JOB PURPOSE:

• To deliver sales volume, profit, and market execution targets in the assigned territory, growing the business while building long-term brand equity in Kenya.
• Main accountabilities of the National Sales Head will include:
• Growing the branded business while building long-term brand equity in Kenya.
• Providing input and implementing an annual business plan for Kenya. Defining appropriate field sales and merchandising resources for optimum trade execution. Developing strong customer relationships, including delivering Annual Customer Plans aligned with channel plans.
• Ensuring the application of programs designed to enhance consumer brand equity, monitoring distributor and trade pricing, ensuring distributor capability efficiencies, outlet execution, and expansion benchmarks are set and met through the execution of distributor plans.
• Managing the customer/distributor plan, periodically reviewing performance, and revising actions as needed. Creating and effectively communicating actions required for superior outlet execution by defining clear ownership and deadlines for all sales forces.
• Managing accounts receivables by securing credit extended to distributors with bank guarantees and ensuring that Days Sales Outstanding (DSO) is within the plan.
• Ensuring adherence to company policies and principles. Budgeting and managing sales expenses. Ensuring optimal asset utilization by maintaining an active database for all trade assets in Kenya. Ensuring that repair and maintenance costs are optimized and provide value for money.
• Managing third parties supporting sales and merchandising activities, ensuring excellence in execution to deliver value for money.

SKILL REQUIREMENTS:
The ideal candidate should meet the following requirements:-

• First Level Business Degree. MBA will be an added advantage.
• At least 10 years experience with Fast Moving Consumer Goods Company of which 5 must have been in senior sales management.
• Must have experience in managing a sales and marketing team in the FMCG Sector.
• Hands on experience in distribution channel development with good track record of channel   management achievements in FMCG industry would be an essential competency.