Head of Commercial Planning

The impact you will make

As the new Head of Commercial Planning, you will play a vital role within the company – driving performance, leading commercial planning, and delivering data-driven commercial analysis reporting to the CCO. As the leader of the Commercial Planning team, you will take charge of the commercial strategic orientation and the responsibility for delivering on the Business Plan. You will be accountable for the performance & planning of all categories (FMCG etc.) and responsible for driving exceptional growth in sales value & volume, the margin, and the conversion rate. You will deliver a world-class customer experience and ensure MarketForce becomes the most preferred retail distributor for Africans, thanks to the right assortment, best prices, addictive promotions, and innovative merchandising strategies.


Role Responsibilities:

Develop the commercial strategy to drive efficient customer acquisition and revenue growth throughout MarketForce, including directly owning key inputs with our go-to-market strategy (locations, distribution channels, marketing, partnerships, ) and collaborating cross-functionally to determine other key strategic inputs (e.g., product, pricing, CX, etc.)
Support Channel Managers’ delivery of enhanced performance through Insights, KPI reporting, and strategy development
Actively engage with Group colleagues and conduct market analysis for benchmarking and identify best practices to support new opportunities for growth, cost management, and improved service
Provide project management for the commercial planning processes, tools, and execution, with a focus on defined timelines and deliverables
Drive performance management with Key Account Managers
Understand all market segments, vendors, and customers, bringing valuable insights and convictions to support your data-driven commercial recommendations
Participate and/or lead specific areas of the commercial planning systems evolution
Develop a commercial operating model to optimize MarketForce’s marketing and sales efforts in executing brand positioning in the market
Lead cross-functional partners in the development of a commercial plan which delivers against financial, merchandise, and customer experience goals
Develop and maintain an account segmentation to increase the efficiency of field-sales efforts and the effectiveness of points of distribution
Partner with Marketing to continue to refine and optimize offer constructs and strategies as business needs require
Attend and/or run key business meetings with operations, finance, and marketing to ensure all strategies align
Work collaboratively with marketing to ensure proper materials are being produced, communicated, and executed to ensure impact at the point of purchase and proper sell in


What we are looking for:

7+ years experience in a Sales / Channel Management / Operations Management Role
A Results-driven ethos with significant exposure to sales channel management and performance management in the consumer goods industry, and financial service industry.
Experience in delivery and operation of a successful commercial planning process in a consumer channel environment along with oversight and management of Budgets and targets to support the same
You are a strategic commercial thinker with impressive analytical skills and a critical mindset. You have strong technical skills in Excel. Knowledge in SQL or other programming languages is a strong plus
Very strong commercial & numeracy/business analysis skills and experience, with a thorough knowledge of sales metrics, cost analysis, value creation models, and KPIs
Can clearly demonstrate strong negotiation skills from past experience
Exceptional relationship and interpersonal skills, strong listening, communication, presentation, and leadership skill
You should have a good understanding of the main P&L lines in an eCommerce – retailing environment
You should have great communication skills and can drive projects with different teams across the organization
Business & Financial Acumen
Consumer Knowledge, Insights & Analytics into Action
Project Management and agile ways of working
You are business-fluent in English

Who we are looking for:

We welcome candidates with different backgrounds and experiences. Here are some qualities that many successful applicants possess:

The drive and resilience to deliver excellent service amidst tight timelines and changing circumstances
Career maturity and alignment – clarity of direction, commitment to getting there, and awareness of how Customer support fits with your journey
People-oriented, emotionally intelligent team player – ability to de-escalate situations patiently and calmly, yet quickly and effectively
Strong communication skills – ability to communicate complex topics clearly and effectively both in writing and in person
Critical Thinkers – comfortable assessing complex situations and making nuanced decisions based on policies and procedures


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About Market Force

MarketForce is a fast-growing African tech startup headquartered in Nairobi, Kenya. We are building the operating system for retail distribution in Africa. Powered by technology and driven by heart, our mission is to drive Africa forward by creating economic empowerment for everyone along the retail supply chain. Our B2B marketplace, RejaReja, enables corner shops to source, order and pay for inventory at any time via interactive SMS and mobile app, and get it delivered directly to their store within hours. We empower retailers further by providing them with tools to act as a one-stop shop for popular digital financial services like buying airtime, paying their water & electricity bill and accessing banking & insurance services. The impact we will make together We will empower African retailers to make more revenue. We get goods to the retailer more efficiently, creating less friction, traceability and purchasing insight visibility. We are creating job opportunities across Africa by employing hundreds of gig workers we fondly call troops. We are encouraging adoption and the use of technology helping our retailers leapfrog into the digital economy by training for basic smartphone use and designing products that are super user friendly Together we believe that we can be the preferred partner for the African retailers who are serving the 1 billion African consumers. Our Culture Responsibility and Accountability Being a self-starter who is keen on integrity, acts like an owner, and is open to bringing and adopting different ideas. Impact and Innovation Focusing on greater results rather than processes, voicing out your ideas to create a better product, client, and employee experience. Collaboration and Care Care for your job, your colleagues, and our clients. Let's face it, we rarely collaborate in activities with people we have little care for 🙂 Happiness While at MarketForce your happiness matters as a team member, you in turn need to carry it forward to make sure anyone you interact with is happy or happier than you found them! In a nutshell, we value people who exercise good judgment on execution, practice respect for themselves, their teammates, our clients, and the company. Talent wins games but teamwork and intelligence wins championships - Micheal Jordan