Head of Commercial

About the role

The Head of Commercial will shape and execute d.light Zambia’s commercial strategy, driving sustainable revenue growth, customer acquisition, and distribution expansion. Reporting to the General Manager, this senior leader will oversee go‑to‑market execution across multiple sales channels, manage Regional Business Managers, and ensure strong post‑sale collections while fostering a high‑performing, customer‑focused culture.

Key responsibilities

• Translate country strategy into commercial priorities and achieve revenue, sales, acquisition, collection, and profitability targets.
• Lead sales and go‑to‑market execution across field sales, retail, distributors, partnerships, and alternative channels.
• Ensure sustainable customer acquisition, portfolio quality, and responsible selling practices.
• Drive regional performance, accountability, inventory management, and operating cost control.
• Provide commercial direction for marketing, product launches, pricing, and promotions using market insights.
• Develop and coach commercial teams, building a high‑performance culture focused on accountability and customer service.
• Maintain compliance with company policies, internal controls, and regulatory requirements.
• Partner with Finance, Credit, Operations, Supply Chain, Logistics, HR, and external distributors and partners.

Required profile

• Bachelor’s degree in Business, Sales & Marketing, Commerce, Economics or related field; MBA or postgraduate qualification is a plus.
• 8–10 years of progressive commercial, sales, and distribution experience, including leadership of large, geographically dispersed teams.
• Proven track record of achieving revenue and profitability targets in a fast‑moving environment.

Required skills