HEAD OF SALES AND COMMERCIAL DEVELOPMENT

JOB TITLE HEAD OF SALES AND COMMERCIAL DEVELOPMENT

NATURE OF JOB FULL TIME

INDUSTRY FMCG

SALARY ATTRACTIVE

JOB LOCATION MOMBASA

DUTIES AND RESPONSIBILITIES

Sales Strategy &Business Growth

• Develop and execute a comprehensive sales strategy aligned with company objectives.
• Identify and pursue new business opportunities in local and export markets.
• Drive revenue growth across juice, pulp, and dried fruit product lines.
• Set annual sales targets and ensure consistent achievement of performance KPIs.

Retail, Wholesale & Export Channel Development

• Build and strengthen retail and wholesale distribution networks across Kenya and regional markets.
• Develop and manage export sales channels targeting Uganda, Ethiopia, GCC countries, and Europe.
• Identify and onboard strategic distributors and key accounts.
• Optimize route-to-market strategies for different product segments.

Distributor &Key Account Management

• Establish and maintain strong relationships with distributors, wholesalers, and key customers.
• Negotiate contracts, pricing, and trade agreements.
• Monitor distributor performance and ensure compliance with company standards.
• Resolve customer issues and ensure high levels of customer satisfaction.

Brand Development & Market Positioning

• Lead commercial input into brand strategy for Picana juices and dried fruit products.
• Collaborate with marketing teams to strengthen brand visibility and market penetration.
• Support product positioning, pricing strategies, and promotional activities.
• Conduct market intelligence to guide product development and innovation.

Team Leadership & Performance Management

• Lead, mentor, and develop the sales team to achieve high performance.
• Set clear KPIs, monitor performance, and conduct regular performance reviews.
• Build a results-driven and customer-focused sales culture.
• Identify training needs and support continuous professional development.

Customer Relationship Management

• Build and maintain long-term strategic relationships with key clients.
• Ensure timely response to customer needs and inquiries.
• Drive customer retention and loyalty initiatives.
• Oversee resolution of escalated customer issues.

Compliance & Export Standards

• Ensure compliance with food safety and export regulations including HACCP, FSSC, and other relevant certifications.
• Work closely with quality assurance teams to meet international market requirements.
• Ensure documentation and processes meet export compliance standards.

Sales Reporting & Analytics

• Prepare and present regular sales performance reports to senior management.
• Analyze market trends, competitor activity, and pricing dynamics.
• Use data-driven insights to refine sales strategies and improve performance.

KEY REQUIREMENT SKILLS AND QUALIFICATION

• Bachelor’s Degree in Marketing, Business Administration, Agribusiness, or related field.
• MBA is an added advantage but not mandatory.
• Minimum 7+ years of experience in FMCG sales and marketing.
• Strong background in juices, fruit pulp, dried fruits, or related FMCG categories.
• Proven experience in both B2B sales (bulk pulp supply, industrial clients) & B2C/FMCG retail sales (juices/snacks)
• Experience in export markets (Uganda, Ethiopia, GCC, Europe) is highly desirable.
• Strong distributor management and key account handling experience.
• Strategic sales planning and execution
• Strong negotiation and closing skills
• Distributor and channel management expertise

HOW TO APPLY

• If you meet the above qualifications, skills and experience share CV on recruitment@britesmanagement.com
• Interviews will be carried out on a rolling basis until the position is filled.
• Only the shortlisted candidates will be contacted.