Description
About Bosta: Launched in 2017, Bosta is an overnight delivery provider for E-commerce companies in Egypt. Leveraging technology to empower businesses is what we do best. Our goal is to disrupt the logistics industry by bringing technology and experience all together to provide a one-stop-shop for delivery solutions.We rely on advanced technology to deliver orders to our customers in a fast way. Businesses can track and connect with couriers and follow up on their orders - all in one system.About the role: The Head of Commercial will be responsible for leading and accelerating Bosta's commercial growth across Egypt, owning the overall commercial strategy, sales performance, market expansion, revenue growth, and customer portfolio development.The role will be accountable for identifying where Bosta should grow, how fast it should grow, and what commercial strategy, resources, products, pricing, and go-to-market approach are required to achieve that growth.The ideal candidate is a strategic, highly analytical and data-oriented commercial leader who can combine strong commercial judgment with deep understanding of market dynamics, customer behavior, competitive movements, and operational capabilities.This person must be able to translate data into insights, insights into strategy, and strategy into measurable growth.Job Responsibilities: COMMERCIAL STRATEGY & BUSINESS GROWTHOwn and execute Bosta's overall commercial growth strategy across Egypt, aligned with the company's long-term vision and financial objectivesDevelop clear annual, quarterly and monthly commercial plans covering shipment volumes, revenue, customer acquisition, retention, market expansion and profitabilityIdentify the key growth levers required to achieve Bosta's business ambitions and translate them into measurable commercial initiativesDefine the right balance between organic growth, new customer acquisition, existing customer growth, new verticals, new products and geographic expansionContinuously assess Bosta's commercial performance against plan and take corrective action when requiredBuild different growth scenarios and business cases to support strategic decision-making MARKET EXPANSION & GEOGRAPHIC GROWTHOwn Bosta's commercial expansion strategy across Egypt, identifying priority cities, regions, customer segments and industries for growthAnalyze market potential, e-commerce penetration, merchant density, shipment potential, competitive landscape and economic dynamics to identify the highest-value growth opportunitiesDevelop market-entry and expansion plans, including required sales capacity, customer acquisition targets, pricing strategy and commercial resourcesDetermine where Bosta should invest ahead of demand and where resources should be concentrated to maximize returnBuild a structured view of the Total Addressable Market (TAM), Serviceable Addressable Market (SAM), and Bosta's penetration across key marketsMonitor competitor movements, pricing, service offerings and market share to ensure Bosta remains commercially competitive VOLUME PLANNING, FORECASTING & COMMERCIAL INTELLIGENCEOwn the commercial forecasting process and provide accurate forecasts for daily, weekly, monthly and annual shipment volumes and revenueBuild robust forecasting models based on historical performance, pipeline, customer behavior, seasonality, market trends and commercial initiativesContinuously evaluate forecast accuracy and improve forecasting methodologiesIdentify future volume gaps early and create action plans to close themTranslate the company's growth ambitions into clear sales capacity, customer acquisition and volume requirementsDevelop scenario planning for different growth trajectories, market conditions and business assumptionsProvide leadership with a clear view of where the business is today, where it is going, and what needs to happen to reach the target SALES & BUSINESS DEVELOPMENT LEADERSHIPLead the Sales and Telesales organizations to consistently deliver acquisition, shipment and revenue targetsDevelop the commercial organization's go-to-market strategy, sales coverage model, segmentation and resource allocationEstablish clear productivity targets and performance standards across the sales organizationBuild a healthy and predictable sales pipeline with clear visibility on conversion, expected volumes and timingContinuously analyze sales productivity, conversion rates, pipeline coverage, customer acquisition cost and salesperson performanceEnsure sales resources are deployed against the highest-potential markets, segments and customersDevelop strategic partnerships and major commercial opportunities that can materially accelerate Bosta's growth CUSTOMER PORTFOLIO & REVENUE GROWTHDrive sustainable growth from Bosta's existing customer base through retention, volume growth, upselling and cross-sellingDevelop strategies to increase customer lifetime value and wallet shareIdentify high-value customers and segments requiring dedicated commercial strategiesMonitor churn, retention, customer growth, shipment concentration and profitabilityBuild early-warning mechanisms to identify potential volume decline or customer churn before it impacts the businessBalance acquisition and retention to ensure growth is both high-quality and sustainable DATA, ANALYTICS & DECISION MAKINGEstablish a highly data-driven commercial culture where major decisions are supported by facts, analytics and measurable business casesOwn the commercial performance framework and ensure leadership has clear visibility of the key business KPIsAnalyze shipment trends, revenue, ASP, conversion, retention, churn, customer productivity, sales productivity, profitability and market penetrationIdentify the why behind the numbers, not simply report performanceTurn complex analytical insights into clear commercial actions and measurable outcomesWork closely with Data, Finance, Operations and Technology teams to improve business intelligence and commercial decision-makingLeverage automation, AI and advanced analytics to improve forecasting, customer segmentation, sales productivity and commercial planning PRICING & PROFITABILITYOwn the commercial approach to pricing, discounting and customer economics in partnership with Finance and relevant stakeholdersBalance growth, competitiveness and profitability when designing commercial offersMonitor ASP, contribution margin, discounts and customer profitabilityIdentify margin leakage and opportunities to improve revenue qualityDevelop differentiated commercial models based on customer value, volume, segment and profitability CROSS-FUNCTIONAL BUSINESS LEADERSHIPPartner closely with Operations, Finance, Product, Technology and Data to ensure commercial growth is supported by the required operational and technological capabilitiesTranslate commercial ambitions into operational requirements and capacity planningEnsure the organization is prepared ahead of major growth periods, market expansions and commercial initiativesAct as the commercial voice in major company-wide strategic decisionsBuild strong alignment between commercial strategy and Bosta's overall business strategy LEADERSHIP & ORGANIZATION DEVELOPMENTLead, develop and coach a high-performing commercial organizationBuild a culture of ownership, accountability, performance, analytical thinking and continuous improvementEnsure the organization has the right structure, talent, incentives and capabilities to support Bosta's growth ambitionsDevelop future commercial leaders and build strong succession plansEstablish performance management and incentive structures that drive sustainable growthKEY SUCCESS MEASURESShipment volume growthRevenue growthMarket penetration and shareNew customer acquisitionExisting customer volume growthCustomer retention and churnSales productivity and conversionForecast accuracyASP and revenue qualityCustomer profitability and contribution marginGeographic and vertical expansionCommercial ROIOverall achievement of Bosta's strategic growth planJob Qualifications8+ years of experience in commercial leadership, preferably within e-commerce, logistics, technology, FMCG, marketplaces or other high-growth businessesProven track record of delivering significant business and revenue growthHighly data-oriented, analytical and commercially mindedStrong experience in business planning, forecasting and translating data into commercial decisionsUnderstands market dynamics and can identify changes in customer behavior, competition and market opportunities before they materially impact the businessCan build a clear view of market potential and translate it into actionable growth plansComfortable working with large datasets, dashboards, BI tools, CRM systems and forecasting modelsStrong financial and P&L understandingAble to challenge assumptions and make decisions based on facts rather than intuition aloneExcellent strategic planning and execution capabilitiesCan operate effectively in a fast-paced, high-growth environment with ambiguity and changing market conditionsStrong leadership, negotiation, communication and stakeholder-management skillsStrong technology and AI mindset and understands how emerging technologies can improve commercial performanceThank you for considering Bosta as your next career step. We value every application we receive, and our selection process is designed to ensure the best fit for both our team and our candidates. We appreciate your patience throughout the processWe may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.