The Head of Sales will lead and drive the commercial agenda across East Africa, with ownership of revenue growth, market share, distribution expansion, and sales team capability. This is a hands-on leadership role with a strong focus on execution, numbers, and routes to market across all channels.
Key responsibilities
Own and deliver the East Africa sales strategy with a strong emphasis on execution, scale, and sustainable growth
Lead, coach, and manage Sales Managers across markets, building a high-performance, accountable sales culture
Drive revenue growth, market share gains, and numerical distribution across all channels
Route-to-market execution and optimisation across modern trade, general trade and institutions
Translate commercial strategy into clear, actionable plans with measurable targets at every level
Work closely with Trade Marketing, Marketing, Finance, Logistics and Operations to ensure strong in-market execution
Build strong relationships with key customers, distributors, and strategic partners
Lead forecasting, budgeting, and sales performance reviews with a strong grip on numbers and discipline
Recruit, develop, and retain top sales talent, with a strong focus on coaching and succession planning
Actively contribute as a member of the leadership team, shaping broader business strategy and decisions
Requirements
Do you have 10 or more years' experience in FMCG sales?
Have you led sales across multiple channels (e.g. modern trade, general trade, distributors, HORECA, key accounts, or exports)?
How strong is your experience in designing or optimising route-to-market and distribution models?
How strong is your track record in driving market share growth in competitive FMCG categories?
How comfortable are you leading sales using numbers, forecasts, KPIs, and performance dashboards?