Head of Commercial

Position Title: Head of Commercial

Industry Sector: Renewable Energy

Remuneration: Kshs. 500,000 – 650,000

Location: Nairobi

Role Mandate

The Head of Commercial is a high-impact leadership position tasked with architecting the organization’s revenue trajectory and market footprint. Reporting to the executive board, you will exercise full ownership over Sales, Marketing, and Business Development functions. In a credit-led business environment, your success will be defined by the delicate balance between aggressive customer acquisition and the long-term health of the repayment portfolio. You will be expected to design scalable operating models, forge strategic partnerships, and lead a multi-regional field force to achieve commercial excellence and financial sustainability.

Core Strategic Pillars

Revenue Ownership & Market Strategy

• Define the national commercial roadmap, aligning local execution with global growth objectives.

• Develop and iterate the Go-to-Market (GTM) strategy, encompassing customer segmentation, pricing elasticity, and geographic expansion.

• Drive country-level revenue and sales volumes while maintaining rigorous oversight of customer repayment performance.

• Optimize the product mix to maximize margins and ensure the profitability of the B2C commercial model.

Commercial Operations & Performance Governance

• Architect a best-in-class operating model, including robust sales processes, CRM tools, and performance management frameworks.

• Lead regional performance audits, implementing decisive turnaround initiatives where underperformance is identified.

• Establish commercial governance forums and oversee the deployment of advanced analytics dashboards to track acquisition, retention, and ROI on marketing spend.

• Ensure seamless cross-functional synergy with Credit, Operations, and Product teams to align growth with operational capacity.

Marketing Intelligence & Partnerships

• Oversee all brand positioning and marketing campaigns, utilizing data-driven insights to refine customer acquisition and retention.

• Identify and negotiate high-value strategic partnerships to expand distribution through innovative, scalable models.

• Monitor competitor landscapes and emerging market trends to maintain a dominant position in the renewable energy sector.

• Lead contract negotiations with key suppliers and partners to ensure commercial viability and risk mitigation.

Professional Requirements

Education & Experience

• Academic Background: Bachelor’s degree in Business, Marketing, or Finance; an MBA is highly desirable.

• Certification: CIM certification is preferred.

• Tenure: 12+ years of progressive commercial experience, with at least 3 years in a senior functional leadership role.

• Sector Expertise: Proven experience in Renewable Energy, FMCG, Telcos (MNOs), or Financial Services.

• Model Proficiency: Deep expertise in B2C models and managing large-scale field sales operations.

Executive Competencies

• Strategic Vision: Ability to translate high-level goals into actionable, data-led commercial strategies.

• Financial Acumen: Full P&L accountability with experience in budget management and ROI optimization.

• Leadership: Proven ability to build and scale high-performing teams while fostering a results-oriented performance culture.

• Integrity: Commitment to professional ethics, financial transparency, and inclusive team development.

Value Proposition

• Executive Impact: Direct influence over the financial sustainability and expansion of a vital energy sector player.

• Elite Compensation: A comprehensive package ranging from Kshs. 500,000 to 650,000.

• Market Leadership: Opportunity to shape the future of sustainable energy through innovative commercial and credit models.

Submit your CV for the "Head of Commercial" position, highlighting your experience in B2C revenue growth and large-scale sales leadership. Apply today.