Head of Commercial

Head of Commercial (Logistics/e-commerce) – Nairobi, KenyaOur client, a leading shipping, logistics and e-commerce solutions provider based in Kenya and operating across several African countries, is seeking a Head of Commercial who will lead revenue growth, strategic partnerships, and market expansion across Africa and client’s global origin hubs.This role goes beyond traditional sales or business development, integrating sales, partnerships, pricing, account management, and market growth strategy into a single, high-impact mandate.Key Responsibilities.Develop and execute company’s commercial strategy across 9+ African markets and global origin hubs, ensuring alignment with strategic pillars: Customer Centricity, Cost Leadership, Scale, and People.Own revenue targets across all service lines (air, sea, warehousing, fulfillment, local deliveries, AQ Mall, customs brokerage, intra-Africa trade), driving both top-line growth and sustainable profitability.Build and lead high-performing sales teams across countries, ensuring pipeline discipline, conversion, accountability, and strong B2B/B2C/key account growth across merchants, SMEs, corporates, and trade partners.Identify, secure, and manage strategic partnerships (carriers, technology partners, trade networks), lead market entry into new African and global markets, and explore opportunities beyond logistics and e-commerce.Own pricing strategy, structure and negotiate contracts with corporate accounts and strategic partners, and monitor unit economics to protect margins and maximize contribution.Introduce data-driven forecasting, reporting, and commercial KPIs to strengthen decision-making and track performance across sales and country teams.Partner with Finance, Operations, and Digital Content to align on profitability, capacity planning, and brand positioning, ensuring seamless execution of commercial initiatives.Represent client externally at industry events, trade forums, and AfCFTA initiatives to strengthen brand visibility and thought leadership.Explore new business opportunities such as intra-Africa trade enablement, fintech/payment integrations, digital marketplaces, and sustainability initiatives.Drive cross-country collaboration, break operational silos, and foster regional growth to position the company as a multi-solution logistics and trade partner.Key Qualifications.Bachelor’s degree in Business, Logistics, Supply Chain, Marketing, or a related field (Master’s/MBA is a plus).Proven track record of managing key accounts and leading high-performing sales/commercial teams.Experience working in or across multiple African markets.Strong understanding of 3PL operations, e-commerce fulfillment, and international logistics.Financially savvy — able to interpret P&L, contribution margin, and unit economics.Excellent communication, negotiation, and leadership skills.Strategic, data-driven thinker with a growth-oriented mindset and strong commercial acumen.Salary: Gross Monthly Salary: KSH 300,000Location: Nairobi, KenyaCareer Level: Management LevelJob Type: Full-TimeDeadline for applications: 15/12/2025