Director Of Commercial at Wasoko

Purpose of the role

The Commercial Director will be responsible for overseeing and driving the commercial strategy of the organization. We are looking for a highly skilled and strategic Commercial Director to lead our ecommerce growth and drive key partnerships with FMCG (Fast-Moving Consumer Goods) , focusing on profitability and margins, Marketing and private label development . As the Commercial Director, you will be responsible for overseeing the FMCG strategy, building the Private label strategy and marketing strategy. This role is ideal for someone with a strong background in e-commerce, FMCG, and private label, with a proven ability to drive growth through strategic partnerships and market expansion.

Key Responsibilities
Commercial Strategy & Planning:

• Develop and execute a comprehensive commercial strategy, focused on revenue growth, customer acquisition, and retention.
• Leverage consumer insights and market trends to shape product offerings, pricing, and promotions across digital channels.
• Oversee and manage the product portfolio, ensuring alignment with business objectives and customer demands.
• Make use of customer feedback and market insights to shape commercial strategies and product offerings according to market demands.

FMCG Strategy development & execution:

• Establish and optimize pricing structures to ensure competitive advantage, profitability, and market share.
• Continuously analyze market conditions and pricing trends to recommend adjustments and improve margins.
• Lead negotiations and manage commercial relationships with FMCG brands, ensuring mutually beneficial agreements and contracts.
• Ensure proper forecasting and reporting of commercial activities and financial performance.
• Identify cost-saving opportunities within the commercial function without compromising on service quality or customer satisfaction.

Private Label Development:

• Lead the development and execution of private label products, ensuring they meet consumer needs and align with brand strategy.
• Manage strong working relationships with clients, supplier relationships, quality control, and cost negotiations to bring private label products to market efficiently ensuring customer satisfaction and long-term loyalty.
• Monitor market trends and consumer preferences to identify opportunities for new private label categories.
• Drive the development and launch of private label products, from concept to execution, in partnership with suppliers and manufacturers.
• Identify and secure strategic deals and partnerships that support commercial growth, private label expansion, and brand positioning.

Marketing Strategy:

• Guide the marketing team to create and execute compelling marketing strategies & value propositions that increase brand awareness, engagement, and conversion.
• Develop and execute joint marketing campaigns and product collaborations with FMCG partners to expand reach and brand visibility.
• Oversee the marketing initiatives and strategies to ensure alignment with commercial goals and brand positioning.
• Monitor the effectiveness of marketing campaigns and adjust strategies to maximize Return On Investment (ROI).
• Monetization of the Wasoko application.

Team Leadership and Development:

• Lead, inspire, and manage the commercial team .
• Provide coaching, mentoring, and professional development opportunities to the team
• Foster within the team a culture of collaboration, accountability, and high performance.

Reporting and Analysis:

• Provide regular reports to senior management on commercial performance, challenges, and opportunities.
• Report on market developments, competitor activity, and emerging trends.
• Use data and analytics to track performance and adjust strategies as needed.

Education, Experience & Qualifications:

• Bachelor’s degree in Business Administration, Marketing, Sales, or a related field (MBA preferred).
• Proven experience (10+ years) in ecommerce, retail, or commercial management, with at least 3 years in a senior leadership role, preferably in an FMCG environment.
• Demonstrated success in leading strategic partnerships and negotiations with FMCG companies and suppliers.Experience in developing and managing private label products, from inception to launch.
• Deep knowledge of the FMCG sector and trends, with experience in private label development and marketing.
• Strong understanding of market dynamics, customer segmentation, and pricing strategies.

Skills:

• Excellent leadership, communication, and interpersonal skills.
• Ability to thrive in a dynamic, fast-paced environment.
• Strong negotiation and influencing skills.
• Strategic thinking with the ability to implement actionable plans.
• Financial acumen, including budgeting, forecasting, and P&L management.
• Analytical mindset with proficiency in using data to drive decision-making.

Working Conditions:

• Full-time, Hybrid, based in Nairobi.
• Occasional travel may be required, depending on the business needs.