Commercial Leadership Program
START: TBCDURATION: 7 weeks
Contact Us:Phone: +234 805 829 9730Email: moc.detimilteslliks%40ofni
About the Program
This program is designed to inspire and empower high-potential managers to transition into commercial leaders who can drive profit, manage complexity, and create value in a competitive market. By combining technical expertise with leadership development, participants will emerge equipped to lead with confidence and deliver measurable business outcomes.The program will be tailored for the Tobacco industry as well as the specifics of African markets.The program will run for 30 hours over a 7-week period.
Approach
This program applies a blend of presentations, case studies, and group discussions to impart knowledge that is relevant and relatable, enabling participants to reflect on their mindset and approach to commercial discussions up to now, and give participants tools can be applied even in the classroom.
There are 6 modules which will be completed in 6 weeks and an extra week for project and presentation.
Each module will run for 4 hours. Preferably 2 hours x 2 days as we expect participants to handle this on top of their day jobs.Course Outline
Topics for the course include:
● Module 1: Leadership Mindset Transformation● Module 2: Understanding Company Financials and Budgeting● Module 3: Pricing Strategy and Management Best Practices● Module 4: Negotiation and Deal Making● Module 5: Building Relationships and Stakeholder Management● Module 6: Scenario Modelling and Participant PresentationsWho Should Attend?
This program is ideal for mid-level managers in the FMCG and tobacco sectors who are preparing to transition into commercial leadership roles. It is specifically tailored for individuals with expertise in functional areas such as sales, finance, or operations, who aspire to lead profit-generating business units and drive strategic decision-making within their organizations.
Learning Outcome
At the end of the session, participants will:
● Lead business units with a strategic mindset and a focus on profitability.● Develop and implement pricing strategies that drive revenue growth while maintaining compliance.● Build and manage effective relationships with internal and external stakeholders.● Conduct scenario modeling and financial planning to guide decision-making under uncertainty.● Negotiate and close high-value deals that align with organizational goals.
Module 1: Leadership Mindset Transformation
This module is foundational to transitioning into a commercial leadership role, as it equips participants with the mindset and emotional intelligence needed to lead strategically and adapt to the complexities of profit-driven decision-making.
Topics:
- Transitioning from Functional Expertise to Strategic Leadership
- Emotional Intelligence and Self-Management
- Growth Mindset and Resilience for Leaders
Learning Outcomes:
- Cultivate a leadership mindset focused on growth and adaptability.
- Strengthen emotional intelligence for effective team and self-management.
- Build resilience and accountability to lead during challenging times.Module 2: Understanding Company Financials and Budgeting
Topics:
-Fundamentals of Budget Planning and Allocation
- Interpreting Financial Statements (Profit and Loss, Balance Sheets)
- Cost Optimization and Financial Control
Learning Outcomes:
- Develop a solid understanding of company financial statements and their implications for decision-making.
- Create and manage budgets aligned with business objectives.
- Implement cost control strategies to enhance profit margins.Module 3: Pricing Strategy and Management Best Practices
Topics:
- Fundamentals of Pricing in FMCG and Regulated Markets
- Competitive Pricing and Revenue Optimization
- Regulatory Considerations and Compliance in Pricing
Learning Outcomes:
- Develop effective pricing strategies tailored to FMCG markets.
- Conduct competitive pricing analyses using real-world scenarios.
- Balance profitability with market share and regulatory constraints.Module 4: Negotiation and Deal Making
Topics:
- Principles of Successful Negotiations
- Negotiation Psychology and Building Win-Win Scenarios
- Managing Supplier and Distributor Relationships
Learning Outcomes:
- Master negotiation techniques to secure favorable deals.
- Build and sustain strategic partnerships with external stakeholders.
- Strengthen negotiation resilience in high-pressure situations.Module 5: Building Relationships and Stakeholder Management
Topics:
- Mapping Stakeholders: Internal and External
- Building Influence and Trust with Stakeholders
- Managing Conflicts and Balancing Expectations
Learning Outcomes:
- Develop effective stakeholder engagement strategies.
- Build trust and influence across diverse stakeholder groups.
- Resolve conflicts while maintaining strong professional relationships.Module 6: Scenario Modelling and Participant Presentations
Topics:
- Building and Interpreting Financial and Strategic Scenarios
- Risk Analysis and Strategic Planning Tools
- Designing and Presenting Business Plans
Learning Outcomes:
- Use scenario modeling tools to predict and plan for multiple business outcomes.
- Conduct risk assessments for decision-making.
- Develop and deliver a compelling business strategy presentation.