Commercial Director

Fairtrade Africa, Central, Kenya
Fairtrade Africa logo
Job Summary

Job Description

The position is responsible for all commercial facing activities for FTA’s service offerings to
members, ensuring that all related functions are aligned to meet FTA’s strategic objectives.
Working as part of the Senior Leadership Team (SLT), the Commercial Director will lead the
FTA functional efforts to optimize sales of our members’ commodities under Fairtrade terms and
to assist them in capturing additional value from the respective supply chains.
Responsible for drafting, implementing and evaluating cross-functional strategies that will
enable FTA members’ commercial efforts on the ground and work as one with other parts of the
Fairtrade International system to optimize the value captured for our farmers and workers.

TEAM: Senior Leadership Team

LOCATION: Nairobi, Kenya


  • Post holder reports to: Executive Director
  • Staff reporting to this post: Product Managers




Producer Support Strategy and Implementation

 In charge of development and implementation of FTA commercial strategy
 Lead in market research and analysis
 Liaise with existing customers and stakeholders (i.e. Producers) and FTA staff to
understand their needs to accelerate growth
 Acquisition of new customers and stakeholders (regionally, intra Africa and globally);
including building and maintaining profitable partnerships
 Support producers to meet customer needs e.g. value addition, product diversification
 Develop and implement integrated marketing ,communication , media and engagement
plans to create producers visibility and growth
 Monitor performances of commercial activities by using KPI’s and reporting
 In charge of setting financial goals and budget development including monitoring
 Manage producer relations to create greater collaboration
 Collaborate with diverse teams within FTA and FT Asia and Latin America to learn from
each other and identify business potential

General Management

 Agree on roles, responsibilities and objectives of direct reports
 Plan, coordinate and execute the annual operational plan for the programmes function
 Support the development and review individual annual work plans of team members.
 Carry out regular one on ones, bi-annual appraisals with programme staff
 Provide technical support, guidance and development for team members
 Plan, coordinate and execute the annual budgeting process for the regions
 Provide technical support, guidance and development of team members.
 Promote a culture of high performance and improvement


 A degree in marketing, trade or business administration from a globally recognized
 8+ years of senior commercial or marketing leadership working with large retailers or
brands, with export agencies or with commercial associations
 Proven and demostrable experience in sales and/or marketing and managing
relationships with key stakeholders and clients
 A good understanding of relevant commercial and value chain experience working in
both developed and developing markets across multiple countries and cultures;
 Experience in the delivery of strong campaigns with measurable results
 In-depth understanding of market research methods and analysis
 Marketing experience in the NGO or commercial sector with a broad understanding of
global trade and international development
 Experience in developing marketing plans, media and engagement strategies and
measuring results.
 Exceptional capacity for connecting and facilitating within a multi-stakeholder
 Solid experience of leading change management programmes, in the commercial and
trade sectors, with the ability to influence and lead people and organisations across a
wide network, without direct line management
 Proven and demonstrable successful sales/pursuing business opportunties and
experience with commodities and value chains across different African and Middle
Eastern countries and regions.
 A proven track record for achieving ambitious goals with a bottom-line orientation;
evidence of the ability to make good decisions based on analysis, experience and
 The ability to influence and build consensus with member organizations and shape
strategic and policy direction
 Broad experience with the full range of business functions and systems, including
strategic development and planning, budgeting, finance, commercial and marketing.
 An understanding and passion for Fairtrade and Sustainably sourced products will be an
added advantage

Skill and Knowledge Desired:
 Excellent leadership and management skills.
 Experience of line management and performance management.
 Exceptional relationship management and networking skills.
 Good at influencing and negotiating.
 Able to work in a multi-cultural environment
 Exceptional communication skills – verbal and written
 The ability to work independently in a high-pressured environment with conflicting
 Experience in engaging and influencing external stakeholders at a senior level.
 Experience in budget management and operational planningS