Our client a leading food & beverage manufacturing company is currently looking to hire a Head of Commercial.

Our client a leading food & beverage manufacturing company is currently looking to hire a Head of Commercial.

Sales Strategy & Execution

• Scope out the sales universe based on topline revenue and rate of sale targets
  

• Define products, formats, pricing and merchandising are best, by channel
  

• Define an approach to go after that universe (distributors, 3rd party sales etc.)
  

• Lead execution and tracking of commercial strategy
  

• Own the commercial budget
  

• Report monthly on spend vs. plan
  

Team Management

• Build a team of sales warriors – hire the right mindset
  

• Train the team into exceptional warriors – equip them with the right tools
  

• Structure team responsibilities and targets to best drive growth – deploy them in the most effective way
  

Distributor and Key Account Management

• Own the distributor P&L to best deliver against growth and bottom line
  

• Lead contract negotiator including pricing and payment terms
  

• Ensure team is best structured to deploy against requirements
  

• Define annual plan with distributors and key accounts to maximize partnership (promotions, activations etc.)
  

• Develop point of sale items aligned to brand needs
  

Partnerships and Events

• Define an annual events and activation schedule for the year to best reach the commercial targets
  

• Run the monthly product activations in-store and at events including managing the set-up, the promoters, engaging consumers and amplifying each activation online
  

• Engage and entertain influencers at key events
  

• Support the MD in identifying and locking awareness-driving partnerships, cross product partnerships etc.
  

Qualifications

• 7+ years of commercial experience, preferably working in the FMCG sector in East Africa.
  

• A background in food and beverage is a huge plus
  

• Entrepreneurial drive with demonstrated ability to work within a high-growth, fast-paced environment
  

• Strong analytical skills, with the ability to analyze and manipulate data for decision-making
  

• Excellent communication skills, with the ability to motivate, mentor and develop a high performing, proactive sales team
  

• You have great experience with the commercial landscape in Kenya
  

• You have experience building sales systems and processes from scratch and implementing them
  

• You are a results-driven and independent individual but also able to be a team player