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General Trade Manager

Salary rangeConfidential | Contract type: Permanent

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Job Summary

Our client is a leading manufacturer and distributor of quality Body, Hair care and Baby care products with their headquarters in Uganda. As part of their strategy to expand and structure their rapidly growing business in Kenya, our client seeks to recruit a General Trade Manager to be based in Nairobi, Kenya. This role will report directly to the Head of Sales.The successful candidate’s overall responsibilities will be;
  • Achieving gross and net sales, distribution (numeric and weighted), gross to net, debts (days of sales outstanding debts), pricing, 5P targets, trade margins in the distributive trade
  • Developing and effectively implementing the company’s product flow
    and pricing ‘Go to Market’ strategy.
  • Keeping the sales team and contracted partners (distributors, certain wholesalers) effectively trained, incented and motivated to deliver targets.
  • Monitoring performance at a micro level, closing gaps early, exploiting opportunities and soliciting / providing feedback to sales team members and contracted partners
  • Gathering and analyzing trade data, analytics and exploiting findings on-going
  • Managing the cost of selling within targets.


The General Trade Manager is responsible and accountable for the following core job elements:

  • Consistent achievement of trade coverage and distribution targets. Optimizing trade coverage, rep call effectiveness and efficiency to drive product distribution.
  • Achieving gross sales, gross to net spending targets, monthly / quarterly and annual net sales targets
  • Managing and enforcing distributor agreement terms and conditions.Negotiating annual ‘Joint Business plans’ KPIs, targets methodology of measuring. Monitoring, reporting and managing all distributor ‘Top to Top’ meetings. Advising management on performance and issues arising.
  • Develop and achieve 3P (Mandated Product, Placement, Point of purchase materials) strategies and execution to achieve targets for each retail environment.
  • Develop, manage all trade terms & conditions, growth activity and best practice. Manage trade credit as per policy, responsible for all trade debt compliance and all debt collections within target
  • Ensure ‘right people; right jobs’, optimum resource and asset utilization to lower the cost of selling and ensure optimum efficiency and effectiveness
  • Ensure the sales team is fully able to implement the strategies and other direction effectively countrywide through instructions, training,coaching, evaluation and feedback
  • Drive weighted and numeric distribution levels to target, manage best merchandising, seeding practice.
  • Manage, exploit all data, analytics to ensure continuing deep understanding of and response to the top twenty key performance indicators for the businesses benefit.
  • Maintain understanding of developments in the country and local trade at all levels, exploiting all the opportunities. Develop, maintain adequate business forecasts, demand plans and advise management
  • Manage the excellent execution of trade, shopper and consumer promotions.
  • Travel to meet customers and other commercial partners at least 70% of the time.

The position meets with functional managers from the following areas:
  • Key Accounts Sales Manager, Marketing Manager – close collaboration is key.
  • Supply Chain & Logistics, Plant and Manufacturing, Finance and Accounts, Legal and HR
  • Sales people at all levels

  • An undergraduate degree from an accredited University, at least seven years’ experience in progressively increasing sales responsibilities.
  • Multinational company experience is preferred.
  • Demonstrate a track record of sales target achievement, excellence in 3P execution, understanding of and good trade relationships. Outstanding shopper and consumer knowledge, negotiations skills.
  • Outstanding strategic, analytical, numerate, creative skills and presentation talents.
  • Good financial analysis skills, ability to effectively manage a basic profit and loss statement, awareness of supply chain and sales activity impacts on the cash flow statement.
  • Ability and evidence of managing people with respect to promote a firm and caring attitude, teamwork and continuous improvements. Evidence of continuous learning and execution of new practices.
  • Must be able to represent the business at all levels of interaction with trade partners responsibly.

Job Requirements

Required education: Bachelor's degree
Required relevant work experience: 7 years
Required languages: English (Spoken: fluent | Written: fluent)

Mandatory attachments

Please have a scan or photo of these documents ready when you start the application:

Self-prepared CV file - the employer wants to see a CV that you have prepared yourself
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Tume Middle Africa Consulting Ltd

SK offices;A5, 154 Rapta Rd, Westlands, NAIROBI, KE
50-100 people
Human resources, talent development, recruiting

TUME Middle Africa Consulting is a business advisory service offering support to Companies and business professionals who want to build their brands and markets in Africa. TUME works with our clients to recruit, develop and deliver skills, expertise and capability in Governance, Strategy, Sales and Marketing in order to drive business forward for clients across Middle Africa. TUME works with selected independent professional partners in each of Africa’s diverse markets to merge global expertise with local knowledge and deliver outstanding, actionable solutions. Each opportunity or challenge is analyzed individually and solutions, which include appropriate advice, comprehensive execution plans, support for or implementation in each market offered as may be agreed with our client. TUME is your partner in hiring and growing Human Capital. Working together with your team, our HR and Leadership experts will recruit the right people for the right positions. TUME will help align your human resource to your strategy for optimal returns. Let’s discuss your next growth initiative

Benefits included

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