Head of Commercial (Logistics/e-commerce)

About the role

A leading shipping, logistics and e-commerce solutions provider based in Kenya and operating across several African countries is looking for a Head of Commercial in Nairobi. The role leads revenue growth, strategic partnerships and market expansion across Africa and the client's global origin hubs, combining sales, partnerships, pricing, account management and market growth strategy.

Key responsibilities

• Develop and execute the commercial strategy across 9+ African markets and global origin hubs, aligned with Customer Centricity, Cost Leadership, Scale and People.
• Own revenue targets across air, sea, warehousing, fulfillment, local deliveries, AQ Mall, customs brokerage and intra-Africa trade, driving growth and profitability.
• Build and lead sales teams, ensure pipeline discipline and drive B2B/B2C and key account growth with merchants, SMEs, corporates and trade partners.
• Secure and manage strategic partnerships with carriers, technology partners and trade networks, and lead market entry into new markets.
• Own pricing strategy, negotiate contracts with corporate accounts and partners, and monitor unit economics to protect margins.
• Introduce data-driven forecasting, reporting and commercial KPIs, and work with Finance, Operations and Digital Content on profitability and capacity planning.
• Represent the client at industry events, trade forums and AfCFTA initiatives, and explore intra-Africa trade, fintech, digital marketplaces and sustainability opportunities.

Required profile

• Bachelor's degree in Business, Logistics, Supply Chain, Marketing or a related field (Master's/MBA a plus).
• Proven track record managing key accounts and leading sales/commercial teams.
• Experience working in or across multiple African markets.
• Strong understanding of 3PL operations, e-commerce fulfillment and international logistics.
• Excellent communication, negotiation and leadership skills, with a growth-oriented, data-driven mindset.