Commercial Director Job in Nairobi, Kenya

Commercial Director

Reports To: Country Managing Director

Location: Nairobi, Kenya

Company: A Regional below the Line [BTL] Marketing Agency

Role & Context

Purpose of Role

  • Lead the Business Commercialization Agenda for assigned and new clients or segment and achieve the company revenue targets
  • To provide direction on client’s objectives and follow up to ensure quality is up-to expectation
  • To spearhead innovations and fresh ideas that will deliver incremental business
  • The Agency was established in April 2006 to play in the Below the Line Advertising industry.
  • It targets to be the No 1 BTL agency in Africa in 2017.
  • Its key focus is freshness and exemplary excellence in execution
  • The Agency is dedicated to offering value addition in all its activities
  • The Agency promises to deliver all its activities/projects professionally but with deep regard to consumers & customers’ needs
  • Given the above there is need for the company to have a Commercial Director to spearhead the business growth and development agenda

Internal Profile

  • Reporting to the Country Managing Director,
    (She)/He will have strong relationships with: –
  • Operations Manager
  • Office Administrator
  • Reportees
  • Managing Business Development Manager, Account Managers & Account Executives

External Profile

  • Excellent relationships with
  • High levels of respect/contact with clients.
  • Service Providers/Suppliers
  • Peers in FMCG industry, external industry data sources

Key Financial Data

  • Responsible for the effective costing of projects
  • Management of the Commercial Department Budgets inclusive of the A & P budgets


  • 70% Office and 30% Field based.

Key Accountabilities

Revenue Growth

  • Create strategies that would lead to achievement of business set targets
  • To Identify and lead the “knock on Doors” campaign to acquire new business Opportunities/clients
  • Identifying Lock strategies to gain depth within existing and other targeted core clients
  • Identifying new market segments and channels to reach our clients target market
  • To constantly analyze business performance versus targets and seek to bridge variance

Building Great and Genuine Relationships

  • Develop, lead implementation of strategies of ensuring the Marketing Agency is top of mind in clients’ and customers’ mind
  • Constantly looking for opportunities to add value to our clients brands
  • Have regular formal and informal meetings to propose new ideas

Quality Assurance

  • Establish and champion the Quality Assurance Process
  • Ensure Standardization and quality of reports sent to clients are up to company standards
  • Growing market share

You will achieve this through

Innovation:– Champion Weekly innovation brainstorms that will lead to idea testing and sharing with clients
Brand Building: – To consistently build the company’s brand and seek to grow its image
Differentiation:– Seek to clearly differentiate the brand from the competition

Finance and Planning

  • Participate in business planning and target setting
  • To ensure all projects are costed profitably
  • Ensure timely Revenue Collection
  • Develop and Manage Sectional Budgets

HR & Admin

  • Work closely with HR to build capacity within the Business Development team to ensure great delivery
  • Ensure Performance measures exist for the team
  • Develop a coaching plan to bridge skills gap

Role Capabilities


  • Min of 1st Degree

Experience: +3 years in a Business Development environment

Functional Capabilities

  • Mastery in the principals of sales and marketing
  • Excellent customer/client servicing
  • Business analysis / Information management
  • Account management
  • Basic human resource experience
  • Brand building and Innovation
  • Basic Financial Accounting

Leadership Capabilities

  • High Emotional Energy – Mastery
  • Infectious
  • Sharp Edge –  Experienced
  • selling business concepts
  • Well-developed Insight generation -Experienced
  • Good coach & facilitator
  • Able to grow to General Management in 2 years

Audit and Quality Assurance, Business Administration
Updated: March 15, 2017 — 11:02 am