Capwell Industries Limited (henceforth referred to as CIL) started its operations in 1999 with a modern maize milling factory in Thika. It manufactures high quality flour, rice pulses and porridges, using the best processes and technologies available. CIL has since diversified its operations to rice milling, porridge milling, packaging of wheat flour and distribution of fruit juice

The Commercial Operations Manager will drive commercial efficiency, governance, and performance visibility across the sales organization by managing critical commercial processes including pricing, trade investments, customer commercial terms, rebates, performance analytics, and reporting.

The role ensures that Capwell’s commercial strategy is executed with strong financial discipline, operational coordination, and data-driven decision making.

Responsibilities or duties

• Consolidate and monitor sales targets across brands, regions, and distribution channels to ensure alignment with the company’s commercial objectives.
• Track daily, weekly, and monthly sales performance against targets and highlight performance gaps requiring corrective action.
• Develop and maintain commercial dashboards and performance reports to provide leadership with timely visibility on sales performance and market trends.
• Manage customer commercial terms including rebates, discounts, and trade investment structures to ensure financial discipline and commercial competitiveness.
• Monitor trade spend against approved budgets and ensure effective utilization of promotional investments.
• Ensure pricing governance and compliance across markets, distributors, and retail channels to safeguard margins.
• Coordinate sales forecasts with demand planning and supply chain teams to ensure product availability and service level reliability.
• Monitor stock availability, order fulfilment, and service levels to support smooth commercial execution in the market.
• Analyze brand, channel, and customer profitability to identify opportunities for revenue growth and margin improvement.
• Generate insights and analytical reports to support commercial decision-making and performance reviews.
• Coordinate the execution of commercial promotions, trade campaigns, and product launches across markets and channels.
• Maintain promotion calendars and conduct post-promotion performance reviews to assess campaign effectiveness and ROI.
• Ensure adherence to commercial governance processes including approval workflows for pricing, rebates, discounts, and trade investments.
• Maintain accurate documentation and audit-ready records related to commercial agreements, pricing structures, and trade spend.

Qualifications or requirements 

• Bachelor’s degree in Business, Economics, Finance, Marketing, or related field
• Strong analytical, financial, and data interpretation capability

Experience needed

• 5–8 years FMCG experience in Sales Operations, Commercial Finance, Trade Marketing, or Commercial Analytics
• Experience supporting commercial teams with sales reporting, pricing analysis, and trade investment management

• Consolidate and monitor sales targets across brands, regions, and distribution channels to ensure alignment with the company’s commercial objectives.
• Track daily, weekly, and monthly sales performance against targets and highlight performance gaps requiring corrective action.
• Develop and maintain commercial dashboards and performance reports to provide leadership with timely visibility on sales performance and market trends.
• Manage customer commercial terms including rebates, discounts, and trade investment structures to ensure financial discipline and commercial competitiveness.
• Monitor trade spend against approved budgets and ensure effective utilization of promotional investments.
• Ensure pricing governance and compliance across markets, distributors, and retail channels to safeguard margins.
• Coordinate sales forecasts with demand planning and supply chain teams to ensure product availability and service level reliability.
• Monitor stock availability, order fulfilment, and service levels to support smooth commercial execution in the market.
• Analyze brand, channel, and customer profitability to identify opportunities for revenue growth and margin improvement.
• Generate insights and analytical reports to support commercial decision-making and performance reviews.
• Coordinate the execution of commercial promotions, trade campaigns, and product launches across markets and channels.
• Maintain promotion calendars and conduct post-promotion performance reviews to assess campaign effectiveness and ROI.
• Ensure adherence to commercial governance processes including approval workflows for pricing, rebates, discounts, and trade investments.
• Maintain accurate documentation and audit-ready records related to commercial agreements, pricing structures, and trade spend.

• Strong analytical, financial, and data interpretation capability

• Bachelor’s degree in Business, Economics, Finance, Marketing, or related field
• 5–8 years FMCG experience in Sales Operations, Commercial Finance, Trade Marketing, or Commercial Analytics
• Experience supporting commercial teams with sales reporting, pricing analysis, and trade investment management