HEAD OF MODERN TRADE-FMCG

JOB TITLE: HEAD OF MODERN TRADE-FMCG

NATURE OF JOB: FULL TIME

INDUSTRY: FMCG

SALARY:KSHS. 180,000

JOB LOCATION: INDUSTRIAL AREA

DUTIES AND RESPONSIBILITIES

Strategic Leadership & Governance

• Provide overall leadership and direction for the Modern Trade function servicing all chains.
• Translate company strategy into clear Modern Trade objectives and execution plans.
• Establish governance frameworks for pricing, promotions, and customer contracts.
• Serve as an escalation point for high-risk commercial and operational decisions.

Senior Account & Stakeholder Management

• Lead executive-level relationships with local retailers such as Naivas, Quickmart, Chandarana, Cleanshelf, Eastmatt, and regional chains.
• Lead high-value negotiations and Joint Business Planning.
• Manage claims, deductions, and credit exposure to protect company interests.

Operational Excellence & Execution Oversight

• Set and enforce execution standards across availability, visibility, pricing, and promotions.
• Oversee field execution teams and distributor performance.
• Ensure OTIF delivery, stock health, and service level compliance.

Financial Stewardship & Performance Control

• Own the Modern Trade P and L for local retail chains.
• Approve and control trade spend and promotional investments.
• Drive forecast accuracy and working capital efficiency.

Team Leadership & Capability Development

• Lead, coach, and develop Modern Trade managers and account teams.
• Set KPIs, conduct performance reviews, and succession planning.
• Build a culture of accountability, integrity, and high performance.

Trade Marketing, Category & NPD Leadership

• Oversee NPD listings and range optimization.
• Guide trade marketing execution and ROI tracking.
• Champion category management initiatives.

Cross-Functional & Executive Collaboration

• Collaborate with Supply Chain, Finance, Marketing, HR, and Distribution leadership.
• Provide strategic insights to executive management.
• Represent the company in key customer and industry forums.

KEY REQUIREMENT SKILLS AND QUALIFICATION

• Bachelor’s degree in Business, Sales, Marketing, or related field
• Minimum 10+ years FMCG experience with senior managerial exposure in Modern Trade
• Proven leadership of teams and ownership of commercial performance
• Proven ability to deliver profitable growth with full ownership of P&L and trade spend
• Strong experience managing key retail chains, negotiations, and Joint Business Planning
• Good commercial and analytical skills, with experience using ERP and sales reporting tools