Head of Commercial (Director) at Kyosk Digital Services

Role Profile

The role is within the Commercial Department and is the driver of the revenue generation through application and market insights. The Commercial Director is a member of the Leadership team and is responsible for delivering 100% of the country operation’s gross merchandise value (GMV) with primary influence on business profitability. The person leads commercial operations of the business comprising of market development, sales operations and customer experience. They also have key contact with the global strategy & data leadership team. Success in the role requires a deep understanding/appreciation of evolving business technologies and their impact on where / how the attention of customers / consumers shifts to.

The Commercial Director works in the office and field across all country specific markets and may require travelling from time to time. They may frequently be away from home overnight depending on the size of operation. The job holder works within parameters agreed by; Kyosk Global CEO/Board, In Country General Manager, Kyosk country business, while working closely with global finance, global strategy & data, operations management and has a high level of cross functional support. The jobholder also works closely with the Leadership and Senior Management Team, Senior Management of the 3Ps and Dukas as primary focus to drive business growth.

Key Responsibilities

• Strategic Responsibility: Achieve GMV, profit and other defined key KPI objectives and contribute towards planning, implementation, reviewing of the overall Kyosk business strategy.
  • Design and execute go-to-market and scaling strategy of new products and services (including value-added services)
  • Drive market & geographical expansion by developing business plans together with operations and strategy teams.
  • Identify additional growth areas and drive growth initiatives
  • Product and services development and expansion of assortment: determine new products to expand the current assortment based on market trend analysis, market research etc.
  • Lead customer marketing design thinking:
    • Monitor/market trend analysis and demand forecasting using BI data.
    • Deliver data-led strategic approaches to net revenue management.
• Customer Experience: Define clear customer experience tactics and plans to better achieve desired customer retention in collaboration with Global strategy & BI, improve customer service and proactively manage continuous feedback
  • Collaborate with strategy and BI.
  • Continuously update customer segmentation leveraging global strategy output.
  • Monitor and maintain retention and customer loyalty programs to increase revenue and reduce churn.
• Sales and Growth: Development and implementation of commercial strategies in accordance with the company goals and objectives with an aim to accelerate growth. Management of marketing efforts as well as keeping abreast of trends and market conditions to be able to provide strategic direction to executives and country general manager. Drive the increase of sales, profit margins, market share and product development.
• Business unit building: Recruiting and training necessary personnel for the commercial team. Lead, inspire and manage a talented commercial team to achieve the revenue goals and development potential.
• Stakeholder Management: Collaborate with cross-functional internal and external stakeholders and global operations & strategy, to understand the technology, product and operational needs of the execution of the sales initiatives.

Minimum Qualifications & Desired Skills

• At least ten (15) years of experience across the sales, supply chain management, distribution and retail of FMCG products or 10 years at senior leadership/Executive level
• Master’s Degree in Business Administration or demonstrable experience as a strategy consultant in a reputable firm
• Proven track record and sound knowledge of both commercial (market and channel development, sales operations and customer experience) and strategy with excellent understanding of commercial drivers for tech led businesses, sales forecasting, pricing, public relations among others
• Strong experience in managing large teams of people across projects &/or business units;
• Strong local knowledge of the market, a deep understanding of consumers/customers and a strong commercial acumen;
• The ideal candidate should be an entrepreneurial leader with great people management and organizational skills;
• Strong analytical skills with a demonstrable ability to capture and communicate projections as well as to model out various scenarios.
• A hands-on, empathetic and results-oriented approach to leadership and people management; and a ‘no-excuses’, ‘just do it’ approach to getting things done;
• High level of integrity & confidentiality;
• A self-motivated individual with strong interpersonal skills;
• Highly adaptable and down to earth to work with various levels of people across the organization;
• Ability to work under pressure and with tight timelines.

Competencies & Key Skills

• Strategic Thinking & Orientation;
• Commercial Acumen & Entrepreneurial Thinking;
• Leadership and Influencing Skills;
• Stakeholder Management;
• Drive for Results;
• Analytical Thinking & Problem-Solving Skills;
• People Management & Development.