A leading media organization in Kenya is seeking to strengthen its commercial leadership by recruiting a Commercial Digital Lead to drive the growth and evolution of its digital advertising business. As digital platforms continue to redefine how audiences consume content and how brands engage with consumers, the organization is focused on expanding its digital revenue streams while delivering effective, data-driven advertising solutions to clients. This opportunity is suited to an experienced digital advertising professional with a strong background in media sales, strategic planning, and team leadership.
The Commercial Digital Lead role is a senior-level position with responsibility for shaping and executing digital advertising sales strategies across the company’s digital platforms. The position plays a central role in aligning commercial objectives with editorial, product, and technology teams to ensure that digital advertising products meet both client expectations and audience needs. The successful candidate will be expected to balance strategic oversight with hands-on leadership, ensuring that revenue targets are met while maintaining high standards of professionalism and innovation.
This vacancy is being advertised for placement on a third-party job board and is open to qualified candidates who meet the outlined experience and competency requirements. Interested applicants are encouraged to review the detailed job description below to understand the scope, responsibilities, and expectations associated with the role.
Position Title: Commercial Digital Lead
Overview of the Role
The Commercial Digital Lead will be responsible for spearheading the development and execution of digital advertising sales strategies aimed at driving sustainable revenue growth across the organization’s digital platforms. The role requires a strategic thinker with a deep understanding of the digital advertising ecosystem, including programmatic advertising, direct digital sales, branded content, and sponsorship models.
In this position, the Commercial Digital Lead will provide leadership to a high-performing digital sales team, setting clear revenue objectives and ensuring that sales activities are aligned with broader organizational goals. The role also involves close collaboration with internal stakeholders, including editorial, product development, and technology teams, to create and refine innovative advertising solutions that deliver value to clients while maintaining editorial integrity and user experience.
The Commercial Digital Lead is expected to monitor market trends, analyze competitor offerings, and respond proactively to changes in the digital advertising landscape. Through effective client engagement, data-driven decision-making, and strong commercial acumen, the role contributes directly to the organization’s financial performance and market positioning.
Key Responsibilities and Duties
Strategic Development and Execution
The Commercial Digital Lead will be responsible for developing and implementing comprehensive digital advertising sales strategies that support the organization’s revenue growth objectives. This includes identifying priority revenue streams, defining target client segments, and aligning sales approaches with market opportunities. The role involves overseeing a mix of advertising models, such as programmatic advertising, direct digital sales, branded content partnerships, and sponsorship arrangements.
The position requires regular evaluation of existing strategies to ensure they remain relevant and competitive in a rapidly evolving digital environment. The Commercial Digital Lead will be expected to introduce new approaches and refine existing ones based on performance data, client feedback, and industry developments. Strategic planning will also include setting short-term and long-term revenue goals, developing annual sales plans, and ensuring that execution aligns with approved budgets and forecasts.
Leadership and Team Management
A core responsibility of the Commercial Digital Lead is to lead and manage a high-performing digital sales team. This includes providing clear direction, setting performance expectations, and fostering a results-oriented culture focused on achieving and exceeding revenue targets. The role involves supporting team members through coaching, performance reviews, and ongoing professional development to ensure that skills and capabilities remain aligned with business needs.
The Commercial Digital Lead will oversee daily sales operations, monitor individual and team performance, and address any challenges that may impact productivity or morale. Effective leadership in this role also involves encouraging collaboration, promoting accountability, and ensuring that the sales team operates in accordance with company policies and ethical standards.
Collaboration with Internal Stakeholders
The role requires close collaboration with editorial, product, and technology teams to ensure that digital advertising products are innovative, effective, and aligned with audience expectations. The Commercial Digital Lead will work with these teams to conceptualize and develop new ad formats, content partnerships, and sponsorship opportunities that deliver measurable value to advertisers.
This collaboration includes providing commercial input during product development discussions, ensuring that advertising solutions are scalable and market-ready. The role also involves aligning campaign execution with editorial calendars and platform capabilities, ensuring seamless integration of advertising content across digital channels.
