What we do

Yara’s knowledge, products and solutions grow farmers’, distributors’ and industrial customers’ businesses profitably and responsibly while protecting the earth’s resources, food, and environment. Our fertilizers, crop nutrition programs and technologies increase yields, improve product quality and reduce the environmental impact o...

Senior Commercial Manager

Job Type

Full Time

Qualification

BA/BSc/HND , MBA/MSc/MA

Experience

8 - 10 years

Location

Nairobi

Job Field

Marketing and Communication

Responsibilities

• Develop and execute the annual commercial plan for Kenya, setting volume, revenue, and market share targets in line with regional and global business objectives.
• Identify and develop new market growth opportunities, including underpenetrated regions, crop segments, and customer types.
• Monitor competitor activity, pricing, and market trends, translating insights into commercial action plans that protect and grow market share.
• Own the Kenya commercial P&L, ensuring delivery of revenue, margin, and profitability targets, with regular performance reporting to the Vice President, Kenya.
• Build and manage strategic relationships with key accounts, distributors, and large-scale agro-dealers across Kenya.
• Lead Joint Business Planning (JBP) and annual trading term negotiations with top-tier accounts to secure mutual growth commitments.
• Develop tailored commercial propositions for key accounts, balancing volume growth, margin protection, and long-term partnership value.
• Monitor account performance, resolve commercial disputes, and ensure timely collections in collaboration with Finance.
• Work in close liaison with the Agronomy Manager to ensure commercial strategies, key account plans, and dealer engagements are grounded in sound agronomic recommendations.
• Lead, coach, and develop the commercial and key account team, setting clear targets and conducting regular performance reviews.
• Drive a high-performance culture, ensuring the team has the capability, tools, and motivation to deliver against commercial objectives.
• Manage the commercial and trade investment budget within delegated authority, ensuring strong return on investment.
• Ensure full compliance with company policies, trade ethics, and Kenyan regulatory requirements governing fertilizer sales and marketing.

Profile

• Bachelor's degree in Agronomy, Agriculture, Crop Science, Soil Science, or a closely related field (required).
• MBA or postgraduate qualification in Business, Marketing, or Agribusiness Management (added advantage).
• Minimum 8–10 years of progressive commercial, sales, or key account management experience within the fertilizer, agro-input, or broader agribusiness sector.
• At least 4 years in a senior commercial role with key account accountability.
• Demonstrated experience combining commercial delivery with technical/agronomic engagement, ideally gained in a fertilizer or crop nutrition business.
• Proven track record of growing market share and managing major distributor/dealer relationships within the Kenyan market.

Additional Information

• Strong commercial and financial acumen
• Solid grounding in agronomy and crop nutrition principles, enabling credible engagement with technical stakeholders and farmers.
• Advanced negotiation skills, with a track record of closing complex key account and distributor agreements.
• Strong understanding of Kenya's agricultural market structure, seasonal cropping calendars, and regulatory environment.
• Proficiency in CRM and sales analytics tools, and Microsoft Office Suite (Excel, PowerPoint).

• Develop and execute the annual commercial plan for Kenya, setting volume, revenue, and market share targets in line with regional and global business objectives.
• Identify and develop new market growth opportunities, including underpenetrated regions, crop segments, and customer types.
• Monitor competitor activity, pricing, and market trends, translating insights into commercial action plans that protect and grow market share.
• Own the Kenya commercial P&L, ensuring delivery of revenue, margin, and profitability targets, with regular performance reporting to the Vice President, Kenya.
• Build and manage strategic relationships with key accounts, distributors, and large-scale agro-dealers across Kenya.
• Lead Joint Business Planning (JBP) and annual trading term negotiations with top-tier accounts to secure mutual growth commitments.
• Develop tailored commercial propositions for key accounts, balancing volume growth, margin protection, and long-term partnership value.
• Monitor account performance, resolve commercial disputes, and ensure timely collections in collaboration with Finance.
• Work in close liaison with the Agronomy Manager to ensure commercial strategies, key account plans, and dealer engagements are grounded in sound agronomic recommendations.
• Lead, coach, and develop the commercial and key account team, setting clear targets and conducting regular performance reviews.
• Drive a high-performance culture, ensuring the team has the capability, tools, and motivation to deliver against commercial objectives.
• Manage the commercial and trade investment budget within delegated authority, ensuring strong return on investment.
• Ensure full compliance with company policies, trade ethics, and Kenyan regulatory requirements governing fertilizer sales and marketing.

• Strong commercial and financial acumen
• Solid grounding in agronomy and crop nutrition principles, enabling credible engagement with technical stakeholders and farmers.
• Advanced negotiation skills, with a track record of closing complex key account and distributor agreements.
• Strong understanding of Kenya's agricultural market structure, seasonal cropping calendars, and regulatory environment.
• Proficiency in CRM and sales analytics tools, and Microsoft Office Suite (Excel, PowerPoint).

• Bachelor's degree in Agronomy, Agriculture, Crop Science, Soil Science, or a closely related field (required).
• MBA or postgraduate qualification in Business, Marketing, or Agribusiness Management (added advantage).
• Minimum 8–10 years of progressive commercial, sales, or key account management experience within the fertilizer, agro-input, or broader agribusiness sector.
• At least 4 years in a senior commercial role with key account accountability.
• Demonstrated experience combining commercial delivery with technical/agronomic engagement, ideally gained in a fertilizer or crop nutrition business.
• Proven track record of growing market share and managing major distributor/dealer relationships within the Kenyan market.