Senior Commercial Manager – Retail B2B at Wasoko

Role Overview

We are seeking a highly experienced Senior Commercial Manager to lead the commercial function in Kenya, covering supplier strategy, portfolio growth, and full management of the commercial team. The successful candidate must deeply understand the general trade landscape, maintain strong relationships with Kenya's top suppliers, and demonstrate exceptional ability in structuring and executing Joint Business Plans (JBPs).

This role carries full responsibility for commercial performance, margin delivery, supplier partnerships, and development of the team. This position offers excellent opportunities for career growth.

Key Responsibilities

• Lead commercial strategy and execution across Kenya's retail B2B market
• Develop and maintain strategic supplier relationships with Kenya's top FMCG and commodity suppliers
• Structure and execute Joint Business Plans (JBPs) with key partners
• Manage commercial team performance and drive team development
• Deliver margin targets and drive commercial performance
• Manage portfolio growth and category strategy

Required Knowledge & Skills

• Strong expertise in Commercial Management and Business Planning
• Supplier Strategy and Relationship Management
• Solid analytical skills for data-driven decision-making and strategic insights
• Team Management, including leadership and team development
• Contract Management, including negotiating and managing agreements
• Category and Portfolio Management
• Market Intelligence and Retail Insight
• Proven ability to drive business growth in a retail or B2B environment
• Experience in emerging markets, particularly in Africa (advantageous)

Required Qualifications & Experience

• 7–10+ years of commercial experience in FMCG, B2B distribution, or retail-tech
• Bachelor's degree in Business Administration, Marketing, or a related field
• Deep understanding of Kenya's general trade environment
• Strong relationships with top FMCG and commodity suppliers in Kenya
• Proven track record building and implementing JBPs
• Excellent communication, negotiation, analytical, and interpersonal skills
• Demonstrated leadership capability with high-performance commercial teams