Commercial Director

Əsas vəzifələr Building and developing sales across five key channels: five-star hotels and HoReCa, premium retail, mass-market retail and hypermarkets, corporate gifting, and duty-free; Developing annual sales plans for each channel and ensuring achievement of revenue and gross margin targets; Preparing price lists, discount matrices, and commercial terms for different sales channels; Personally conducting negotiations and managing contracts with key clients, including procurement departments of five-star hotels, F&B Directors, and category managers of retail chains and hypermarkets; Identifying new business opportunities, acquiring strategic clients, and developing long-term commercial partnerships; Launching the brand and establishing sales channels from scratch, ensuring measurable commercial results; Preparing monthly demand forecasts in coordination with production to prevent stock shortages and minimize product write-offs; Monitoring accounts receivable, controlling payment terms, and ensuring timely collection of outstanding payments; Recruiting, managing, and developing the sales team, setting performance targets, and monitoring KPIs; Preparing weekly reports for the CEO on sales performance, revenue, gross margin, channel development, accounts receivable, and key commercial risks. Tələblər Minimum 7 years of experience in sales within FMCG, premium food products, or HoReCa equipment in Azerbaijan, including at least 3 years in a managerial position; Proven experience working with procurement departments of five-star hotels in Baku, F&B Directors, and category managers of retail chains and hypermarkets; Demonstrated experience launching a brand or sales channel from scratch, with measurable commercial results; Strong understanding of sales economics, including SKU-level and channel-level margins, pricing strategies, discount policies, and profitability; Experience in commercial negotiations and contract management, including payment terms, retro-bonuses, listing fees, discounts, and accounts receivable; Fluency in Azerbaijani and Russian; English proficiency sufficient for conducting business negotiations; Strong negotiation, analytical, strategic planning, and team management skills.