About the Role
Our client, a market leader in milling and marketing premium maize meal and animal feeds in Kenya, is seeking a Head of Commercial to design, coordinate, and execute the commercial strategy to deliver expected financial performance.
This role provides the analytical rigor, strategic frameworks, and cross-functional coordination needed to make informed commercial decisions.
📍 Location Note: This role is based in Kenya at our client's FMCG manufacturing facility in the Nairobi region.
Key Responsibilities:
• Lead annual commercial planning; market segmentation, target setting, channel strategy, route-to-market design
• Develop pricing frameworks across all categories (cost-plus, competitor-based, value-based)
• Identify growth opportunities; new channels, new regions, new customer segments
• Design and manage commercial dashboards; revenue tracking, market share, distribution coverage, trade spend efficiency
• Set budgets and guardrails for Marketing and Sales teams
• Evaluate trade promotion ROI and recommend reallocation of resources
• Facilitate monthly alignment meetings between Sales and Marketing
• Coordinate demand forecasting with Supply Chain and Production
• Commission market research; competitor tracking, consumer insights, brand health monitoring
• Develop sales and marketing training programs, tools, and playbooks
Required Qualifications:
• Bachelor's degree in Business, Commerce, or Economics
• MBA or relevant postgraduate qualification is preferred
• Membership of professional bodies in Sales and Marketing
• 10-12 years in FMCG commercial roles (sales and/or marketing)
• At least 3 years in a senior commercial/strategy role responsible for multi-category P&L
• Demonstrated accountability for Business Turnover of Kshs 1B+
• Experience leading businesses during cycles of scale up and significant growth
• Ability to lead and mentor high-performing teams in a dynamic and competitive environment
• Skilled in negotiations with key external and internal stakeholders
• Ability to think strategically and influence development of sales and marketing strategy
• Excellent task management, numerical and planning skills
• Good communication and interpersonal relationship skills
How to Apply:
Applications are reviewed on a rolling basis. Only shortlisted candidates will be contacted.
ApoConsult Solutions is an equal opportunity recruitment agency;
Skills Required
- Bachelor's degree in Business, Commerce, or Economics
- MBA or relevant postgraduate qualification
- Membership of professional bodies in Sales and Marketing
- 10-12 years in FMCG commercial roles (sales and/or marketing)
- At least 3 years in a senior commercial/strategy role responsible for multi-category P&L
- Demonstrated accountability for Business Turnover of Kshs 1B+
- Experience leading businesses during cycles of scale up and significant growth
- Ability to lead and mentor high-performing teams
- Skilled in negotiations with key external and internal stakeholders
- Strategic thinking and ability to influence sales and marketing strategy
- Excellent task management, numerical and planning skills
- Good communication and interpersonal relationship skills
What We Do
ApoConsult Solutions is a leading human capital consulting firm based in Nairobi, Kenya. The company provides expert HR solutions and customized consultation services to organizations of all sizes and sectors, helping them overcome challenges and achieve business objectives. Their services include recruitment, placement, performance management, employee relations, skills and capacity building, and HR compliance programs.
