CDL was founded in early 2003 by its current Managing Director Lucy Mmari.Within her 14 year tenure in a well established logistics company, She honed her skill in human resources management and thereafter started CDL.
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As a senior leader, the Commercial Manager will be responsible for heading a national sales and marketing team comprising Sales Managers, Team Leaders, Key Accounts Managers, and Sales Representatives. The role requires close coordination with operational and cross-functional teams to manage and optimize the pharmaceutical products category—driving sales growth, profitability, and market share effectively and efficiently.
Key responsibilities include developing and executing commercial sales strategies, overseeing brand ownership and management, nurturing supplier and customer relationships, ensuring product availability, supporting sales and marketing efforts, and managing the financial performance of the unit. This includes achieving gross profit targets, unit profitability, return on marketing investment, and overseeing the development, implementation, monitoring, and review of the unit’s annual budget.
KEY RESPONSIBILITIES
Sales Strategy Development: Develop and implement a comprehensive national sales strategy aligned with business objectives to drive revenue growth and market share. Set and monitor performance targets for regional teams and assess market trends to adjust strategies accordingly.
Sales Category Management: Lead brand ownership and positioning for all pharmaceutical products at a national level. Oversee the creation of effective marketing campaigns, ensuring high ROI and alignment with brand objectives. Collaborate with the marketing team to develop innovative promotional activities for brand visibility.
People Management: Lead, mentor, and evaluate the performance of Sales Managers, Team Leaders, Ken Account Managers and Sales Representatives to build a high-performing national team.
Supplier and Customer Management: Establish and maintain strategic partnerships with key suppliers to ensure product availability and quality standards. Build and nurture customer relationships to achieve high satisfaction rates, customer loyalty, adapting approaches based on client feedback.
Debt Collection and Management: Develop and execute strategies for managing inventory and ensuring effective debt collection and credit management to minimize overdue accounts while
Financials: Manage the commercial unit’s budget, targeting gross profit (GP) and overall unit profitability. Ensure accountability for financial metrics, including return on investment (ROI) for marketing activities. Prepare and oversee annual budgets, closely monitoring and adjusting to maintain financial health.
Requirements
QUALIFICATIONS & EXPERIENCE
Must have a minimum of a science related academic qualification with a valid applicable PPB license
Bachelor’s degree Sales & Marketing or relevant business field
An MBA will be treated as an added advantage
A minimum of 10 year’s experience in pharmaceuticals sales, out of which 5 years should be in a senior leadership role at a regional level.
Be a strategist with excellent leadership, analytical and problem-solving skills
Must have excellent PR with the Kenyan market i.e. wholesalers, Hospitals, Chemists and sub distributors
Strong people management skills with high business acumen capacity
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