The Group Head of Commercial Operations is a senior leadership role responsible for designing and coordinating the commercial operating model across multiple markets. This role involves managing the infrastructure that supports sales productivity, pricing strategies, and cross-functional coordination to drive growth and efficiency within the organization. Rose Avenue Consulting Group is a financial management, strategy and consulting firm that combines deep industry knowledge with specialized expertise in corporate finance, strategy and research.
Key Responsibilities
Commercial Operating System
- Design and coordinate the sales operating model, including sales plays, deal stages, qualification criteria, conversion targets, and the deal review SOP across all five markets.
- Manage pricing and packaging architecture across product lines including online, hybrid, placements, success fees, subscription, talent pool access, and workforce services.
- Manage commercial infrastructure covering CRM, pipeline tooling, commercial reporting, forecast cadence, and deal economics.
Cross-Sell & Upsell Engine
- Design and own the engine that expands wallet share within existing accounts as the organization's product ladder evolves.
- Equip country teams with plays, packaging, pricing, and incentives that Country Managing Directors and country sales teams execute against.
- Coordinate pipeline visibility to ensure online customers feed leads into hybrid and placement upsell motions, and placement customers feed into workforce services.
Sales Enablement & Productivity
- Own enablement including training, certification, sales materials, and competitive intelligence.
- Drive commercial productivity per head by managing and improving close rates, deal cycle time, and pricing realization.
- Set commercial standards including productivity benchmarks, deal hygiene, and pipeline discipline across countries.
Decision Rights
- Approve commercial commitments including pricing, packaging, and non-standard deal approvals across markets.
- Coordinate cross-country and multi-market accounts where a single customer touches more than one market.
- Set deal review and discount approval thresholds within which Country Managing Directors operate.
Cross-Functional Coordination
- Partner with Country Managing Directors as system owner enabling in-market execution, running the weekly and monthly commercial cadence.
- Coordinate with the Head of Matching on deal feasibility, capacity allocation, and ICP operationalization into commercial plays.
- Partner with the Head of Customer Success on warm-lead handoff, account expansion, and retention-driven revenue.
- Collaborate with Marketing on demand generation, lead quality, and conversion optimization.
- Work with Product on commercial integration of new features and pricing model evolution.
Requirements
- Bachelor's degree required; postgraduate qualification (MBA or equivalent) is an advantage.
- Minimum 12 years of experience in Commercial/Revenue Operations, Sales Operations, or commercial leadership.
- Track record designing and running a multi-market commercial operating system.
- Experience with B2B sales operations in marketplace, recruiting, SaaS, or platform businesses.
- Pricing and packaging architecture experience is essential — has designed pricing models, not just executed them.
- Experience with workforce services and staffing commercial models is a strong advantage.
- Pan-African or multi-country experience is essential.
How to Apply
Interested and qualified candidates should apply online via the Rose Avenue Group website at www.racg.co.ke or through the application portal here.
