Job Title: Commercial Director
Location: Kampala, Uganda (regional travel to Nairobi as required)
Reports To: Country Managing Director, Uganda (solid line); Group Commercial Director –Consumer, Nairobi (functional line)
Contract Type: Permanent, full time
Company Overview:
Our client is a leading telecommunications company in East Africa, providing internet and digital services to homes and businesses. The company is focused on delivering reliable connectivity, excellent customer service, and innovative solutions that make communication easier and more accessible.
Position Summary:
The Commercial Director will lead and drive the overall commercial strategy and performance of our client’s Uganda operations, with full accountability for revenue growth, profitability, subscriber acquisition, and customer retention across both consumer and business segments. The role will oversee sales, marketing, pricing, product development, distribution channels, and customer experience, while identifying new market opportunities and strengthening strategic partnerships. Working closely with the Country Managing Director and Group Commercial Director, the successful candidate will drive sustainable business growth, build high-performing commercial teams, and ensure the achievement of financial and operational targets in a competitive telecommunications market.
Key Roles and Responsibilities:
1. Strategy and Profit and Loss
- Own the Uganda commercial P&L: revenue, gross margin, ARPU, subscriber growth and commercial opex.
- Build the annual and 3-year commercial plan, aligned to Group strategy and the network rollout plan.
- Track market, competitor and regulatory moves (UCC) and adjust pricing and propositions quickly.
2. Consumer (B2C)
- Grow home fibre and pay-TV subscribers in served areas; drive homes-passed-toconnected conversion.
- Own product bundles, pricing, promotions and the customer lifecycle from acquisition to retention.
- Cut churn through proactive retention, payment-channel improvements (mobile money, auto-renewal) and service quality.
3. Business (B2B / Enterprise / SME)
- Build and lead the enterprise and SME sales function: dedicated internet, MPLS/VPN, managed services, hospitality and multi-dwelling units.
- Win and manage key accounts, including government, banks, NGOs and development partners.
- Lead tenders, contract negotiation and wholesale or infrastructure partnerships.
4. Channels, Marketing and Customer experience
- Run a cost-efficient mix of direct sales, agents, dealers, digital and retail channels.
- Lead brand, marketing and communications in Uganda within Group brand guidelines.
- Own NPS and customer experience targets with Customer Service and Network teams.
5. People and Governance
- Lead, coach and build the commercial team; set clear targets and incentive schemes.
- Report performance to the Country MD and Group monthly, with clear forecasts and actions.
- Ensure compliance with UCC regulations, data protection law and Group policies.
Key Performance Indicators
Targets are set annually with the Country MD; these are the measures the role is judged on.
AreaKPIRevenue Total revenue vs budget; B2C vs B2B revenue mixGrowthNet subscriber adds; homes-passed-to-connected conversion rateValueARPU (B2C and B2B); gross marginRetentionMonthly churn rate; revenue churn in enterprise accountsB2B pipelinePipeline value, win rate, contracted monthly recurring revenueCustomerNPS; time-to-install; complaint resolution timeEfficiencyCost per acquisition; commercial opex as % of revenuePeopleTeam target attainment; retention of key staff
Qualifications, Experience and Competencies
Must have
- Bachelor’s degree in Business, Marketing, Commerce, Engineering or related field.
- 10+ years in telecoms, ISP or pay-tv, with at least 5 years in a senior commercial leadership role (Head of / GM / Director).
- Proven delivery in both consumer (B2C) and enterprise (B2B) segments, with P&L or revenue-target ownership.
- Track record growing subscribers and revenue in fixed broadband/FTTH, mobile data or pay-TV in East Africa, ideally Uganda.
- Experience leading large sales teams across direct, agent/dealer and digital channels.
- Strong network in Uganda’s enterprise, government and development-partner community.
Desirable
- MBA or relevant postgraduate qualification.
- Experience with fibre rollout commercialisation.
- Exposure to regional or multinational groups with matrix reporting.
- Working knowledge of UCC and relevant licensing and regulatory requirements.
Competencies
- Commercial acumen: pricing, unit economics, data-led decisions.
- Customer obsession: understands both household and business buyers.
- Leadership: builds high-performing, accountable teams.
- Negotiation and stakeholder management at C-suite and government level.
- Resilience and pace in a fast-moving, competitive market.
Benefits:
- Competitive salary with performance-based incentives
- Health insurance and employee benefits
- Career growth and training in advanced data analytics
- Exposure to high-impact business operations
- A fast-paced, high-performance work environment
Deadline: 6 November 2026
