Head of Commercial (Fulfillment)
Bosta
Software Engineering, Data Science
Cairo Governorate, Egypt
Posted on Oct 9, 2025
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.
Role Description:
The Head of Commercial – Fulfillment will lead Bosta’s commercial strategy to drive sustainable growth, revenue, and market expansion. This role oversees sales, telesales, account management, and pricing functions, ensuring alignment with operational and technical capabilities.
The Head of Commercial will set and execute strategic commercial plans, develop pricing models, and build strong merchant pipelines. They will also drive client retention and satisfaction through effective account management and performance monitoring, while leading and developing a high-performing commercial team.
Job Responsibilities:
- 1- Strategy & Growth:
- Develop and execute the commercial strategy to achieve monthly and annual order and revenue targets.
- Identify new market segments, verticals, and geographies to expand the client base.
- Design and monitor OKRs for the sales, telesales, and account management teams aligned with the company’s growth trajectory.
- Collaborate with Operations and Tech to ensure the commercial roadmap is supported by service quality and tech capabilities.
- 2. Revenue & Pricing Management
- Own the P&L responsibility of the fulfillment business, ensuring profitability across all merchant segments.
- Oversee pricing and discounting frameworks, ensuring competitiveness and margin optimization.
- Work with the pricing analyst and finance team to design tiered commercial models based on order volume, SKU complexity, and storage utilization.
- Monitor ASP (Average Selling Price) trends and make proactive adjustments to pricing strategy.
- 3. Sales & Business Development
- Lead the sales and telesales functions to consistently meet acquisition targets.
- Build and maintain a high-performing pipeline of potential merchants — from Nano to Red tier accounts.
- Set clear sales processes, CRM tracking, and reporting cadence to ensure data-driven decisions.
- Represent the company in key partnerships, events, and B2B collaborations to build brand awareness.
- 4. Account Management & Client Success
- Lead the Account Management team to maximize client satisfaction, retention, and upsell opportunities.
- Oversee merchant health metrics: order growth, success rate, RTV %, and SLA adherence.
- Ensure All-tier clients receive dedicated support and proactive problem-solving.
- 5. Performance, Data, and Forecasting
- Partner with the Performance Analyst to monitor key KPIs — daily orders, churn, Average Selling Pricing and margin contribution.
- Develop weekly and monthly business performance dashboards for leadership review.
- Utilize forecasting models to anticipate seasonal demand, warehouse utilization, and sales team capacity.
- 6. Leadership & People Development
- Lead and mentor a multidisciplinary team: sales, telesales, account management, and pricing.
- Establish a culture of ownership, agility, and accountability within the commercial department.
- Design incentive schemes and performance evaluation frameworks to drive motivation and retention.
- Recruit and upskill talents to match the pace of company growth.
Qualification and Experience :
- 7+ years of experience in commercial leadership within e-commerce sectors.
- Proven track record in sales strategy, and client retention.
- Strong understanding of fulfillment workflows (inbound, storage, outbound, RTV).
- Data-driven and comfortable with dashboards, CRMs, and analytics tools.
- Excellent leadership, communication, and negotiation skills.