Market Analysis and Competitive Intelligence
The Commercial Digital Lead will be responsible for analyzing market trends, monitoring competitor offerings, and assessing changes in client needs and expectations. This includes staying informed about developments in digital advertising technology, data analytics, audience targeting, and measurement tools.
By maintaining a strong understanding of the competitive landscape, the role supports informed decision-making related to pricing, product positioning, and sales strategy. The Commercial Digital Lead will use market insights to identify growth opportunities, mitigate potential risks, and ensure that the organization remains competitive within the digital media sector.
Client Acquisition, Retention, and Growth
Driving client acquisition and retention is a central component of the Commercial Digital Lead’s responsibilities. The role involves building and maintaining strong relationships with key clients, agencies, and partners, ensuring that advertising solutions meet their objectives and deliver measurable results.
The Commercial Digital Lead will oversee the development of customized proposals, presentations, and media plans tailored to client needs. This includes identifying upselling and cross-selling opportunities, managing long-term partnerships, and ensuring that client satisfaction remains high throughout the campaign lifecycle. The role also involves addressing client feedback, resolving issues, and maintaining a proactive approach to account management.
Revenue Management and Performance Tracking
The Commercial Digital Lead will be responsible for setting, tracking, and reporting on revenue targets, sales pipelines, and campaign performance. This includes developing revenue forecasts, monitoring progress against targets, and implementing corrective actions where necessary to address performance gaps.
The role requires a strong focus on data analysis, using performance metrics to evaluate the effectiveness of sales strategies and advertising campaigns. Regular reporting to senior management will be required, providing insights into revenue trends, pipeline health, and key performance indicators.
Representation and Industry Engagement
As a senior commercial representative of the organization, the Commercial Digital Lead will represent the company at industry events, conferences, and agency meetings. This includes participating in networking activities, presenting the organization’s digital advertising capabilities, and strengthening relationships with industry stakeholders.
The role involves positioning the organization as a credible and innovative digital advertising partner, contributing to brand visibility and reputation within the media and advertising industry. Engagement at industry forums also supports knowledge sharing and awareness of emerging trends and best practices.
Pricing and Rate Card Management
The Commercial Digital Lead will oversee the management of digital rate cards and pricing strategies, ensuring that pricing remains competitive while supporting revenue objectives. This includes reviewing pricing structures, assessing the performance of different advertising products, and recommending adjustments based on market conditions and demand.
The role also involves managing discounting policies, negotiating commercial terms with clients and agencies, and ensuring consistency in pricing across sales channels. Effective pricing management is critical to maintaining profitability and ensuring sustainable growth.
Revenue Forecasting and Financial Planning
In collaboration with finance and senior management teams, the Commercial Digital Lead will contribute to revenue forecasting and financial planning processes. This includes providing accurate sales projections, identifying potential revenue risks, and supporting budget development.
The role requires a disciplined approach to financial management, ensuring that revenue forecasts are realistic and aligned with market conditions. Ongoing monitoring and adjustment of forecasts will be required to reflect changes in sales performance and external factors.
Qualifications
The Commercial Digital Lead role requires a Bachelor’s degree in Marketing, Business, Communications, or a related field. The position also requires between six and eight years of experience in digital advertising sales and strategy, with a strong emphasis on revenue growth and commercial performance.
Candidates should demonstrate strong knowledge of digital advertising ecosystems, including programmatic advertising, social media advertising, video advertising, native formats, and related technologies. Experience in media sales, whether within a publishing environment, agency setting, or advertising technology platform, is required.
A proven track record in driving revenue growth and leading sales teams is essential for this role. The successful candidate should be able to demonstrate experience in developing and executing effective sales strategies, managing complex client relationships, and delivering measurable commercial results.
How to Apply
Interested candidates are invited to submit a cover letter and detailed curriculum vitae for consideration. Applications should be sent via email to [email protected] on or before December 31, 2025. Only applications received by the stated deadline will be considered.
