Commercial Director Job in Kenya

Job Title: Commercial Director

Level: Permanent

Reports To: Managing Director

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


  • Our client established in April 2006 to play in the Below the Line Advertising industry.
  • They target to be the Leading BTL agency in Africa by 2021
  • Its key focus is freshness and exemplary excellence in execution
  • It is dedicated to offering value addition in all its activities
  • It 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

Excellent relationships with

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

External Profile

Excellent relationships with

  • High levels of respect/contact with clients. The MDs, Marketing Directors
  • Service Providers/Suppliers
  • Customers
  • Peers in industry

Key Financial Data

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


  • 70% field
  • 30% office

Key Accountabilities

A. 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 analyse business performance versus targets and seek to bridge variance

B. Building Great and Genuine Relationships

  • Develop, lead implementation of strategies of ensuring they are on 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

C. Quality Assurance

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

D. 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 brand and seek to grow its image
  • Differentiation: – Seek to clearly differentiate the brand from the competition

E. 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

F. 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


  • +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

Title Reports to: Managing Director

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

Organisational Capabilities

  • Clean and sharp organizational abilities
  • Rapid Capability Building – Experienced

Personal Capabilities

  • Demonstrate high integrity and honesty.
  • Strategically aligned.
  • Team player.
  • Performance delivery ethic.
  • Assertive.
  • Commercially astute.
  • Leadership & coaching.

Purpose of Role:

  • Pivotal role in managing the processes and the coordination of Senator Keg game plan activities
  • Driving the brew growth agenda through executing growth drivers brilliantly.
  • Drive the planning and implementation of the company’s BTL brand plans, objectives and strategies through effective joined up business planning.
  • Steward the engagement with stakeholders to ensure adherence to DMC and compliance in all activities.

TOP 3-5 Accountabilities

  • Deliver the annual plan (AOP) for a Leading Brew.
  • Game plan development
  • Execution of Game plan activities
  • Deliver the annual plan (AOP) for the drink.
  • Game plan development
  • Execution of Game plan activities
  • Stewardship of the measurement and evaluation of programs executed in trade.

Qualifications and Experience Required:


  • Graduate.
  • Formal business qualification ideal.

Key Skills

  • Good communication skills
  • Strong interpersonal skills
  • Good communicator (written, oral and presentation)
  • High level of commercial acumen
  • Financial and planning skills
  • Administration/time management
  • Budgetary and cost control
  • Problem solving and analysis
  • Influencing skills
  • Systems literacy


  • Company values / strategy
  • Brands/plans and objectives
  • Strong knowledge of both internal and external influences within the liquor and soft drink industry
  • Firm understanding of retail trade dynamics
  • Understanding of consumer marketing discipline
  • Field sales force activities and resources
  • Sales support systems (technologies)


  • Ability to deliver results through others without direct authority.
  • Previously demonstrated success in Sales, Marketing or Trade Marketing ideal.
  • Management experience essential.
  • 5 years commercial role is ideal
  • Project management

How to Apply:

Send CV in MS Word Format to

Closing Date: Monday 11th June, 2018

Job Summary:
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Company / Organization
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Job Location

Nairobi, Kenya

Nairobi County

Business Administration, Sales and Marketing
Updated: June 5, 2018 — 6:04 pm