Commercial Manager at Capital FM Kenya

Key Responsibilities:

• Commercial Strategy & Growth:
• Lead commercial strategy within the assigned role, with a primary view of delivering set revenue budgets.
• Maintain a deliberate focus on digital lead within multimedia solutions offerings to various partners, actively supporting the business's digital monetization agenda.
• Protect and grow our market share, ensuring high-value projects, strategic partnerships, and stronger customer relationships.
• Develop and execute comprehensive commercial strategies to optimize revenue streams and drive profitability in a competitive environment.
• Lead in the annual revenue budgets preparation and ensure the meticulous execution of planned budgets.
• Content & Digital Transformation Awareness:
• Demonstrate a strong content value understanding; the ability to align commercial efforts with content that drives audience engagement and brand value.
• Possess a keen digital transformation awareness and understanding of how digital platforms can be leveraged commercially.
• Revenue Generation & Management:
• Achieve set revenue budgets through effective team leadership, spearheading the  organization's revenue growth agenda.
• Oversee all revenue streams, including advertising, sponsorships, events, content syndication, and digital monetization, ensuring the attainment of monthly, quarterly, and annual revenue targets.
• Drive the implementation of digital revenue models (e.g., programmatic ads, subscriptions, content licensing).
• Improve collections from all customers with a focus on reducing debt and optimizing the cash conversion cycle, ensuring suspense accounts are reduced month on month.
• Client & Partner Engagement:
• Lead client acquisition, retention, and relationship management efforts. Drive impactful collaborations and partnerships that extend our brand reach and unlock new commercial opportunities.
• Lead regular trade visits to foster better engagement with our clients.
• Plan and execute new client market storms with the team to expand reach and secure new business.
• Team Leadership & Development:
• Consistently motivate, mentor, and coach team members with a view of improving their daily productivity.
• Manage and monitor team productivity weekly, monthly, quarterly, and annually, aiming for all-time high productivity.
• Foster a culture of excellence, innovation, and client-centricity within the Account Managers, Events, Marketing & Corporate Executive, and Creative Executive teams.
• Possess strong project management capabilities.
• Financial Stewardship:
• Oversee debt management pertinent to commercial activities, ensuring healthy financial practices and contributing to the overall financial stability of the organization.
• Events & Experiential Marketing:
• Lead the planning and execution of strategic events and experiential marketing initiatives that enhance brand visibility and generate commercial leads.
• Brand Oversight & Creative Services:
• Provide oversight for corporate brand activities, ensuring consistency and strong market positioning. Support the Creative Executive in delivering superior creative solutions for client brands, enhancing their impact.
• Market Intelligence & Cross-Functional Collaboration:
• Stay abreast of market trends, competitor activities, and consumer insights to inform commercial strategies and identify new business opportunities.
• Work closely with the Editorial Director, Head of Production and Digital, Finance Manager and Manager ICT & Technical to align commercial efforts with content creation, digital innovation, and technical capabilities.
• Data & Tech Fluency:
• Demonstrate data-driven decision-making; ability to interpret audience analytics, campaign performance, and sales data to optimize strategies.
• Proficiency with CRM & sales tools and inventory management systems.
• Working knowledge of digital marketing (e.g., SEO, SEM, social media marketing, and performance metrics).

Required Qualifications & Skills:

• Proven track record in media sales and commercial leadership, with a strong emphasis on achieving revenue targets.
• Exceptional negotiation and relationship-building skills, demonstrating the ability to foster high-value projects and strategic partnerships.
• Deep understanding of both Legacy and digital advertising landscapes, with a clear focus on digital monetization strategies.
• Strong experience in debt reduction and improving cash conversion cycles.
• A visionary commercial leader with a passion for driving growth and creating value through high-performing teams.
• Possess an entrepreneurial mindset, and excellent communication & pitch skills.
• Adaptability in a fast-evolving media landscape with knowledge of regulatory & compliance (e.g., advertising standards, IP rights).

Academic Competencies and Experience:

• Bachelor’s degree in Business Administration, Marketing, Commerce, Economics, Media Management, or a related field.
• MBA or relevant postgraduate qualification in Marketing, Strategic Management, or Media Business (preferred).
• 8-10 years experience in commercial management and a minimum of 3 years in team leadership.
• Professional certifications in digital marketing, sales, or media planning will be an added advantage.
• Training in CRM tools, sales strategy, or commercial negotiations is desirable.