HEAD OF SALES-FMCG

JOB TITLE: HEAD OF SALES-FMCG

NATURE OF JOB:  FULL TIME

INDUSTRY: FMCG

SALARY: KSHS.200,000

JOB LOCATION: NAIROBI

DUTIES AND RESPONSIBILITIES

Sales Strategy & Execution

• Develop and implement comprehensive short-term and long-term sales strategies aligned with overall business objectives.
• Drive revenue growth by expanding distribution channels and strengthening key account relationships.
• Establish clear sales targets and performance metrics, ensuring consistent achievement or exceedance of set goals.
• Analyze sales data, market trends, and competitor activity to inform strategic decision- making.

Market Expansion & Business Development

• Identify, evaluate, and penetrate new markets to drive business growth.
• Lead initiatives to introduce and successfully launch new products in existing and new markets.
• Build and maintain strong relationships with distributors, wholesalers, retailers, and key trade partners.
• Develop route-to-market strategies that enhance product availability and visibility.

Team Leadership & Performance Management

• Build, mentor, and lead a high-performing sales team across multiple regions.
• Set clear performance objectives and KPIs for regional and territory sales managers.
• Conduct regular performance reviews, coaching sessions, and training programs to enhance team capability.
• Foster a performance-driven culture focused on accountability, collaboration, and continuous improvement.

Key Account & Trade Management

• Manage and grow strategic key accounts to ensure sustained revenue growth.
• Negotiate high-value contracts and trade agreements to optimize profitability.
• Ensure effective execution of trade promotions and in-store visibility initiatives.
• Strengthen relationships with modern trade, general trade, and institutional customers.

Financial & Operational Oversight

• Develop and manage the sales budget, ensuring efficient allocation of resources.
• Monitor sales performance against forecasts and implement corrective actions where necessary.
• Ensure optimal stock movement and minimize losses through effective demand planning collaboration.
• Provide accurate sales forecasts and periodic management reports.

Product Launch & Brand Growth

• Lead go-to-market strategies for new product launches.
• Work closely with marketing and supply chain teams to ensure seamless execution of campaigns and availability.
• Monitor product performance post-launch and implement strategies to maximize uptake and market penetration.

KEY REQUIREMENT SKILLS AND QUALIFICATION

• Bachelor’s Degree in Sales & Marketing, Business Administration, or a related field.
• Professional sales or marketing certifications will be an added advantage.
• Minimum of five (5) years’ experience in a similar senior sales leadership role within the FMCG industry.
• Proven track record of consistently meeting or exceeding sales targets.
• Demonstrated success in introducing and scaling products in competitive markets.
• Experience in opening and driving sales in new geographic markets.
• Strong background in leading and managing high-performance sales teams.

HOW TO APPLY

• If you meet the above qualifications, skills and experience share CV on jobs@britesmanagement.com
• Interviews will be carried out on a rolling basis until the position is filled.
• Only the shortlisted candidates will be contacted.