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Published: May 10, 2022 (16 days ago)

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Job Summary

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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.


  • 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

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