Head of Commercial (3 Positions)

Role Overview

This is a senior commercial leadership post for a product-driven business, and it carries end-to-end ownership of the revenue engine — distribution, retail, project and export channels alike. The holder translates growth ambitions into a commercial Annual Operating Plan and then drives its delivery through sales, pricing, demand planning and customer-facing teams. The role matters because it connects what the market will pay and buy with what the operation can actually produce, stock and deliver, protecting both top-line growth and margin.

Key Responsibilities

• Build and execute the Commercial Annual Operating Plan, setting targets for sales volume, revenue, market share, pricing, profitability and customer growth, and adjusting course as market conditions shift.
• Own the route-to-market: distribution partners, dealer networks, retail showrooms, service centres and export channels, raising coverage, product availability and the overall customer experience.
• Run the project business end to end, covering specification selling, tenders, bids, key accounts and major commercial or infrastructure projects from initial pursuit through execution and close-out.
• Direct pricing architecture and revenue optimisation, and use market intelligence, product positioning and innovation to defend and improve commercial profitability.
• Lead demand planning and the S&OP cycle alongside Production, Supply Chain, Logistics and Customer Service, so that supply, inventory and fulfilment keep pace with commercial commitments.
• Monitor and report on sales performance, margins, operating expenditure, collections, DSO and other commercial KPIs, delivering regular MIS reporting to the CEO and executive team.
• Lead and develop the commercial function through performance management, capability building, succession planning and constructive cross-functional collaboration.
• Drive commercial innovation, process improvement and change initiatives while upholding governance standards and staying aligned with Procurement and other support functions.

Requirements & Qualifications

• Bachelor's degree in Business Administration, Commerce, Sales & Marketing or a related discipline; an MBA or postgraduate qualification is considered an advantage.
• 15–20 years of overall experience, including 7–10 years in senior commercial leadership within manufacturing, FMCG, building materials or another product-based sector.
• Experience with a global multinational or a large regional company is preferred.
• Proven track record managing distribution and dealer networks, retail operations, project sales, key accounts and commercial strategy.
• Solid command of pricing, revenue management, market intelligence, budgeting, forecasting, profitability analysis and business development.
• Demonstrated ability to deliver AOP targets, grow revenue and market share, and lead high-performing commercial teams.
• Strong commercial, financial, analytical, negotiation, stakeholder management and strategic leadership capabilities.
• Proficient with Microsoft Office and ERP systems, preferably SAP S/4HANA; experience with Power BI and digital collaboration platforms is an added advantage.
• Fluency in English and Kiswahili.