• The first and most critical phase of this role is to identify, recruit, and onboard a nationwide network of key wholesalers and distributors. These partners will act as the primary route-to-market, holding stock and fulfilling demand created by the field team in the last mile.
• Once the wholesale/distributor network is established and stocked with volumes, the second phase involves recruiting and managing a national team of market developers (“foot soldiers”), who will list and activate last-mile outlets (dukas, kiosks, mini-marts) and generate pull orders routed through the distributor network.

Key Responsibilities:

• Route-to-Market Strategy & Execution
• Design and implement a robust national GTM (Go-To-Market) strategy.
• Recruit and onboard wholesalers and distributors to serve as stock-holding intermediaries between the company and the GT outlets.
• Distributor & Wholesaler Management
• Sell volumes into newly recruited partners and ensure adequate stock is available.
• Structure supply chains to enable effective order fulfillment for last-mile customers.
• Field Force & Last-Mile Activation
• Recruit, train, and lead a team of market developers (foot soldiers) to list and activate up to 130,000 GT retail outlets by December 2025.
• Drive pull-through by generating repeat orders from retail outlets via the distributor network.
• Sales Performance Management
• Set clear sales and activation targets; monitor performance and coach teams for success.
• Deliver detailed sales reports and market insights regularly.
• Market Intelligence & Product Training
• Lead product training initiatives for all sales and distribution partners.
• Monitor competitor activities and adjust strategy accordingly.

Requirements

Minimum Requirements:

• At least 10 years of experience in GT sales within the FMCG sector.
• Proven ability to launch products through distributors and wholesalers with zero market presence.
• Strong experience in last-mile activation and GT product rollout.
• Must have managed a field team of 50+ people across multiple regions.
• Strong data analysis, route-to-market design, and performance tracking skills.
• Well-networked with key GT players, including wholesalers and distributors.
• Willing and able to travel extensively nationwide.
• Professional, mature, and results-oriented and good negotiation skills.