Accurex Leadership and Management Consultants Ltd Head Of Sales - FMCG Jobs in Kenya
Qualification: Diploma, Bachelor’s Degree
Location: Nairobi
Job Field: Sales and Business Development
Job Summary
Lead the sales function by developing and executing sales strategies that drive revenue growth, market expansion and achievement of business objectives within the FMCG sector.
Oversee sales operations, distributor management, key account development and team performance while strengthening customer relationships and expanding market coverage.
Drive sustainable growth through effective sales planning, performance monitoring and cross-functional collaboration.
Purpose of the Role
Drive sales growth and achievement of revenue and volume targets.
Expand market coverage, distribution networks and customer reach.
Lead and develop the sales team to improve productivity and performance.
Strengthen relationships with distributors, retailers, wholesalers and key accounts.
Deliver accurate sales forecasts, business insights and performance reports to management.
Key Responsibilities
Sales Strategy & Target Management
Develop and implement sales strategies and plans aligned with organizational objectives.
Establish sales targets by product category, territory, sales channel and team member.
Monitor sales performance and implement corrective actions where targets are not achieved.
Analyze market trends, competitor activities and customer feedback to identify growth opportunities.
Drive market penetration and increase product visibility across assigned territories.
Team Leadership & Performance Management
Supervise, coach, mentor and motivate sales representatives and sales teams.
Conduct regular sales performance reviews and field visits to assess execution effectiveness.
Monitor key performance indicators including sales productivity, attendance and target achievement.
Identify training needs and support continuous professional development of the sales team.
Foster a high-performance sales culture focused on accountability and results.
Distribution & Key Account Management
Build and maintain strong relationships with distributors, retailers, wholesalers and strategic key accounts.
Identify and pursue opportunities to expand distribution coverage and product availability.
Support negotiations on pricing, promotions, visibility and commercial agreements within approved guidelines.
Resolve customer concerns and coordinate service improvements with internal stakeholders.
Monitor distributor and channel performance to ensure achievement of business objectives.
Reporting
& Cross-Functional Coordination
Prepare and present sales forecasts, pipeline reports, territory performance reports and management dashboards.
Monitor stock availability and coordinate with operations to minimize stock shortages and delivery delays.
Collaborate with marketing teams on campaigns, promotions and product visibility initiatives.
Ensure all sales activities comply with company policies, procedures and operational standards.
Provide management with insights and recommendations to enhance sales growth and operational effectiveness.
Qualifications
Diploma or Bachelor’s Degree in Sales, Marketing, Business Administration or a related field.
Additional professional training in Sales Management, Marketing or Business Development will be an added advantage.
Experience
Demonstrated experience in sales within the Fast-Moving Consumer Goods (FMCG) sector is mandatory.
Previous experience leading, supervising or managing sales teams is required.
Experience managing distributors, retail channels, wholesalers and key accounts is highly desirable.
Proven track record of achieving sales targets and driving business growth.
Ability and willingness to travel for field visits, customer engagement and market development activities.
Technical Skills
FMCG Sales Management.
Sales Strategy Development and Execution.
Distribution Channel Management.
Key Account Management.
Revenue Growth and Target Achievement.
Market Analysis and Business Intelligence.
Sales Forecasting and Pipeline Management.
Trade Marketing and Promotions Management.
Customer Relationship Management.
Territory and Route-to-Market Management.
Performance Reporting and Dashboard Analysis.
Negotiation and Commercial Management.
How to apply
For more information and job application details, see; Accurex Leadership and Management Consultants Ltd Head Of Sales - FMCG Jobs in Kenya
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