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.

Knowledge & Skills:


Strong expertise in Commercial Management and Business Planning
Supplier Strategy & Relationship Management
Solid Analytical Skills for data-driven decision-making and strategic insights
Experience in Team Management, including leadership and team development
Proficiency in Contract Management, including negotiating and managing agreements
Category & Portfolio Management
Strong market Intelligence & Retail Insight
Proven ability to drive business growth in a retail or B2B environment
Experience in emerging markets, particularly in Africa, is an advantage


Required Qualifications & Experience:


7 - 10+ years' 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, interpersonal and leadership skills.
Experience leading high-performance commercial teams.