HEAD OF SALES AND COMMERCIAL DEVELOPMENT
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Job summary
Develop and execute a comprehensive sales strategy aligned with company objectives
Min Qualification:
Bachelors
Experience Level:
Senior level
Experience Length:
7 years
Language Requirement:
English
Working Hours:
Full Time - 9 to 5
Applicant Location:
Kenya
Job descriptions & requirements
JOB TITLE HEAD OF SALES AND COMMERCIAL DEVELOPMENT
NATURE OF JOB FULL TIME
INDUSTRY FMCG
SALARY ATTRACTIVE
JOB LOCATION MOMBASA
DUTIES AND RESPONSIBILITIES
Sales Strategy & Business Growth
- Develop and execute a comprehensive sales strategy aligned with company objectives.
- Identify and pursue new business opportunities in local and export markets.
- Drive revenue growth across juice, pulp, and dried fruit product lines.
- Set annual sales targets and ensure consistent achievement of performance KPIs.
Retail, Wholesale & Export Channel Development
- Build and strengthen retail and wholesale distribution networks across Kenya and regional markets.
- Develop and manage export sales channels targeting Uganda, Ethiopia, GCC countries, and Europe.
- Identify and onboard strategic distributors and key accounts.
- Optimize route-to-market strategies for different product segments.
Distributor & Key Account Management
- Establish and maintain strong relationships with distributors, wholesalers, and key customers.
- Negotiate contracts, pricing, and trade agreements.
- Monitor distributor performance and ensure compliance with company standards.
- Resolve customer issues and ensure high levels of customer satisfaction.
Brand Development & Market Positioning
- Lead commercial input into brand strategy for Picana juices and dried fruit products.
- Collaborate with marketing teams to strengthen brand visibility and market penetration.
- Support product positioning, pricing strategies, and promotional activities.
- Conduct market intelligence to guide product development and innovation.
Team Leadership & Performance Management
- Lead, mentor, and develop the sales team to achieve high performance.
- Set clear KPIs, monitor performance, and conduct regular performance reviews.
- Build a results-driven and customer-focused sales culture.
- Identify training needs and support continuous professional development.
Customer Relationship Management
- Build and maintain long-term strategic relationships with key clients.
- Ensure timely response to customer needs and inquiries.
- Drive customer retention and loyalty initiatives.
- Oversee resolution of escalated customer issues.
Compliance & Export Standards
- Ensure compliance with food safety and export regulations including HACCP, FSSC, and other relevant certifications.
- Work closely with quality assurance teams to meet international market requirements.
- Ensure documentation and processes meet export compliance standards.
Sales Reporting & Analytics
- Prepare and present regular sales performance reports to senior management.
- Analyze market trends, competitor activity, and pricing dynamics.
- Use data-driven insights to refine sales strategies and improve performance.
KEY REQUIREMENT SKILLS AND QUALIFICATION
- Bachelor’s Degree in Marketing, Business Administration, Agribusiness, or related field.
- MBA is an added advantage but not mandatory.
- Minimum 7+ years of experience in FMCG sales and marketing.
- Strong background in juices, fruit pulp, dried fruits, or related FMCG categories.
- Proven experience in both B2B sales (bulk pulp supply, industrial clients) & B2C/FMCG retail sales (juices/snacks)
- Experience in export markets (Uganda, Ethiopia, GCC, Europe) is highly desirable.
- Strong distributor management and key account handling experience.
- Strategic sales planning and execution
- Strong negotiation and closing skills
- Distributor and channel management expertise
HOW TO APPLY
- If you meet the above qualifications, skills and experience share CV on recruitment@britesmanagement.com
- Interviews will be carried out on a rolling basis until the position is filled.
- Only the shortlisted candidates will be contacted.
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