Head of Commercial (Logistics/E-commerce) – Nairobi at Summit Recruitment and Search

Key Responsibilities.

• Develop and execute company’s commercial strategy across 9+ African markets and global origin hubs, ensuring alignment with strategic pillars: Customer Centricity, Cost Leadership, Scale, and People.
• Own revenue targets across all service lines (air, sea, warehousing, fulfillment, local deliveries, AQ Mall, customs brokerage, intra-Africa trade), driving both top-line growth and sustainable profitability.
• Build and lead high-performing sales teams across countries, ensuring pipeline discipline, conversion, accountability, and strong B2B/B2C/key account growth across merchants, SMEs, corporates, and trade partners.
• Identify, secure, and manage strategic partnerships (carriers, technology partners, trade networks), lead market entry into new African and global markets, and explore opportunities beyond logistics and e-commerce.
• Own pricing strategy, structure and negotiate contracts with corporate accounts and strategic partners, and monitor unit economics to protect margins and maximize contribution.
• Introduce data-driven forecasting, reporting, and commercial KPIs to strengthen decision-making and track performance across sales and country teams.
• Partner with Finance, Operations, and Digital Content to align on profitability, capacity planning, and brand positioning, ensuring seamless execution of commercial initiatives.
• Represent client externally at industry events, trade forums, and AfCFTA initiatives to strengthen brand visibility and thought leadership.
• Explore new business opportunities such as intra-Africa trade enablement, fintech/payment integrations, digital marketplaces, and sustainability initiatives.
• Drive cross-country collaboration, break operational silos, and foster regional growth to position the company as a multi-solution logistics and trade partner.

Key Qualifications.

• Bachelor’s degree in Business, Logistics, Supply Chain, Marketing, or a related field (Master’s/MBA is a plus).
• Proven track record of managing key accounts and leading high-performing sales/commercial teams.
• Experience working in or across multiple African markets.
• Strong understanding of 3PL operations, e-commerce fulfillment, and international logistics.
• Financially savvy — able to interpret P&L, contribution margin, and unit economics.
• Excellent communication, negotiation, and leadership skills.
• Strategic, data-driven thinker with a growth-oriented mindset and strong commercial acumen.