Job summary
The Commercial Director will lead the Sales and Marketing function and work closely with the CEO and other senior leaders to grow the business in Kenya.
Min Qualification:
Masters
Experience Level:
Senior level
Experience Length:
8 years
Language Requirement:
English
Working Hours:
Full Time - 8 to 5
Applicant Location:
Kenya
Job descriptions & requirements
Role Purpose
The Commercial Director will lead the Sales and Marketing function and work closely with the CEO and other senior leaders to grow the business in Kenya. The role will be responsible for developing and implementing commercial strategies that drive revenue, profitability, customer growth and collections, while strengthening relationships with customers and suppliers.
Key Responsibilities
1. Commercial Strategy
● Develop and implement Sales and Marketing strategies aligned with the company's business goals.
● Develop pricing, distribution and product strategies to improve profitability.
● Identify opportunities for business growth, new products and new suppliers.
● Monitor market trends, competitors and customer needs.
2. Sales & Marketing Leadership
● Lead and manage the Sales and Marketing teams.
● Set and monitor sales targets and performance.
● Analyse sales and marketing data and provide regular reports to management.
● Ensure effective customer and market research.
● Support the team through training, coaching and performance management.
● Work with other departments, particularly Finance and Supply Chain, to achieve business objectives.
3. Customer & Supplier Relationships
● Maintain and grow relationships with key customers, including retailers, wholesalers, hospitals and institutions.
● Support the team in developing and closing major sales opportunities.
● Build relationships with Key Opinion Leaders.
● Manage relationships with international and local suppliers/principals.
● Understand market requirements and communicate them to suppliers.
4. Team Management
● Lead, motivate and develop the commercial team.
● Recruit, manage performance and develop employees within the function.
● Ensure the team has the skills and resources required to achieve targets.
5. Business & Operational Collaboration
● Work closely with Finance and Supply Chain to manage pricing, stock levels, profitability and collections.
● Help maintain the right balance of stock and minimise overstocking, shortages and short expiries.
● Ensure ethical business practices and compliance with company procedures.
● Contribute to improving the company's CRM and customer management processes.
Key Performance Areas
● Revenue/turnover targets
● Profit margins
● Collections
● Customer growth and retention
● Sales performance
● Market growth
● Effective pricing
● Supplier and customer relationships
● Team performance
Team & Business Scope
● Reports to: Chief Executive Officer
● Direct reports: 5
● Total team: 37 employees
● Active customers: Approximately 1,500
● Products/SKUs: Approximately 1,500
● Suppliers: Approximately 37 local and international suppliers
Required Qualifications & Experience
● Postgraduate degree in Commerce – critical.
● At least 8 years' experience in Sales and Marketing.
● At least 5 years' people-management experience.
● Pharmaceutical industry experience is ideal.
● Strong commercial, sales and marketing leadership experience.
● Experience managing key customers and supplier relationships.
● Strong understanding of pricing, profitability and business growth.
Ideal Candidate Profile
The ideal candidate should be a senior commercial leader who can combine strategic thinking with hands-on commercial leadership. They should be comfortable managing a sizeable team, driving sales and profitability, managing major customers and suppliers, and working closely with the CEO, Finance and Supply Chain teams.
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