Head of Sales

Job Introduction

Adexen was mandated by an international FMCG company to recruit a Head of Sales for its operations. The position is based in Nairobi, Kenya.

Responsibilities

• The Head of Sales will be responsible for the implementation of the Organisation’s Sales Strategy in the region in order to consistently optimize the Business’s commercial performance. This is a customer based segment with focus in satisfying the distribution and re-distribution of our product range in trade with an eye on improving cost to serve.
• He/she will develop territory action plans for coverage area as well as enforcing the execution of the necessary key actions required for the successful achievement
• Manage and improve the distribution channels of the existing go to market plan in addition to championing any identified improvements.
• Responsible for the management of distributors and the retail trade.
• Responsible for the implementation of Route to Market strategy and the execution of Trade marketing activities in the assigned territories.
• Responsible for managing the Regional Managers & Channel relationship managers to deliver regional and cluster objectives as detailed by the sales leadership team.
• Responsible for developing territory action plans for his coverage area as well as enforcing the execution of the necessary key actions required for the successful achievement.
• Responsible for review and approval of the bottom-up sales plan in alignment with the top-down volume strategy.
• Should aim at satisfying the demand of general purpose distribution and redistribution in trade.
• Build relationships in the channels through planned regular field visits and problem solving, thus maintaining brand and customer loyalty.
• Ensure that the ROI of the channels remain attractive for sustained patronage.
• Responsible for target volume achievement, pricing and margin management. He would be required to track prices and volumes under their responsibility. These should be big focus areas in the light of strong competitive activities.
• Assign monthly, quarterly and yearly customer visit targets to his team, run the visit tracker reports to monitor performance and carry out the coaching visit with his team members.
• Responsible for market intelligence gathering and reporting
• To engage dealers/retailers in order to build strong brand image and gain their support in terms of improved product availability & visibility.

Desired Skills and Experience

• Bachelor's degree in the field of Business / Economics / Sales from a recognised university. MBA is a plus
• 10-15 years commercial working experience within an international group with at least 8 years in a Sales & Marketing senior position
• FMCG industry experience will be a plus
• Marketing & Brand management experience is required
• Decision Making, Organization and Development skills
• Customer relationship
• Sales close ability
• Good communication skills
• Highly analytical

We thank all applicants however only those selected will be contacted.