Head of Commercial (Logistics/e-commerce) – Nairobi, Kenya

Our client, a leading shipping, logistics and e-commerce solutions provider based in Kenya and operating across several African countries, is seeking a

Head of Commercial

who will lead revenue growth, strategic partnerships, and market expansion across Africa and client’s global origin hubs.

This role goes beyond traditional sales or business development, integrating sales, partnerships, pricing, account management, and market growth strategy into a single, high-impact mandate.

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.

Please click on the tab below to apply:

Summit Recruitment and Search Africa is a leading Recruitment and Executive Search agency headquartered in Kenya providing outstanding talent to a wide range of companies and NGOs in various business sectors across Africa.

We endeavour to make contact with all of our applicants, but unfortunately, high volumes of applications make this unrealistic. If you do not hear from us within two weeks your application has not been successful on this occasion. This does not mean you will not be considered for future roles so please keep an eye on our job board and apply for positions that match your skills and experience.

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sustainability,

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, and

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as integral pillars of our operations. Dedicated to driving positive change through the adoption of sustainable practices that minimize our ecological footprint. We firmly believe in fostering an inclusive and diverse workforce that embraces individuals from all races, genders, and backgrounds, ensuring equal opportunities for every candidate. Summit recruitment actively advocate for equality by cultivating an environment of respect, fairness, and non-discrimination. By prioritizing sustainability, inclusivity, and equality, we aim to set a high industry standard and contribute to the betterment of society as a whole.

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