Commercial Director

About the role

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 is responsible for developing and implementing commercial strategies that drive revenue, profitability, customer growth and collections while strengthening relationships with customers and suppliers.

Key responsibilities

• Develop and implement sales and marketing strategies aligned with business goals, including pricing, distribution and product strategies to improve profitability and identify growth opportunities.
• Lead and manage the sales and marketing teams, set and monitor sales targets, analyse data, provide reports, and support the team through training and performance management.
• Maintain and grow relationships with key customers such as retailers, wholesalers, hospitals and institutions, and manage relationships with international and local suppliers, including key opinion leaders.
• Collaborate with finance and supply chain to manage pricing, stock levels, profitability and collections, ensure ethical practices and contribute to CRM improvements.
• Lead, motivate and develop the commercial team, recruit, manage performance and ensure resources are in place to achieve targets.

Required profile

• Postgraduate degree in Commerce (required).
• Minimum 8 years of sales and marketing experience, with at least 5 years in people‑management.
• Experience in the pharmaceutical industry is preferred.
• Proven commercial leadership with strong understanding of pricing, profitability and business growth.
• Demonstrated ability to manage key customer and supplier relationships.