Commercial Manager at AGSOL in Nairobi, Kenya

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    Commercial Manager

    AGSOLNairobi, Kenya

    Posted

    4 days ago

    Apply by

    2 Sept

    Full Time
    On Site
    Senior
    Manufacturing & Warehousing
    Sales

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    Job Description

    This is not a traditional account management role. You will build and lead AGSOL's commercial function, while personally owning the company's most strategic distributor relationships. This role carries end-to-end accountability for distributor performance, spanning revenue growth, operational execution, and end-user outcomes. You will play a central role in shaping Agsol's B2B and B2B2C strategy and how we scale through distributors.

    Key Responsibilities

    • Own senior-level relationships with key distributors, influencing decision-making across commercial, operational, and strategic priorities
    • Build trust across commercial, operations, and aftersales teams
    • Run regular contract performance reviews and joint planning sessions
    • Own commercial performance across distributor accounts, including revenue growth, pipeline development, and long-term account expansion
    • Track how products move through distributor networks to end consumers
    • Identify and fix bottlenecks in last-mile distribution
    • Take ownership of inventory strategy across distributor markets, ensuring disciplined stock allocation, forecasting, and working capital efficiency
    • Prevent both stock-outs and overstocking
    • Coordinate closely with internal supply chain teams
    • Be accountable for consumer outcomes, ensuring Agsol products consistently deliver value in the field and drive repeatable demand
    • Gather feedback from the field and identify recurring issues
    • Work cross-functionally to resolve systemic problems
    • Drive high compliance with warranty registration
    • Ensure distributors have the parts, processes, and training to support customers
    • Monitor issue resolution times and service quality
    • Strengthen aftersales systems across markets
    • Set clear objectives, monitor performance, and hold team members accountable against agreed KPIs.
    • Foster a collaborative, customer-focused culture with a strong emphasis on ownership, continuous improvement and delivering results.

    Required Qualifications

    • 7–10+ years in commercial, account management, business development, or operations roles, including experience leading people and developing teams
    • Experience in distributed businesses energy, FMCG, agri, etc.
    • Multi-market experience in Africa is a strong advantage
    • Commercially sharp, but operationally grounded
    • Strong analytical and problem-solving ability
    • Excellent relationship builder and communicator
    • Systems thinker — able to fix root causes, not just symptoms
    • Proven ability to lead, coach, and develop teams in fast-growing environments
    • High ownership and accountability
    • Comfortable in both field and strategic environments
    • Practical, hands-on, and solutions-oriented
    • Motivated by improving real outcomes for customers

    Job Details

    Job Function

    Sales

    Minimum Experience

    7 years

    Education Level

    Bachelor’s Degree

    Additional Information

    How to Apply: Interested and qualified? Go to AGSOL on form.jotform.com to apply.

    Own the Distributor Relationship Like a P&L

    This role is about more than hitting numbers — it's about building systems that make distributors succeed. Hiring managers will probe how you've handled tough commercial negotiations, fixed last-mile bottlenecks, and held teams accountable.

    1. Quantify your commercial wins: Bring numbers to the interview. Show revenue growth percentages, distributor count, or market share changes you drove. If you improved working capital or reduced stock-outs, say so with figures.

    2. Prepare a distributor health check: Be ready to walk through how you'd assess a distributor's performance — from sell-in to sell-through to aftersales. Mention specific metrics like sell-out rates, warranty registration compliance, and service turnaround times.

    3. Show your operational grip: This role demands both strategy and field presence. Give examples of when you personally visited markets, spoke to end users, and used that insight to change processes.

    4. Demonstrate systems thinking: They want root-cause fixers. Describe a time you found a recurring problem (e.g., repeated stock-outs) and implemented a systemic solution (e.g., new forecasting tool) that stuck.

    5. Lead with your people skills: You'll be developing teams. Talk about how you've coached a team member to improve, or how you've built a customer-focused culture in a fast-growing environment.

    6. Understand the African market context: Multi-market experience is a plus. If you have it, highlight how you adapted strategies across countries. If not, show you understand the logistics and distribution challenges in African markets.

    7. Be ready for scenario questions: Expect questions like 'A key distributor is underperforming, what do you do?' Practice a structured answer covering commercial review, joint planning, and support.

    8. Show your passion for customer outcomes: This role cares about end users. Share a story where you went beyond the sale to ensure a product actually worked for the customer, and how that drove repeat demand.

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    Tags

    commercial management
    distributor management
    B2B
    B2B2C
    revenue growth