Regional Commercial Manager (East Africa)

Introduction to the role

Regional growth is driven by more than market demand, it takes the ability to build partnerships, win projects, and convert opportunities into measurable sales. A leading ICT infrastructure company is seeking a Regional Manager based in Nairobi to expand its business across Kenya, Uganda, Tanzania, Rwanda, and other assigned East African markets. The role centres on developing distribution channels, securing project opportunities, strengthening relationships with consultants and system integrators, and delivering regional revenue and profitability targets.

Who are we looking for?

• You are an experienced ICT infrastructure professional with 8–12 years in structured cabling, data center, ELV, UPS, or related solutions.
• You are a regional business developer with at least 3–5 years of sales or business development in East Africa.
• You are well connected, with strong relationships with distributors, system integrators, consultants, and major contractors.
• You are a market builder who has developed new markets and hit regional sales targets.
• You are a skilled negotiator, project manager, and leader.
• You are an excellent English communicator, and Swahili is an advantage.
• You are commercially driven and able to work independently, ready to travel extensively.

Your Responsibilities…

Business Development & Market Expansion

• You will build and execute country-wise business development plans and sales strategies.
• You will identify and appoint distributors, resellers, and system integrators across assigned markets.
• You will build relationships with consultants, EPC and MEP contractors, developers, and end users.
• You will find major opportunities in data centers, telecom, commercial infrastructure, hospitality, education, and government projects.

Sales & Project Management

• You will drive sales of the company’s structured cabling, data center solutions, UPS, CCTV, professional AV, fire alarm, and ELV products.
• You will build a strong pipeline of projects and distribution opportunities.
• You will coordinate with the product and presales teams on technical proposals, consultant approvals, and specifications.
• You will follow major opportunities through to timely order closure and build recurring business through active distributors and strategic customers.

Revenue & Profitability

• You will own regional order booking, invoicing, gross profit, and collection targets.
• You will prepare monthly sales forecasts and country-wise business plans.
• You will monitor customer payments to keep within approved credit terms, and keep pricing competitive while protecting margins.

Market Development & Brand Positioning

• You will run distributor training, consultant presentations, and technical seminars.
• You will build the company's brand awareness across the region.
• You will identify country-specific certification and compliance requirements, and work with marketing and product teams on regional promotions.

Reporting & Coordination

• You will submit weekly pipeline updates and monthly performance reports.
• You will maintain project, distributor, and consultant approval trackers.
• You will work with the Regional Head on regional strategy, major opportunities, and expansion plans, and recommend corrective action on market challenges.

What Success looks like…

Within your first 6 months

• You will complete market mapping and identify key distributors in priority countries.
• You will build a strong network of consultants, integrators, and contractors.
• You will create a qualified project pipeline with defined closing dates.
• You will activate distribution partners, generate first orders, and submit a 12-month growth plan with country-wise revenue targets.

To be considered for this role you should have…

• A Bachelor’s degree in Engineering, IT, Electronics, Telecommunications, or Business Management.
• 8–12 years of experience in ICT, structured cabling, data center, ELV, UPS, or related infrastructure solutions.
• 3–5+ years of regional sales or business development experience in East Africa.
• Strong existing relationships with distributors, integrators, consultants, and major contractors.
• Proven experience developing new markets and achieving regional sales targets.
• Excellent English communication skills (Swahili is an advantage).
• Willingness to travel extensively across the assigned markets.

Challenges you may face in this role

• Managing multiple countries with different market conditions, regulations, and buyer expectations.
• Building distributor and consultant networks while maintaining momentum across a long project pipeline.
• Protecting profit margins in a competitive market while maintaining appropriate credit terms.
• Balancing extensive travel with consistent reporting, stakeholder engagement, and follow-up.

The Goodies…

• A competitive salary package that reflects your experience and the results you deliver.
• The chance to build and shape a regional business from the ground up, with real ownership and visibility.
• Clear opportunities for learning, career growth, and leadership development.
• A supportive, collaborative team that values your ideas and works together across regions.
• An inclusive environment where people of all backgrounds, cultures, and experiences are welcomed and valued.
• A role that suits your working style, with the independence to manage your own territory.