Leading FMCG Company at KENYA
Job Role:
The role involves leading a team, building and nurturing relationships with major retail chains, driving sales growth through Class A, B, C, Outlets and ensuring effective execution of trade marketing activities.
Key Responsibilities:
Account Management & Relationship Building:
- Develop and manage key relationships with key retail chains, hypermarkets, all Modern Trade Outlets and convenience Stores, ensuring business growth.
- Serve as the primary point of contact for modern trade accounts, ensuring high levels of satisfaction and operational efficiency.
- Follow and manage contracts, promotions, and sales terms with modern trade partners.
- Product & Outlet Mapping
Sales Targets & Revenue Growth:
- Define and achieve sales targets for different regions, ensuring consistent revenue growth.
- In-market Sales Execution & Sales Excellence: Complete ownership of execution of all sales strategies, targets, and delivery of agreed Annual Operating Plan sales & distribution numbers. Drive all KPI metrics related to productivity, range selling, merchandising & visibility. Drive the adoption of digital solutions/efficiencies across the sales function.
- Identify new business opportunities within the modern trade sector and propose solutions to expand market presence.
- Forecast monthly / quarterly / yearly sales volumes and monitor performance against targets.
- A Minimum of 12 Days Field Work (including Upcountry Travel) is Mandatory per Month
Trade Marketing & Promotions:
- Work closely and assist the trade marketing office to develop and execute in-store promotions and marketing campaigns.
- Oversee the effective execution of merchandising, shelf management, and product placement within retail stores.
- Ensure adherence to brand guidelines and consistency in visual merchandising.
Budgeting & Forecasting:
- Prepare sales budgets and forecasts, monitor sales performance, and make necessary adjustments to meet business objectives.
To lead the Annual Joint Business Planning process with Key Accounts.
Willingness to Travel:
- Must be willing to travel extensively across regions to oversee sales operations, meet key clients, and monitor the performance of different sales channels.
- Travel will include visits to Modern Trade Customers, whilst touching on Secondary Sales Outlets, as well as participation in industry events and conferences to enhance market insights and build strong relationships with channel partners.
Cross-functional Collaboration:
- Work closely with marketing, finance, supply chain, and product development teams to ensure cohesive execution of business plans.
Market Insights & Competitor Analysis:
- Monitor market trends, competitor activities, and consumer behaviour to identify growth opportunities in liaison with the Senior Management.
- Provide insights to the sales and marketing teams to refine product offerings and promotional strategies.
- Analyse sales data and reports to evaluate the effectiveness of campaigns and promotions.
Cross-Functional Collaboration:
- Collaborate with internal teams (logistics, marketing, production, & finance) to ensure smooth order processing, timely deliveries, and inventory management.
- Coordinate with the Distributor to ensure availability of products in modern trade secondary outlets.
Reporting & Analysis:
- Prepare regular reports on sales performance, promotional activities, and account status.
- Present insights and strategic recommendations to Senior Management to drive continuous improvement and business growth.
Excellent Savings potential + Family Accommodation + Local Salary (Food) + School Fees + Car + Airfare for Family + Other Expat Benefits
