Purpose of the Job

The Head of Commercial is responsible for driving the company’s revenue growth, market share expansion, and overall profitability. The role provides strategic leadership across sales, business development, partnerships, and customer relationship management, ensuring commercial activities are aligned with organizational goals and long-term growth objectives.

Key Responsibilities

i. Managerial Responsibilities

• Develop, implement, and continuously refine the company’s commercial strategy to drive sustainable growth and profitability.
• Provide strategic leadership to the commercial team, fostering a high-performance, results-driven culture aligned with corporate objectives.
• Set, monitor, and achieve revenue, margin, and market share targets.
• Identify, develop, and manage strategic partnerships to strengthen market presence and enhance service offerings.
• Define and oversee pricing models and commercial frameworks to optimize competitiveness and profitability.
• Collaborate with executive leadership to ensure commercial initiatives support overall business strategy.
• Analyze market trends, customer needs, and competitor activity to identify new business opportunities.
• Establish and maintain robust contract governance frameworks to ensure compliance, risk mitigation, and value realization.
• Oversee financial performance of commercial operations, including revenue streams, costs, and margins.
• Represent the organization in high-level negotiations, industry forums, and key stakeholder engagements.

ii. Operational Responsibilities

• Oversee preparation, negotiation, and execution of commercial contracts in line with company policies and risk standards.
• Manage day-to-day activities of sales, account management, and commercial support teams.
• Coordinate with product development and technical teams to align offerings with market demand and customer expectations.
• Ensure timely and effective delivery of telematics solutions and related services to clients.
• Monitor key client accounts, resolve issues, manage disputes, and drive customer satisfaction and retention.
• Track, analyze, and report on sales and commercial performance metrics to inform decision-making.
• Lead implementation of marketing and promotional initiatives to support sales growth and brand positioning.
• Ensure accurate documentation, reporting, and record-keeping of all commercial activities and transactions.
• Liaise closely with the Finance Department to ensure timely billing, revenue recognition, and collections.
• Oversee onboarding of new clients to ensure smooth transition, system setup, and service activation.

iii. Other Duties

• Perform any other duties as assigned from time to time in support of commercial and organizational objectives.

Key Result Areas (KRAs)

• Sustained revenue growth and improved profitability.
• Expansion of market share across target segments.
• High customer retention and satisfaction levels.
• Effective contract and risk management.
• High-performing, motivated commercial teams.
• Strong relationships with strategic partners and external stakeholders.

Knowledge, Skills & Qualifications

Minimum Requirements

• Bachelor’s Degree in Business Administration or a related field.
• Minimum of 8 years’ relevant work experience, with at least 3 years in a senior leadership role.

Core Competencies & Skills

• Proven ability to design and execute commercial strategies that drive revenue growth, market penetration, and profitability.
• Strong capability to align commercial objectives with long-term business strategy.
• In-depth understanding of telematics and fleet management solutions, including GPS tracking, vehicle diagnostics, and related technologies.
• Expertise in structuring, negotiating, and managing complex commercial contracts, SLAs, and pricing models.
• Strong leadership, people management, and team development skills.
• Excellent negotiation, persuasion, and stakeholder management abilities.
• High-level communication, presentation, and reporting skills.
• Strong analytical and data-driven decision-making capability.
• Proficiency in CRM systems and ERP platforms.
• Ability to adapt to evolving market conditions and technological advancements.
• Strong organizational and project management skills.
• Proven ability to collaborate effectively across departments and with external partners.

• Develop, implement, and continuously refine the company’s commercial strategy to drive sustainable growth and profitability.
• Provide strategic leadership to the commercial team, fostering a high-performance, results-driven culture aligned with corporate objectives.
• Set, monitor, and achieve revenue, margin, and market share targets.
• Identify, develop, and manage strategic partnerships to strengthen market presence and enhance service offerings.
• Define and oversee pricing models and commercial frameworks to optimize competitiveness and profitability.
• Collaborate with executive leadership to ensure commercial initiatives support overall business strategy.
• Analyze market trends, customer needs, and competitor activity to identify new business opportunities.
• Establish and maintain robust contract governance frameworks to ensure compliance, risk mitigation, and value realization.
• Oversee financial performance of commercial operations, including revenue streams, costs, and margins.
• Represent the organization in high-level negotiations, industry forums, and key stakeholder engagements.
• Oversee preparation, negotiation, and execution of commercial contracts in line with company policies and risk standards.
• Manage day-to-day activities of sales, account management, and commercial support teams.
• Coordinate with product development and technical teams to align offerings with market demand and customer expectations.
• Ensure timely and effective delivery of telematics solutions and related services to clients.
• Monitor key client accounts, resolve issues, manage disputes, and drive customer satisfaction and retention.
• Track, analyze, and report on sales and commercial performance metrics to inform decision-making.
• Lead implementation of marketing and promotional initiatives to support sales growth and brand positioning.
• Ensure accurate documentation, reporting, and record-keeping of all commercial activities and transactions.
• Liaise closely with the Finance Department to ensure timely billing, revenue recognition, and collections.
• Oversee onboarding of new clients to ensure smooth transition, system setup, and service activation.
• Perform any other duties as assigned from time to time in support of commercial and organizational objectives.

• Proven ability to design and execute commercial strategies that drive revenue growth, market penetration, and profitability.
• Strong capability to align commercial objectives with long-term business strategy.
• In-depth understanding of telematics and fleet management solutions, including GPS tracking, vehicle diagnostics, and related technologies.
• Expertise in structuring, negotiating, and managing complex commercial contracts, SLAs, and pricing models.
• Strong leadership, people management, and team development skills.
• Excellent negotiation, persuasion, and stakeholder management abilities.
• High-level communication, presentation, and reporting skills.
• Strong analytical and data-driven decision-making capability.
• Proficiency in CRM systems and ERP platforms.
• Ability to adapt to evolving market conditions and technological advancements.
• Strong organizational and project management skills.
• Proven ability to collaborate effectively across departments and with external partners.

• Bachelor’s Degree in Business Administration or a related field.
• Minimum of 8 years’ relevant work experience, with at least 3 years in a senior leadership role.