided leadership and guidance.
6. Emphasize Analytical Skills: Highlight your analytical skills, especially in profitability analysis and providing management reports for strategic decision-making.
7. Communication and Presentation Skills: Showcase your ability to effectively communicate and present pricing proposals and strategies to internal and external stakeholders.
8. Negotiation Skills: Provide examples of successful negotiations in pricing matters, illustrating your ability to secure favorable terms for the business.
9. Project Management Experience: If applicable, emphasize your experience in project management within the commercial/pricing context.
10. Resourcing Expertise: Discuss instances where you’ve effectively managed resources to achieve optimal results in commercial/pricing initiatives.

Sample Cover Letter for a Commercial Manager

Dear Hiring Manager,

I am writing to express my strong interest in the Commercial Manager position at Hillebrand Kenya Limited, as advertised. With a proven track record of successfully developing and implementing pricing strategies within the Freight Forwarding & Customs Compliance environment, I am confident in my ability to contribute to the continued success of your team.*

As a strategic thinker, I have consistently demonstrated my proficiency in defining and executing pricing strategies that enhance the competitive position of businesses. In my previous role, I led a team in developing and implementing pricing models, tools, and processes that resulted in increased profitability and market share.

My experience includes portfolio management, stakeholder engagement, and providing expert advice on pricing decisions. I have successfully managed experienced professionals, ensuring that the team operates with autonomy while aligning with overall business objectives.

I am excited about the opportunity to bring my skills in price setting, financial modeling, and project management to Hillebrand Kenya Limited. I look forward to the possibility of contributing to the growth and success of your organization.

Thank you for considering my application. I am eager to discuss how my skills and experience align with your needs in more detail.

Sincerely,

[Your Full Name]

Frequently Asked Questions (FAQs)

1. Q: How does the Commercial Manager contribute to defining the commercial/pricing strategy?

   A: The Commercial Manager plays a crucial role in collaborating with cross-functional teams to plan key initiatives, implement efficient systems and tools, and manage budgets effectively. This includes contributing to the development of a comprehensive commercial/pricing strategy.

2. Q: What is the significance of portfolio management in the Commercial Manager role?

   A: Portfolio management involves supporting the development of commercial/pricing strategies for a range of products across targeted market segments. It ensures that the business achieves the desired market positioning through consistent and competitive pricing proposals.

3. Q: How does the Commercial Manager ensure the highest quality standards in price setting and analysis?

   A: The Commercial Manager oversees the process for price setting, analysis, and review of commercial/pricing requests. This includes implementing rigorous internal controls and adhering to the highest quality standards to maintain excellence.
4. Q: Can you provide examples of how the Commercial Manager advises customers and key stakeholders on processes, systems, and tools?

   A: The Commercial Manager actively engages with customers and key stakeholders, providing expert advice on processes, systems, and tools related to pricing. This ensures transparency and effective communication in pricing matters.

5. Q: What level of experience is required for the Commercial Manager role?

   A: The ideal candidate should have 3-5 years of experience within a Freight Forwarding & Customs Compliance environment. This experience ensures a solid foundation in the complexities of pricing and commercial strategies in this industry.

6. Q: How does the Commercial Manager lead the analysis of profitability and rate levels for existing and potential business?

   A: The Commercial Manager takes the lead in analyzing the profitability and rate levels for both existing and potential business. This involves providing comprehensive management reports that guide strategic decision-making.
7. Q: What skills are crucial for success in the Commercial Manager role?

   A: Essential skills include price setting, pricing strategy, competitive landscape analysis, financial modeling, reporting, stakeholder management, influencing, negotiation, and people management, among others.

8. Q: Can you provide examples of successful stakeholder engagement by the Commercial Manager?

   A: Successful stakeholder engagement by the Commercial Manager involves building strong, trusting relationships with business leaders, coordinating with third parties, and advising customers on pricing processes.

9. Q: How does the Commercial Manager contribute to knowledge sharing and best-in-class pricing practices?

   A: The Commercial Manager actively suggests and implements best-in-class pricing practices while facilitating knowledge sharing within the organization. This ensures continuous improvement and adaptation to industry trends.
10. Q: What is the significance of influencing and feedback in the Commercial Manager role?

    A: Influencing and feedback are crucial skills for the Commercial Manager. These skills enable effective communication of pricing proposals, gaining buy-in from stakeholders, and incorporating feedback for continuous improvement.

Possible Commercial Manager Interview Questions With Answers

1. Q: How do you approach developing a comprehensive commercial/pricing strategy for a diverse portfolio of products?

   A: I approach this by collaborating with cross-functional teams to understand market dynamics, customer needs, and business objectives. By leveraging data and market research, I ensure the strategy aligns with our overall business goals.

2. Q: Can you provide an example of a successful pricing model or tool you’ve developed and implemented in your previous role?

   A: In my previous role, I developed a dynamic pricing model that incorporated real-time market data. This tool resulted in a more responsive and adaptive pricing strategy, contributing to increased profitability and market share.
3. Q: How do you ensure effective communication of pricing proposals to internal and external stakeholders?

   A: Effective communication involves clear and concise presentation skills. I ensure stakeholders understand the rationale behind pricing proposals, emphasizing value and competitive positioning.

4. Q: How do you handle situations where there are conflicting interests among stakeholders regarding pricing decisions?

   A: I address conflicting interests through open communication and negotiation. By facilitating discussions and finding common ground, I strive to reach consensus and ensure that pricing decisions align with overall business objectives.

5. Q: Can you share an experience where you successfully advised customers on pricing processes, systems, and tools?

   A: In a previous role, I worked closely with key customers, providing expert advice on optimizing pricing processes. This resulted in improved transparency, customer satisfaction, and strengthened long-term partnerships.
6. Q: How do you approach annual pricing reviews to ensure competitiveness in the market?

   A: Annual pricing reviews involve a thorough analysis of market trends, competitor pricing, and internal cost structures. By conducting a comprehensive review, I identify areas for adjustment to maintain competitiveness.

7. Q: Describe a situation where you had to lead a team through a major pricing strategy change. How did you ensure a smooth transition?

   A: Leading a team through a major pricing strategy change requires effective change management. I communicated the rationale behind the change, provided necessary training, and addressed concerns, ensuring a smooth transition.

8. Q: How do you stay updated on market findings to interpret the competitive landscape and identify target market positions?

   A: Staying updated involves continuous market research, competitor analysis, and participation in industry events. This ensures a proactive approach to interpreting the competitive landscape and positioning the business strategically.
9. Q: How do you balance the need for profitability with competitive pricing in a dynamic market environment?

   A: Balancing profitability and competitive pricing requires a nuanced approach. I prioritize data-driven decision-making, considering market dynamics and cost structures to strike the right balance for sustainable business success.

10. Q: Can you provide an example of a challenging pricing negotiation you’ve successfully navigated?

    A: In a challenging negotiation, I focused on collaborative solutions, emphasizing the mutual benefit for both parties. Through effective communication and understanding of the stakeholders’ needs, we reached an agreement that satisfied all parties.

Best wishes on your application! Our website is committed to attracting and retaining the best employees from all races and backgrounds in our continued effort to become a better development partner. We are an equal opportunity employer and do not charge any application/recruitment fees.