Head of Commercial 3 Positions
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Qualifications, Skills and Experience
- 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.
- Strong commercial, financial, analytical, negotiation, stakeholder management, and strategic leadership skills.
- 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.
- Drive pricing, revenue optimisation, market intelligence, product positioning, innovation, and commercial profitability.
- 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.