Bachelor's Degree in Business Administration, Commerce, Sales & Marketing, or a related field; MBA/Postgraduate qualification is an advantage.
15-20 years of overall experience, with 7-10 years in senior commercial leadership within manufacturing, FMCG, building materials, or other product-based businesses.
Experience with a global multinational (MNC) or large regional company is preferred.
Proven experience managing distribution/dealer networks, retail operations, project sales, key accounts, and commercial strategy. Strong understanding of pricing, revenue management, market intelligence, budgeting, forecasting, profitability, and business development.
Demonstrated ability to deliver AOP targets, grow revenue and market share, and lead high-performing commercial teams.
Proficiency in Microsoft Office and ERP systems, preferably SAP S/4HANA; experience with Power BI and digital collaboration platforms is an advantage.
Fluency in English and Kiswahili.
Key Responsibilities
Develop and execute the Commercial Annual Operating Plan (AOP), including sales, revenue, market share, pricing, profitability, and customer targets.
Lead sales, distribution, dealer networks, retail showrooms, service centres, and export channels to drive market growth and enhance customer experience.
Oversee project sales, key accounts, specification selling, tenders, and large commercial/infrastructuré projects from bid through completion.
Lead demand planning and S&OP, collaborating with Production, Supply Chain, Logistics, and Customer Service to ensure product availability and efficient fulfilment.
Monitor sales performance, margins, OPEX, collections, DSO, and commercial KPIs, providing regular MIS reports to the CEO and Executive Team.
Lead and develop the Commercial team, including performance management, capability building, succession planning, and cross-functional collaboration.
Drive commercial innovation, process improvement, and change initiatives while ensuring strong governance and alignment with Procurement and other functions.