HEAD OF COMMERCIAL

JOB SUMMARY

The Head of Commercial is a senior leadership role responsible for driving revenue growth, market expansion, and commercial excellence across the organization.

The role provides full ownership of Sales, Marketing, and Business Development (Partnerships), ensuring sustainable growth through effective customer acquisition, strong market positioning, and high customer repayment performance within a credit-led business model.

DUTIES AND RESPONSIBILITIES

 Strategic Responsibilities

• Define and lead the overall commercial strategy aligned with country and global objectives.
• Act as the primary owner of revenue growth and market expansion.
• Develop and execute the go-to-market strategy, including:
• Customer segmentation
• Pricing strategy
• Distribution channels
• Geographic expansion
• Provide strategic direction on product positioning and competitive differentiation.
• Identify and pursue new commercial opportunities and partnerships.
• Serve as a key member of the Leadership Team, influencing cross-functional strategy and decision-making.

 Revenue & Commercial Performance Ownership

• Own and drive country-level revenue, sales volumes, and commercial KPIs.
• Ensure strong customer repayment performance, aligned with the credit-based sales model.
• Optimize product mix and pricing strategies to maximize margins and profitability.
• Lead performance management across regions, ensuring consistent delivery against targets.
• Take decisive action to address underperformance and drive turnaround initiatives.

Financial & Business Accountability

• Develop and manage commercial budgets, forecasts, and resource allocation.
• Ensure efficient use of resources to maximize return on investment (ROI) on sales and marketing spend.
• Drive alignment between commercial growth and portfolio health in collaboration with credit functions.
• Contribute directly to overall profitability and financial sustainability.

 Commercial Operations Excellence

• Design and implement a best-in-class commercial operating model, including:
• Organizational structure
• Sales processes and tools
• Performance management systems
• Reporting frameworks
• Establish and enforce standard operating procedures across the commercial function.
• Continuously improve sales productivity, efficiency, and scalability.
• Oversee field sales operations to ensure strong execution across regions.

 Marketing & Market Intelligence

• Lead market research and competitive analysis to identify opportunities and risks.
• Oversee all marketing strategies and campaigns, ensuring strong brand positioning.
• Monitor customer behavior, retention, and product usage trends to inform strategy.
• Segment customers and develop targeted acquisition and retention approaches.
• Ensure effective communication across all marketing channels.

 Partnerships & Business Development

• Identify, develop, and manage strategic partnerships to drive growth.
• Lead negotiations and contract management with partners and suppliers.
• Evaluate commercial viability and performance of partnerships.
• Expand distribution through innovative partnership models.

 Governance, Reporting & Performance Management

• Establish and lead commercial governance forums.
• Oversee development of performance dashboards, reporting, and analytics.
• Track key metrics including:
• Revenue and sales volumes
• Customer acquisition and retention
• Repayment and collection rates
• Marketing effectiveness
• Hold regional and functional leaders accountable for performance outcomes.

Cross-Functional Leadership

• Collaborate closely with:
• Credit / Customer Finance
• Operations
• Product
• Customer Experience
• Ensure alignment between commercial strategy and operational execution.

Team Leadership & Organizational Development

• Build, lead, and scale a high-performing commercial organization.
• Manage regional and national sales leadership teams.
• Drive a strong performance culture with accountability and results orientation.
• Oversee recruitment, coaching, and professional development.
• Ensure teams have the tools, training, and resources required to succeed.
• Promote a culture of integrity, inclusion, and continuous improvement.

KEY REQUIREMENT SKILLS AND QUALIFICATION

• Bachelor’s degree in Business, Marketing, Finance, or related field
• CIM certification (preferred)
• Master’s degree (MBA or equivalent) – an added advantage
• Minimum 12+ years of progressive commercial leadership experience
• At least 3+ years leading a commercial function
• Experience in Renewable energy, FMCG, Mobile Network Operators (MNOs) or Financial services
• Proven track record of driving revenue growth and managing large field sales teams
• Strong experience in B2C commercial models

HOW TO APPLY

• If you meet the above qualifications, skills and experience share CV on recruitment@britesmanagement.com
• Interviews will be carried out on a rolling basis until the position is filled.
• Only the shortlisted candidates will be contacted.