Head of Commercial
Operations · Full-time
Cairo Governorate, Egypt
Posted on Sep 6, 2026
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:
- Own and execute Bosta’s overall commercial growth strategy across Egypt, aligned with the company’s long-term vision and financial objectives.
- Develop clear annual, quarterly and monthly commercial plans covering shipment volumes, revenue, customer acquisition, retention, market expansion and profitability.
- Identify the key growth levers required to achieve Bosta’s business ambitions and translate them into measurable commercial initiatives.
- Define the right balance between organic growth, new customer acquisition, existing customer growth, new verticals, new products and geographic expansion.
- Continuously assess Bosta’s commercial performance against plan and take corrective action when required.
- Build different growth scenarios and business cases to support strategic decision-making.
- Own Bosta’s commercial expansion strategy across Egypt, identifying priority cities, regions, customer segments and industries for growth.
- Analyze market potential, e-commerce penetration, merchant density, shipment potential, competitive landscape and economic dynamics to identify the highest-value growth opportunities.
- Develop market-entry and expansion plans, including required sales capacity, customer acquisition targets, pricing strategy and commercial resources.
- Determine where Bosta should invest ahead of demand and where resources should be concentrated to maximize return.
- Build a structured view of the Total Addressable Market (TAM), Serviceable Addressable Market (SAM), and Bosta’s penetration across key markets.
- Monitor competitor movements, pricing, service offerings and market share to ensure Bosta remains commercially competitive.
- Own the commercial forecasting process and provide accurate forecasts for daily, weekly, monthly and annual shipment volumes and revenue.
- Build robust forecasting models based on historical performance, pipeline, customer behavior, seasonality, market trends and commercial initiatives.
- Continuously evaluate forecast accuracy and improve forecasting methodologies.
- Identify future volume gaps early and create action plans to close them.
- Translate the company’s growth ambitions into clear sales capacity, customer acquisition and volume requirements.
- Develop scenario planning for different growth trajectories, market conditions and business assumptions.
- Provide leadership with a clear view of where the business is today, where it is going, and what needs to happen to reach the target.
- Lead the Sales and Telesales organizations to consistently deliver acquisition, shipment and revenue targets.
- Develop the commercial organization’s go-to-market strategy, sales coverage model, segmentation and resource allocation.
- Establish clear productivity targets and performance standards across the sales organization.
- Build a healthy and predictable sales pipeline with clear visibility on conversion, expected volumes and timing.
- Continuously analyze sales productivity, conversion rates, pipeline coverage, customer acquisition cost and salesperson performance.
- Ensure sales resources are deployed against the highest-potential markets, segments and customers.
- Develop strategic partnerships and major commercial opportunities that can materially accelerate Bosta’s growth.
- Drive sustainable growth from Bosta’s existing customer base through retention, volume growth, upselling and cross-selling.
- Develop strategies to increase customer lifetime value and wallet share.
- Identify high-value customers and segments requiring dedicated commercial strategies.
- Monitor churn, retention, customer growth, shipment concentration and profitability.
- Build early-warning mechanisms to identify potential volume decline or customer churn before it impacts the business.
- Balance acquisition and retention to ensure growth is both high-quality and sustainable.
- Establish a highly data-driven commercial culture where major decisions are supported by facts, analytics and measurable business cases.
- Own the commercial performance framework and ensure leadership has clear visibility of the key business KPIs.
- Analyze shipment trends, revenue, ASP, conversion, retention, churn, customer productivity, sales productivity, profitability and market penetration.
- Identify the “why” behind the numbers, not simply report performance.
- Turn complex analytical insights into clear commercial actions and measurable outcomes.
- Work closely with Data, Finance, Operations and Technology teams to improve business intelligence and commercial decision-making.
- Leverage automation, AI and advanced analytics to improve forecasting, customer segmentation, sales productivity and commercial planning.
- Own the commercial approach to pricing, discounting and customer economics in partnership with Finance and relevant stakeholders.
- Balance growth, competitiveness and profitability when designing commercial offers.
- Monitor ASP, contribution margin, discounts and customer profitability.
- Identify margin leakage and opportunities to improve revenue quality.
- Develop differentiated commercial models based on customer value, volume, segment and profitability.
- Partner closely with Operations, Finance, Product, Technology and Data to ensure commercial growth is supported by the required operational and technological capabilities.
- Translate commercial ambitions into operational requirements and capacity planning.
- Ensure the organization is prepared ahead of major growth periods, market expansions and commercial initiatives.
- Act as the commercial voice in major company-wide strategic decisions.
- Build strong alignment between commercial strategy and Bosta’s overall business strategy.
- Lead, develop and coach a high-performing commercial organization.
- Build a culture of ownership, accountability, performance, analytical thinking and continuous improvement.
- Ensure the organization has the right structure, talent, incentives and capabilities to support Bosta’s growth ambitions.
- Develop future commercial leaders and build strong succession plans.
- Establish performance management and incentive structures that drive sustainable growth.
- Shipment volume growth
- Revenue growth
- Market penetration and share
- New customer acquisition
- Existing customer volume growth
- Customer retention and churn
- Sales productivity and conversion
- Forecast accuracy
- ASP and revenue quality
- Customer profitability and contribution margin
- Geographic and vertical expansion
- Commercial ROI
- Overall achievement of Bosta’s strategic growth plan
1. COMMERCIAL STRATEGY & BUSINESS GROWTH
2. MARKET EXPANSION & GEOGRAPHIC GROWTH
3. VOLUME PLANNING, FORECASTING & COMMERCIAL INTELLIGENCE
4. SALES & BUSINESS DEVELOPMENT LEADERSHIP
5. CUSTOMER PORTFOLIO & REVENUE GROWTH
6. DATA, ANALYTICS & DECISION MAKING
7. PRICING & PROFITABILITY
8. CROSS-FUNCTIONAL BUSINESS LEADERSHIP
9. LEADERSHIP & ORGANIZATION DEVELOPMENT
KEY SUCCESS MEASURES
Job Qualifications
- 8+ years of experience in commercial leadership, preferably within e-commerce, logistics, technology, FMCG, marketplaces or other high-growth businesses.
- Proven track record of delivering significant business and revenue growth.
- Highly data-oriented, analytical and commercially minded.
- Strong experience in business planning, forecasting and translating data into commercial decisions.
- Understands market dynamics and can identify changes in customer behavior, competition and market opportunities before they materially impact the business.
- Can build a clear view of market potential and translate it into actionable growth plans.
- Comfortable working with large datasets, dashboards, BI tools, CRM systems and forecasting models.
- Strong financial and P&L understanding.
- Able to challenge assumptions and make decisions based on facts rather than intuition alone.
- Excellent strategic planning and execution capabilities.
- Can operate effectively in a fast-paced, high-growth environment with ambiguity and changing market conditions.
- Strong leadership, negotiation, communication and stakeholder-management skills.
- Strong technology and AI mindset and understands how emerging technologies can improve commercial performance.
Thank 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 process