Senior Commercial Manager

We at Yara are part of a global network, collaborating to profitably and responsibly solve some of the world's key challenges - resource scarcity, food insecurity and environmental change.

About the Unit

Yara combines knowedge, innovation and sustainable crop nutrition to help farmers grow profitably and responsibly. We have an opportunity based in Nairobi, Kenya for the Senior Commercial Manager reporting directly to the Vice President, East Africa. This position is responsible for key account management, distributor and dealer relationships and overall market growth strategy, while working in close partnership with the Agronomy function to ensure commercial activity is underpinned by sound, locally credible agronomic recommendations.

Responsibilities

Develop and execute the annual commercial plan for Kenya, setting volume, revenue, and market share targets in line with regional and global business objectives.
Identify and develop new market growth opportunities, including underpenetrated regions, crop segments, and customer types.
Monitor competitor activity, pricing, and market trends, translating insights into commercial action plans that protect and grow market share.
Own the Kenya commercial P&L, ensuring delivery of revenue, margin, and profitability targets, with regular performance reporting to the Vice President, Kenya.
Build and manage strategic relationships with key accounts, distributors, and large-scale agro-dealers across Kenya.
Lead Joint Business Planning (JBP) and annual trading term negotiations with top-tier accounts to secure mutual growth commitments.
Develop tailored commercial propositions for key accounts, balancing volume growth, margin protection, and long-term partnership value.
Monitor account performance, resolve commercial disputes, and ensure timely collections in collaboration with Finance.
Work in close liaison with the Agronomy Manager to ensure commercial strategies, key account plans, and dealer engagements are grounded in sound agronomic recommendations.
Lead, coach, and develop the commercial and key account team, setting clear targets and conducting regular performance reviews.
Drive a high-performance culture, ensuring the team has the capability, tools, and motivation to deliver against commercial objectives.
Manage the commercial and trade investment budget within delegated authority, ensuring strong return on investment.
Ensure full compliance with company policies, trade ethics, and Kenyan regulatory requirements governing fertilizer sales and marketing.

Profile

Bachelor's degree in Agronomy, Agriculture, Crop Science, Soil Science, or a closely related field (required).
MBA or postgraduate qualification in Business, Marketing, or Agribusiness Management (added advantage).
Minimum 8–10 years of progressive commercial, sales, or key account management experience within the fertilizer, agro-input, or broader agribusiness sector.
At least 4 years in a senior commercial role with key account accountability.
Demonstrated experience combining commercial delivery with technical/agronomic engagement, ideally gained in a fertilizer or crop nutrition business.
Proven track record of growing market share and managing major distributor/dealer relationships within the Kenyan market.

Additional Information

Strong commercial and financial acumen
Solid grounding in agronomy and crop nutrition principles, enabling credible engagement with technical stakeholders and farmers.
Advanced negotiation skills, with a track record of closing complex key account and distributor agreements.
Strong understanding of Kenya's agricultural market structure, seasonal cropping calendars, and regulatory environment.
Proficiency in CRM and sales analytics tools, and Microsoft Office Suite (Excel, PowerPoint).

Contact details

Narindwa Shaidi: People and Culture, East Africa.

Winstone Odhiambo: Vice President, East Africa.

Apply no later than

Monday, 20 July 2026.

Knowledge grows through differences
Yara is committed to creating a diverse and inclusive environment and is proud to be an equal opportunity employer. We believe that creating a diverse and inclusive work environment is not only the right thing, but also the smart thing to do. To deliver on this, Yara has firmly anchored Diversity, Equity & Inclusion (DE&I) in our business strategy and has more than 400 employees worldwide involved in D&I ambassadors networks.

As part of our recruitment process, where permitted by local law, we may conduct reference and background checks. These checks will only be performed when deemed necessary for the nature of the job. Candidates will be informed by HR before any background checks are initiated.