Commercial Strategy Manager at Hole19 Group Limited - HCER Consulting

HCER Consulting - Our client, Hole19 Group Limited is a premier luxury retail and lifestyle group in Nigeria, representing world- renowned brands in fashion, watches, accessories, and niche fragrances. Its subsidiaries, Zakaa and Perfume Privé, cater to a discerning clientele through immersive retail experiences in Abuja, Lagos, and other cities. The group seeks to expand its market dominance by fusing strategic innovation with excellence in customer service and sales execution.

They are recruiting to fill the position below:

Job Title: Commercial Strategy Manager

Location: Abuja (FCT)

Purpose of the Role

• The Commercial Strategy Manager is responsible for designing, implementing, and overseeing the sales and commercial growth strategies for Zakaa and Perfume Privé. 
• This role integrates revenue generation, strategic market expansion, pricing intelligence, and sales force optimization. 
• The ideal candidate will be results-oriented, data-driven, and capable of converting high-level commercial strategies into tangible business outcomes across physical and digital retail channels.

Key Objectives

• Increase topline revenue through innovative and data-backed sales strategies
• Strengthen commercial viability and profit margins across product lines
• Enhance market penetration and brand visibility across Nigeria
• Optimize inventory turnover, product mix, and customer segmentation strategies
• Leverage customer insights and analytics to grow the lifetime value of clients
• Build strong relationships with vendors, partners, and internal sales teams

Core Responsibilities
Sales Leadership (Core Duty):

• Drive, monitor, and evaluate monthly, quarterly, and annual sales performance for Zakaa and Perfume Privé
• Lead strategic sales forecasting, planning, and budgeting processes
• Oversee performance of in-store sales teams, online sales channels, and wholesale partners
• Implement sales enablement strategies, including incentives, promotions, upselling, and cross-selling tactics
• Track key performance metrics: sales per square meter, average transaction value (ATV), conversion rate, footfall, UPT
• Ensure sales teams deliver exceptional customer experiences aligned with brand standards
• Conduct periodic training sessions to upskill retail staff on product knowledge and sales techniques

Commercial Strategy Development:

• Design and implement comprehensive go-to-market strategies for new and existing product lines
• Recommend market entry strategies for underpenetrated cities and high-potential regions
• Analyze customer segments, purchasing behavior, and market trends to align with commercial goals
• Lead strategic pricing reviews in line with global brand mandates and local market realities

Product & Merchandising Strategy:

• Collaborate with buying and merchandising teams to optimize SKU selection, inventory mix, and supply cycles
• Coordinate with brand partners for new product launches, limited editions, and exclusives
• Propose markdown and end-of-season clearance strategies to minimize stock obsolescence
• Align seasonal merchandising plans with consumer demand patterns and event calendars

Market Development & Expansion:

• Identify and develop new revenue streams, including corporate gifting, B2B partnerships, pop-up stores, and e-commerce optimization
• Drive partnerships with influencers, stylists, lifestyle curators, and luxury events to expand customer acquisition pipelines
• Provide strategic input into store expansion plans, including location feasibility and ROI modeling

Financial & Operational Oversight:

• Deliver performance reviews to management with insights on commercial KPIs, sales gaps, and revenue forecasts
• Optimize gross margin through efficient pricing structures, supplier negotiations, and value-engineering promotions
• Collaborate with finance to assess commercial viability of promotional and pricing campaigns
• Establish and track ROI of marketing and sales initiatives in coordination with the Marketing & Brand team

Digital and CRM Integration:

• Supervise integration of CRM tools, e-commerce platforms, and digital analytics into the commercial strategy
• Develop loyalty programs and retention initiatives tailored to VIP and HNW clients
• Track and interpret online performance metrics (traffic, conversion, bounce rate) and align with offline performance

Key Performance Indicators (KPIs)

• Sales Revenue Growth (% YoY & MoM)
• Gross Profit and Net Profit Margins
• Sell-Through Rates and Inventory Turnover
• Average Transaction Value (ATV) and Units Per Transaction (UPT)
• Customer Retention and Repeat Purchase Rate
• Market Share Growth (City-wise)
• Sales Staff Productivity and Conversion Rate
• New Channels/Partnerships Established

Qualification & Experience Requirements

• Bachelor’s Degree in Business Administration, Economics, Marketing, or a related field; MBA is an added advantage
• Minimum of 6–10 years of progressive experience in luxury retail, FMCG, lifestyle brands, or premium consumer goods
• Demonstrable experience leading sales teams and managing multi-location performance
• Strong knowledge of Nigerian retail market and consumer behavior in the luxury space
• Experience in dealing with international brands, distributors, and franchise partners
• Technical & Behavioral Competencies
• Strong commercial acumen and data-driven decision-making
• High emotional intelligence and interpersonal skills, especially in client relationship management
• Excellent leadership and team management abilities
• Proficient in Microsoft Excel, Power BI, CRM systems, and retail analytics tools
• Strong negotiation and vendor management capabilities
• Ability to thrive under pressure, manage complexity, and lead change
• Reporting & Communication
• Weekly sales updates and insights to be presented to the Executive Director, Commercial
• Monthly performance reports submitted to CEO/Board for review
• Cross-functional alignment with Brand, Finance, Operations, Admin, and Marketing departments.

Application Closing Date
30th June, 2025.

How to Apply
Interested and qualified candidates should send their CV to: stessymaly@yahoo.com using the Job Title as the subject of the email.