Drive sustainable and profitable growth across assigned East African markets by leading distributor performance, commercial planning, customer development and market execution. The role will combine hands-on business delivery with the development of capability for broader regional leadership responsibilities and operates within a regional business covering Kenya, Ethiopia, Djibouti, Uganda, Tanzania, Rwanda, Burundi and Somalia
- Business Delivery: Own turnover, growth, profitability and market execution targets for the assigned approximately EUR 7M business. Lead annual plans, monthly performance reviews and corrective actions.
- Distributor Leadership: Build and execute joint business plans, lead distributor governance, strengthen capability and hold partners accountable for agreed commercial outcomes.
- Commercial Planning: Own forecasting, demand planning, pricing, portfolio mix, trade investment and promotional planning in collaboration with relevant functions.
- Market Development: Identify and convert growth opportunities across priority geographies, brands, customers and channels. Expand distribution, coverage and execution quality.
- Operational Excellence: Maintain healthy inventory, service, working-capital and order discipline. Proactively manage supply risks and prevent avoidable out-of-stocks.
- Cross-Functional Leadership: Partner with Supply Chain, Finance, Marketing and Customer Operations to deliver end-to-end business priorities and resolve execution barriers.
- Governance and Compliance: Ensure distributor operations, commercial investments and market activities comply with company policies, controls and regulatory requirements.
- Scale and Succession: Demonstrate readiness to assume additional markets, customers and P&L responsibility as the East Africa business grows.
- Bachelor's degree in Business, Commerce, Marketing or a related discipline; postgraduate qualification is an advantage.
- Approximately 5-8 years of progressive FMCG commercial experience in Sales, Customer Development, Distributor Management or a related field.
- Proven record of delivering sales and business targets through distributors and customers.
- Strong commercial acumen, analytical capability and understanding of P&L drivers.
- Comfort operating independently across multiple markets and influencing stakeholders without direct authority.
- East Africa or comparable emerging-market exposure is strongly preferred.
- High ownership, learning agility, resilience and an entrepreneurial growth mindset.
- Distributor management - Joint business planning, governance, performance reviews and capability building.
- Commercial delivery - Demonstrated delivery of growth, revenue targets and disciplined execution.
- Planning and analytics - Forecasting, demand planning, performance analysis and action-oriented reporting.
- Financial acumen - Working knowledge of P&L, gross margin, trade investment, ROI and working capital.
- Route to market - Experience improving coverage, channel execution and distributor productivity.
- Stakeholder leadership - Ability to align customers and cross-functional teams around clear decisions and actions.
- Communication - Executive-ready written and verbal communication, including customer negotiation and business reviews.