Commercial Manager – Home Appliances and Consumer Durables Sector

Purpose of the role

Design and execute the commercial strategy of a leading home appliances company in Colombia, ensuring sustainable sales growth, deeper distribution channel penetration and stronger relationships with strategic customers.

• Lead the sales strategy by channel: modern retail, distributors, e-commerce and direct channel.
• Manage the key account portfolio (KAM) and structure differentiated commercial policies.
• Define pricing strategies, commercial terms and margin management by product line.
• Lead the national sales team with a focus on quota attainment, efficiency and talent development.
• Develop the regional expansion strategy and new commercialization channels.
• Coordinate with Marketing and Product the successful market introduction of new SKUs.
• Build and maintain strong relationships with large retailers, specialty chains and regional distributors.

• Net revenue by channel and product line.
• Market share by category.
• Sales quota attainment by territory and sales rep.
• Net contribution margin.
• Channel inventory turnover.
• Key account retention and growth rate.

• Strategic mindset with strong in-field execution capability.
• Experience managing traditional and digital channels simultaneously.
• Negotiation skills with large retailers and corporate clients.
• Leadership of high-performance commercial teams.
• Data-driven orientation with command of CRM and commercial analytics tools.