COMMERCIAL MANAGER
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Job summary
(Sales, Marketing, Business Development, Branding & Strategic Partnerships) Location: Nairobi, Kenya (with regional scope across Africa) Employment Type: Full-time
Min Qualification:
Bachelors
Experience Level:
Mid level
Experience Length:
8 years
Job descriptions & requirements
CORE RESPONSIBILITIES
1) Group Commercial Strategy & Revenue Architecture
✧ Design and execute the integrated commercial strategy across both engines
✧ Define segmentation, positioning, and conversion systems by customer type (public, private, NGOs/donors, SMEs)
✧ Apply 80:20 discipline across customers and product portfolios
✧ Shift the organization from opportunistic selling to structured revenue systems
2) Value Proposition & Offer Design (CORE DIFFERENTIATOR)
You are the chief architect of commercial value.
✧ Translate customer pain into differentiated value propositions such as:
✧ reliability and continuity of care
✧ availability and speed
✧ compliance and documentation readiness
✧ theatre / procedure readiness
✧ Convert value into structured commercial offers, including:
✧ recurring supply contracts & standing orders
✧ continuity-of-care baskets
✧ procedure / theatre readiness kits
✧ compliance & documentation packs
✧ tiered service and reliability SLAs
✧ Build ROI / TCO narratives, proof packs, and account-specific proposals
✧ Lead structured win/loss analysis to sharpen differentiation continuously
3) Sales, Marketing & Key Account Management
✧ Lead Sales, Marketing, BD, KAM, and Customer Success as one commercial system
✧ Drive deep institutional and Tier-1 account growth
✧ Ensure every A/B account has:
✧ stakeholder mapping
✧ a 1-page KAM plan
✧ QBR cadence
✧ wallet-share expansion plays
✧ Run ABM as a KAM accelerator, not just a marketing tactic
4) Business Development & Strategic Partnerships (CRITICAL) Demand-side partnerships
✧ Hospital groups, healthcare networks, NGOs/FBOs, donors, procurement agencies
(KEMSA, SHA etc)
✧ Design partnership propositions, revenue-share models, and embedded procurement workflows
✧ Structure long-term framework agreements and joint growth plans Supply-side partnerships
✧ Manufacturers, distributors, and local suppliers operating as extended warehouses
✧ Negotiate commercial terms, SLAs, exclusivity/priority supply where strategic
✧ Ensure integration readiness (catalogue, stock visibility, compliance) Ecosystem partnerships
✧ Logistics, cold-chain, financing, and technology partners that strengthen reliability and scale
5) Pricing, Margin & Revenue Quality Discipline
✧ Implement pricing governance, approval ladders, and discount leakage controls
✧ Partner with Finance to protect margin, cash flow, and collectability
✧ Ensure commercial decisions favor quality revenue over vanity growth
6) Pipeline, CRM & Commercial Process Enforcement
✧ Own CRM as the single source of truth
✧ Enforce accurate stages, next actions, and forecasting discipline
✧ Lead weekly commercial cadence: pipeline reviews, deal clinics, and execution follow-through
✧ Collaborate with IT to automate dashboards, alerts, and workflows
7) Cross-Functional Execution & S&OP Alignment
✧ Align Sales demand signals with Supply Chain to improve service levels and inventory velocity
✧ Support working-capital discipline through clean forecasting and reorder planning
✧ Collaborate with Quality/Regulatory to ensure compliant commercial execution
8) People Leadership & Capability Building
✧ Build, coach, and retain a high-performance commercial team
✧ Institutionalize capability building in:
✧ KAM
✧ negotiation
✧ value-based selling
✧ product mastery
✧ data discipline
✧ Build a culture of professional integrity, ownership, and execution excellence
QUALIFICATIONS & EXPERIENCE
✧ Bachelor’s degree in Business, Marketing, Business Information Systems or related field
✧ MBA or advanced commercial/strategy certification preferred
✧ 8–12+ years in commercial leadership roles in:
✧ healthcare distribution
✧ pharma / medical devices
✧ B2B platforms, marketplaces, or complex B2B ecosystems
✧ Proven experience delivering aggressive growth targets without eroding margin or cash
✧ Strong background in KAM, tenders, partnerships, and enterprise selling
✧ High proficiency in CRM/ERP-driven commercial environments
✧ Demonstrated ability to lead through strategic inflection points
✧ Working knowledge of Blue Ocean strategy tools and ability to translate them into
field execution
✧ Strong digital marketing and ABM capability with measurable outcomes
COMPENSATION
Competitive, market-aligned package with performance-based incentives tied to:
✧ revenue quality (margin + cash discipline)
✧ execution compliance
✧ contract/recurring revenue growth
✧ partnership performance
HOW TO APPLY
Submit:
✧ CV
✧ A short cover note (max 3 pages) titled:
“How I would build a differentiated, partnership-led commercial engine to
scale beyond target.”
✧ Include:
✧ Two value propositions you have designed and scaled
✧ One partnership you structured that materially moved revenue or reliability
✧ Your high-level first 90-day approach
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