Head of Commercial – Fertilizer Business

Job Details

  • Salary
  • Experience 10 Years Experience

Head of Commercial – Fertilizer Business

  • Sri Lanka

Job Purpose

The Head of Commercial will be responsible for establishing and managing the commercial operations of the Company's fertilizer business from the initial stage. The role will cover supplier identification, product sourcing, purchasing, placing orders, import coordination, regulatory and government coordination, pricing, distributor appointment, commercial agreements, demand planning, inventory and commercial profitability.

The position will work closely with the Sales Manager, Finance, Legal, Supply Chain and external parties including overseas suppliers, import agents, freight forwarders, Customs House Agents and relevant government authorities. As this is a start-up operation, the person is expected to be hands-on and involved in setting up the processes and relationships required to establish the business successfully.

Commercial & Business Setup

  • Develop the commercial plan and operating processes for the fertilizer business.

  • Develop the initial product portfolio and commercial model.

  • Prepare commercial budgets, forecasts and business plans.

  • Establish pricing, credit, distributor and commercial approval procedures.

  • Monitor overall commercial performance and profitability.

Supplier Management & Purchasing

  • Identify and evaluate suitable local and overseas fertilizer suppliers.

  • Obtain and compare quotations, product specifications, lead times and payment terms.

  • Negotiate supplier prices and commercial conditions.

  • Coordinate product samples and required technical documentation.

  • Prepare and place purchase orders after obtaining the required approvals.

  • Follow up on orders, production and dispatch schedules.

  • Maintain supplier and purchase-order records.

Import & Shipment Coordination

  • Coordinate with overseas suppliers, import agents, freight forwarders and Customs House Agents.

  • Ensure all required import and shipping documents are received correctly and on time.

  • Follow up on shipments from supplier dispatch to arrival in Sri Lanka.

  • Coordinate Customs clearance through appointed agents.

  • Monitor freight, clearing, port and other import-related costs.

  • Minimize delays, demurrage and other avoidable costs.

Regulatory, Government & Legal Coordination

  • Coordinate with the National Fertilizer Secretariat and other relevant government authorities.

  • Follow up on required registrations, licenses, permits and approvals.

  • Maintain a regulatory compliance and renewal calendar.

  • Coordinate with Legal/external legal advisers on supplier and distributor agreements.

  • Ensure commercial requirements are properly incorporated into agreements.

  • Keep management informed of regulatory changes and risks.

Distributor Commercial Management

  • Develop distributor selection criteria together with the Sales Manager.

  • Assess potential distributors from a commercial and financial perspective.

  • Recommend suitable distributors to management.

  • Negotiate distributor margins, payment terms and credit conditions.

  • Coordinate distributor agreements with Legal.

  • Monitor distributor commercial viability and credit exposure.

  • Recommend appointment, replacement or termination of distributors.

Pricing & Commercial Management

  • Calculate product landed cost.

  • Establish appropriate pricing and margin structures.

  • Monitor competitor pricing and market conditions.

  • Review discounts and special pricing requests.

  • Monitor product and channel profitability.

  • Recommend pricing changes when import costs, exchange rates or market conditions change.

Demand Planning & Inventory

  • Obtain sales forecasts from the Sales Manager.

  • Convert sales forecasts into purchasing and import requirements.

  • Plan order quantities and timing.

  • Monitor stock levels and inventory ageing.

  • Identify slow-moving products.

  • Coordinate with warehouse and logistics teams to maintain appropriate stock levels.

Working Capital & Commercial Controls

  • Work with Finance to establish credit limits and payment terms.

  • Monitor distributor/customer exposure.

  • Review outstanding balances with Finance.

  • Ensure commercial decisions support healthy cash flow.

  • Monitor gross margin, inventory and working-capital performance.

Management Reporting

Provide regular reports to the MD on:

  • Purchase orders

  • Supplier status

  • Import shipments

  • Landed costs

  • Stock position

  • Distributor network

  • Pricing and margins

  • Regulatory matters

  • Credit exposure

  • Commercial risks and opportunities

Required Qualifications & Experience

  • Bachelor's Degree in Business Management, Marketing, Agriculture, Agribusiness, Supply Chain, Economics or a related field.

  • MBA or relevant professional qualification would be an advantage.

  • Minimum 10 years' experience in commercial, purchasing, import, distribution, business development or related functions.

  • Experience in fertilizer, agriculture, agrochemicals, chemicals, pharmaceuticals, FMCG or another import/distribution business would be preferred.

  • Experience in international supplier negotiations and purchasing.

  • Good understanding of the Sri Lankan import process.

  • Experience coordinating with Customs House Agents, freight forwarders and import agents.

  • Experience dealing with government/regulatory authorities would be an advantage.

  • Experience developing and managing distributor relationships.

  • Strong understanding of pricing, landed cost, margins and commercial profitability.

  • Strong negotiation and communication skills.

  • Good analytical and financial understanding.

  • Ability to work independently and take ownership in a start-up environment.

  • Willingness to be hands-on and manage operational matters during the initial stage.

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