Head of Sales FMCG
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Industry Consulting Founded 2009 Type Private Website https://www.scgafrica.com/ Address Ruiru, Eastern Bypass, Nairobi, Kenya
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Roles/Duties & Responsibilities
- Develop and execute strategic sales plans to achieve revenue, volume and market-share targets.
- Lead, coach and motivate a high-performing sales team across key channels and territories.
- Set sales targets, monitor performance and drive accountability against agreed KPIs.
- Drive market expansion, distribution growth, brand penetration and customer acquisition.
- Build and maintain strong relationships with key accounts, distributors, wholesalers and retail partners.
- Identify new business opportunities through market intelligence, competitor analysis and customer insights.
- Develop and manage sales budgets, forecasts, pipelines and resource allocation.
- Oversee route-to-market strategies and optimize sales coverage, distribution and execution.
- Collaborate with Marketing, Finance, Supply Chain and other departments to align commercial objectives.
- Negotiate strategic agreements and commercial terms with key customers and business partners.
- Monitor market trends, pricing, promotions and competitor activities to identify growth opportunities.
Skills & Qualifications
- Bachelor’s degree from a recognized university.
- Minimum 10 years’ proven experience in sales and sales management, preferably within the FMCG industry.
- At least 5 years’ experience in a senior sales leadership or commercial management position.
- Strong understanding of FMCG markets, distribution channels, route-to-market strategies and customer segments.
- Demonstrated track record of consistently achieving and exceeding sales and revenue targets.
- Strong leadership, coaching, people-management and team-development skills.
- Customer service excellence and problem-solving orientation
- Team collaboration and coordination skills
- Ability to work independently and meet sales targets
- Proficiency in MS Office Suite and CRM software
- Strong problem-solving and evaluation skills
- Strategic thinking and market analysis capability
- Proven sales and negotiation skills
- Strong business development and client relationship management skills