Commercial Operations Head

Job Title: Head of Commercial & Operations

Reports to: Chief Executive Officer (CEO)
Employment Type: Full-time
Location: Addis Ababa (Travel as required)

Company Description;

Our client is an education and workforce solutions platform delivering an integrated range of learning training certification and dignified job placement services for individuals seeking career opportunities across international and domestic labour markets including the Middle East Eastern Europe Germany Canada and local markets.

The platform serves skilled semi-skilled and professional talent segments through a portfolio of specialised operating entities each independently managing defined program streams within a coordinated commercial and operational framework.

Role Purpose;

The Head of Commercial & Operations is the primary execution owner responsible for translating approved strategy assets and partnerships into structured teams clear targets and predictable revenue performance across all revenue streams.

The role sits below the CEO and above the operating streams and exists to ensure;

• Teams are correctly structured and resourced
  
• Targets are clearly defined cascaded and enforced
  
• KPIs are consistently applied and monitored
  
• Revenue execution is disciplined measurable and repeatable
  

This role does not define strategy governance or institutional direction. It is an execution coordination and performance-enforcement role.

2. Scope of Authority

Within CEO-approved objectives and governance frameworks the role holder is authorised to:

• Build structure and manage execution teams across all revenue streams
  
• Set and cascade stream-level and role-level targets derived from CEO-approved goals
  
• Enforce KPIs performance cadence and corrective-action mechanisms
  
• Coordinate stream owners to deliver integrated revenue-optimised outcomes
  
• Propose pricing models packaging and commercial initiatives for CEO approval
  
• Escalate structural capacity or performance risks that threaten revenue delivery
  

3. Revenue Streams Under Oversight

The role has direct commercial and operational oversight over the following revenue streams:

1. Physical Space Workspace & Facilities
   
2. Training & Capacity Building
   
3. Certification
   
4. Placement Jobs Internships and Overseas Opportunities
   

Key Responsibilities;

Commercial Execution & Revenue Delivery

• Own consolidated revenue targets
  
• Translate annual goals into quarterly and monthly execution plans
  
• Enforce pricing discipline bundling strategies and yield optimisation
  
• Drive pipeline conversion into realised cash revenue
  
• Coordinate invoicing and collections with Finance to protect cash flow
  

Team Formation & Performance Management

• Design and maintain execution team structures across streams
  
• Define role charters KPIs and performance expectations
  
• Lead recruitment onboarding and performance alignment
  
• Set and track monthly and quarterly performance targets
  
• Address performance gaps through coaching restructuring or escalation
  
• Build and sustain a results-driven execution culture
  

Operational Coordination

• Coordinate stream owners delivery schedules and resource allocation
  
• Resolve cross-stream bottlenecks impacting revenue or delivery
  
• Ensure operational readiness for programs examinations and placements
  
• Optimise utilisation and monetisation of physical space assets
  

KPI & Performance Discipline;

• Establish and maintain KPI dashboards across streams
  
• Track leading and lagging indicators of performance
  
• Lead monthly business reviews and execution check-ins
  
• Ensure corrective actions are implemented and followed through
  

Partner & Pipeline Management;

• Drive commercial execution with delivery and institutional partners
  
• Standardise partner monetisation and revenue-sharing models
  
• Develop and scale B2B institutional and bulk-revenue channels
  

Key Deliverables;

• Fully structured and staffed execution teams
  
• Clearly defined stream-level and team-level targets
  
• Monthly consolidated revenue performance reports
  
• Stream-level KPI dashboards and performance reviews
  
• Improved revenue predictability margins and execution discipline
  

Success Metrics

Performance will be assessed against:

• Revenue achievement versus approved targets
  
• Team-level KPI compliance and execution discipline
  
• Pipeline-to-cash conversion rates
  
• Forecast accuracy and revenue predictability
  
• Time-to-productivity for new hires
  

Interfaces & Working Relationships

• Chief Executive Officer Direct reporting and accountability
  
• Stream Teams Commercial and operational coordination
  
• Finance Invoicing collections and revenue reconciliation
  
• External Partners Commercial execution and delivery alignment
  

8. Role Boundaries

This role is NOT responsible for:

• Governance or board-level decision-making
  
• Defining institutional strategy or long-term vision
  
• Direct program delivery
  

It is an execution team-building and target-enforcement authority role.

9. Review & Evolution

This TOR will be reviewed after six (6) months to assess:

• Revenue impact and predictability
  
• Team effectiveness and execution discipline
  

Requirements & Qualifications

Education & Professional Background

• Bachelors degree in Business Administration Commerce Economics Operations Management or a related field
  
• A Masters degree (MBA or equivalent) is a strong advantage
  

How to Apply:

Interested candidates are invited to submit their updated CV and cover letter.

Application Deadline: 22nd January 2026

For inquiries or application support contact

Gap Recruitment Services Limited is a professional recruitment firm that does not charge candidates at any stage of the recruitment process and is committed to equal opportunity hiring.

Requirements

Experience

• Minimum of 812 years progressive experience in commercial leadership operations revenue management or general management roles
  
• Proven track record of owning and delivering revenue targets in a multi-stream or multi-product environment
  
• Demonstrated experience in building structuring and leading execution teams with clear KPIs and performance cadence
  
• Strong exposure to B2B partnerships institutional clients or bulk revenue models
  
• Experience working in education training workforce development services or platform-based organizations is an advantage
  

Commercial & Operational Competencies

• Strong commercial acumen with the ability to translate strategy into executable revenue plans
  
• Hands-on experience with pricing packaging bundling and yield optimization
  
• Solid understanding of pipeline management and pipeline-to-cash conversion
  
• High discipline in performance tracking dashboards and KPI enforcement
  
• Ability to identify execution risks early and implement corrective actions decisively
  

Leadership & Execution Skills

• Proven ability to operate in a high-accountability results-driven environment
  
• Strong people leadership skills with experience in coaching performance management and corrective interventions
  
• Excellent cross-functional coordination and stakeholder management capability
  
• High ownership mindset with the ability to drive execution without close supervision
  

Personal Attributes

• Highly structured detail-oriented and execution-focused
  
• Commercially assertive with sound judgment and integrity
  
• Comfortable working under pressure and managing competing priorities
  
• Strong communication skills with the ability to align teams around targets and outcomes