Overview

We have an exciting career opportunity for the commercial lead for our client (an agricultural value chain dealer) who is based in Limuru to lead the commercial aspect of the business. The commercial lead will be responsible for driving the Company's revenue growth by developing and executing commercial strategies, expanding the customer base, building strategic partnerships, managing key client relationships, and ensuring sustainable business growth. The role works closely with Operations, Technology, Finance, and Sourcing teams to deliver value to customers across the agricultural value chain.

The position holder will or may lead a team of:

• Business Development Officers
• Key Account Managers
• Sales Representatives
• Customer Success Team (where applicable)

Job description

Commercial Strategy

• Develop and implement the Company's commercial strategy aligned with business objectives.
• Identify new market opportunities and revenue streams.
• Monitor market trends, customer needs, and competitor activities.

Business Development

• Generate new business opportunities across the agricultural value chain.
• Acquire and onboard buyers, suppliers, farmers, cooperatives, and institutional clients.
• Develop proposals, negotiate contracts, and close commercial deals.

Sales Management

• Develop and achieve annual and quarterly sales targets.
• Manage the sales pipeline and monitor conversion rates.
• Lead and coach the commercial team to achieve performance targets.

Customer Relationship Management

• Build and maintain strong relationships with key customers and strategic partners.
• Ensure high customer satisfaction and retention.
• Address customer concerns and identify opportunities for account growth.

Partnerships

• Establish partnerships with financial institutions, development partners, agribusinesses, cooperatives, and government agencies.
• Negotiate mutually beneficial commercial agreements.
• Identify strategic collaborations that expand the Company's market reach.

Revenue Growth

• Drive revenue and profitability across all products and services.
• Monitor pricing strategies and commercial performance.
• Recommend initiatives that improve customer acquisition and retention.

Market Intelligence

• Conduct market research and competitor analysis.
• Provide commercial insights to support product development and strategic decision-making.
• Identify emerging trends in digital agriculture and agri-financing.

Team Leadership

• Lead, mentor, and develop the commercial team.
• Set clear performance objectives and conduct regular performance reviews.
• Foster a high-performance, customer-focused culture.

Reporting

• Prepare weekly and monthly commercial performance reports.
• Track sales performance against targets.
• Present commercial updates and recommendations to the CEO.

Requirements

Qualifications

• Bachelor's Degree in Business Administration, Commerce, Marketing, Agribusiness, Economics, or a related field.
• A Master's degree is an added advantage.
• Professional qualifications in Sales, Marketing, or Business Development are an added advantage.

Experience

• Minimum of 7 years' experience in commercial, sales, business development, or strategic partnerships.
• At least 3 years in a senior leadership role.
• Experience in agribusiness, agricultural technology (AgTech), digital marketplaces, financial services, or e-commerce is highly desirable.
• Proven track record of achieving revenue growth and leading high-performing commercial teams.

• Develop and implement the Company's commercial strategy aligned with business objectives.
• Identify new market opportunities and revenue streams.
• Monitor market trends, customer needs, and competitor activities.
• Generate new business opportunities across the agricultural value chain.
• Acquire and onboard buyers, suppliers, farmers, cooperatives, and institutional clients.
• Develop proposals, negotiate contracts, and close commercial deals.
• Develop and achieve annual and quarterly sales targets.
• Manage the sales pipeline and monitor conversion rates.
• Lead and coach the commercial team to achieve performance targets.
• Build and maintain strong relationships with key customers and strategic partners.
• Ensure high customer satisfaction and retention.
• Address customer concerns and identify opportunities for account growth.
• Establish partnerships with financial institutions, development partners, agribusinesses, cooperatives, and government agencies.
• Negotiate mutually beneficial commercial agreements.
• Identify strategic collaborations that expand the Company's market reach.
• Drive revenue and profitability across all products and services.
• Monitor pricing strategies and commercial performance.
• Recommend initiatives that improve customer acquisition and retention.
• Conduct market research and competitor analysis.
• Provide commercial insights to support product development and strategic decision-making.
• Identify emerging trends in digital agriculture and agri-financing.
• Lead, mentor, and develop the commercial team.
• Set clear performance objectives and conduct regular performance reviews.
• Foster a high-performance, customer-focused culture.
• Prepare weekly and monthly commercial performance reports.
• Track sales performance against targets.
• Present commercial updates and recommendations to the CEO.

• Commercial strategy development and implementation
• Market opportunity identification
• Market trend monitoring
• Customer needs analysis
• Competitor analysis
• Business development
• Client acquisition and onboarding
• Proposal development
• Contract negotiation
• Deal closing
• Sales target achievement
• Sales pipeline management
• Sales performance monitoring
• Team leadership and coaching
• Customer relationship management
• Strategic partnership building
• Revenue growth
• Pricing strategy monitoring
• Customer acquisition and retention initiatives
• Market research
• Commercial insights provision
• Digital agriculture trends
• Agri-financing trends
• Team mentoring and development
• Performance objective setting
• Performance review
• Customer-focused culture fostering
• Commercial performance reporting

• Bachelor's Degree in Business Administration, Commerce, Marketing, Agribusiness, Economics, or a related field.
• A Master's degree is an added advantage.
• Professional qualifications in Sales, Marketing, or Business Development are an added advantage.