Product & Commercial Lead

The role of Product and Commercial Lead is to drive commercial growth, revenue quality, and product value creation across the NICHE cluster department. This senior position focuses heavily on product development, strategic partnerships, solution-led pitching, and cross-selling, aiming to position the brand as a premium experiential provider. Success in this role demands strong emphasis on margin discipline, deal quality, and sustainable long-term growth.

Our client is the premier inbound destination management company in Africa, operating offices in Kenya, Tanzania, Uganda, Botswana, Namibia, and South Africa. Their dedicated team specializes in offering clients personalized services and exceptional products, including private guided tours, FIT arrangements, group travel experiences, and MICE products. They prioritize building strong human-to-human business partnerships, supported by robust systems and processes, and providing expert insights into unique tour and safari destinations at competitive prices.

This is an exciting career opportunity within the Niche Cluster department for a skilled and enthusiastic professional looking to make a meaningful impact while developing skills in a fast-paced and supportive work environment.

Key Responsibilities

Product & Portfolio Development

• Design, develop, and commercialize sports-led and experiential products for schools, corporates, groups, and FIT clients.
• Develop event-driven and calendar-based offerings aligned to major global and regional sporting events.
• Own product costing, pricing strategy, and margin performance.
• Continuously innovate and enhance product value through bundling and strategic partnerships.

Revenue Growth & Commercial Pitching

• Lead high-impact, solution-led pitching to schools, corporates, and institutional clients.
• Structure complex, multi-product commercial proposals.
• Drive sustainable revenue growth with a strong focus on profitability and deal quality.

Partnerships & Ecosystem Development

• Build and manage strategic partnerships with sports bodies, hotels, airlines, DMCs, and experience providers.
• Negotiate commercial terms that improve access, differentiation, and performance margins.

Cross-Selling & Value Creation

• Maximize cross-selling across ticketing, travel, team building, incentives, and experiential products.
• Increase client lifetime value and average deal size.
• Position NICHE as a trusted strategic partner for experiential solutions.

Strategic Input & Market Intelligence

• Work closely with the General Manager – NICHE on commercial strategy and growth initiatives.
• Monitor market trends, competitor activity, and emerging experiential opportunities.

Minimum Requirements

• Bachelor’s degree in Business Administration, Tourism, Marketing, or a related field.
• 6–10+ years’ experience in sports travel, experiential travel, premium leisure, or hospitality-led product development.
• Demonstrated experience working with schools and/or corporate clients, as well as building and selling high-value, multi-component hospitality or experiential products, is essential.
• Demonstrated team player and team leader skill set with at least 3-5 years’ experience in team management role.
• Strong commercial negotiation, presentation, and stakeholder management skills.
• Proficiency in TourPlan, CRM systems, and Microsoft Office Suite.