Chief Commercial Director

Chief Commercial Director

Industry: Financial Services

Location: Lagos, Nigeria

Reports to: Managing Director

Client Overview
Our client is a fast‑growing, innovation‑driven financial Institution headquartered in Lagos, Nigeria. With a strong commitment to financial inclusion, customer‑centric product development, and technology‑enabled service delivery, the organization is entering an ambitious phase of national expansion and future growth into sub‑Saharan Africa. The company seeks a seasoned commercial leader—preferably from the FMCG sector—to bring structured growth thinking, distribution excellence, and market‑driven strategy into the FinTech space.

Position Overview
The Commercial Director is a senior executive responsible for shaping and executing the commercial strategy of the microfinance institution. This role focuses on driving revenue growth, expanding market presence across Nigeria, and leading the organization's entry into sub‑Saharan African markets. The ideal candidate brings a strong FMCG commercial background, deep experience in scaling distribution networks, and the ability to translate consumer‑driven strategies into financial services.

This is a high‑impact role requiring strategic vision, operational discipline, and a strong bias for execution.

Key Responsibilities
1. Commercial Strategy & Revenue Leadership: Develop and implement a comprehensive commercial strategy that drives revenue, customer acquisition, and market penetration. Lead the design and rollout of innovative financial products tailored to mass‑market consumers, SMEs, and underserved communities. Build pricing, channel, and distribution strategies that maximize profitability and customer reach. Monitor commercial KPIs and drive continuous improvement to achieve aggressive growth targets.

2. National Expansion Execution: Lead the institution's expansion across Nigeria through branch rollout, agent networks, digital channels, and strategic partnerships.
Conduct market assessments to identify high‑potential regions and customer segments. Build scalable go‑to‑market models inspired by FMCG distribution excellence. Oversee expansion project teams, ensuring operational readiness and timely execution.

3. Sub‑Saharan Africa Expansion: Develop a phased expansion roadmap for entry into key African markets. Conduct market research, competitor analysis, and regulatory assessments for target countries. Build partnerships with local institutions, fintechs, distributors, and ecosystem players. Lead cross‑border commercial operations and ensure alignment with corporate growth objectives.

4. Sales, Marketing & Distribution Excellence: Oversee national sales operations, ensuring a high‑performance sales culture and effective field execution. Lead brand positioning, marketing strategy, and customer engagement initiatives. Introduce FMCG‑style route‑to‑market models to strengthen reach and penetration. Drive digital customer acquisition through mobile channels, agent banking, and online platforms.

5. Product & Customer Strategy: Champion customer insights and market intelligence to shape product development. Ensure products meet the needs of mass‑market consumers, SMEs, and emerging segments. Collaborate with risk, operations, and technology teams to deliver seamless customer experiences.

6. Strategic Partnerships & Business Development: Identify and negotiate partnerships with telcos, fintechs, retailer cooperatives, and corporate organizations. Build alliances that support distribution, product adoption, and market expansion. Represent the company in industry forums, regulatory engagements, and strategic negotiations.

7. Leadership & Cross‑Functional Collaboration: Lead and mentor commercial, sales, marketing, and business development teams. Foster a culture of performance, innovation, and accountability. Work closely with the CEO, COO, CFO, and Board to align commercial strategy with overall business goals.

Education & Experience Requirements

• Bachelor's degree in Business, Marketing, Economics, Finance, or a related field.
  MBA or advanced degree is an advantage.
• 10 years minimum of commercial leadership experience, preferably in FMCG, retail, or high‑growth consumer sectors.
• Proven track record in national expansion, distribution management, and revenue growth.
• Experience working across African markets is a plus.

• Strong commercial acumen with deep understanding of customer behavior and market dynamics.
• Expertise in sales strategy, distribution networks, and go‑to‑market execution.
• Ability to translate FMCG commercial models into financial services environments.
• Strong negotiation, stakeholder management, and partnership‑building skills.
• Data‑driven decision‑making and strong analytical capability.
• Excellent leadership, communication, and cross‑functional collaboration skills.

• Entrepreneurial mindset with a passion for growth and market expansion.
• High energy, resilience, and adaptability in fast‑paced environments.
• Strategic thinker with hands‑on execution capability.
• Strong integrity, customer‑centricity, and commitment to financial inclusion.

Role may require frequent travel across Nigeria and sub‑Saharan Africa.