Head of Sales and Marketing Job in Kenya

Job Title: Head of Sales and Marketing

Job Code: HSM/H/160120

Number of Positions Open: 1

Reports To: CEO

Location: Kenya

Closing Date: Open Until Filled

Summary: Our client is a large manufacturer and distributor of quality brands in the Food and Beverages industry based in Kenya. 

In line with their short and long term goals they seek to recruit an accomplished and exceptional professional to lead their Sales and Marketing function.

 

Job Summary: Safeguard and grow market share through the design and implementation of an aggressive sales and marketing plan based on thorough analysis and evaluation of the local market.

The Head of Sales and Marketing position is a Senior Management role and you will be expected to provide leadership to a large and growing team. 

The position reports to the Chief Executive Officer and interacts on a strategic level with peers in leadership. 

You will be based in Nairobi with frequent travel to the regions across the country and internationally whenever necessary.

Primary Responsibilities:

• Design and implement proposals to grow market share for our brands in the Food & Beverages category. You are required to duplicate previous successes in similar markets.


• Draw on experience to formulate and execute strategy on new product launches both domestically and in external markets.


• To research – analyse all marketing activities of our business (sales – product mix – customer profil8le –demographic etc.) – campaign and propose effective ideas on :

1. Product positioning


2. Chain Positioning


3. Merchandise Point of Purchasing (POP)/Point of Sale (POS)


4. Local Store Marketing (LSM) Programs


5. Sales & Service training

• Drive the consistent and sustained effort to achieve Sales Targets in order to maintain profitability and provide return on investment.


• Participate in the Development of a strategic sales and marketing plan for all products and oversee the implementation of this plan. Marketing plans should include – Advertising, Sales Promotion, Public Relations, Product Development, Pricing & Distribution


• Contribute in implementation and expansion distribution channel networks for all company products both in foreign markets and across the country.


• Monitor the sales performance of competitors, both local and international, to ensure the company maintains and develops its competitive position through counter offers and mitigating strategies to any perceived threats.


• Create and maintain a distributor database; analyze their strengths and weaknesses to inform future choices. Identify and recruit new accounts both domestic and export to foster growth and sustainability and expand the market.


• Ensure the implementation of and adherence to the credit control policy in line with company objectives, targets and operating budget; critically evaluate the cost and the benefits of all new ideas and initiatives to ensure that resources are appropriately directed to give maximum value.


• Conduct market surveys to monitor trends in market share and devise strategies aimed at growing this share to raise sales turnover.


• Assist in formulating and monitoring the annual business plan and budget to ensure the long term success and viability of the company and the attainment of its objectives. Direct and control the sales staff to ensure that they are appropriately motivated, trained and working towards the achievement of the company’s objectives.


• Advise the company management on development of new initiatives, promotion and marketing strategies of existing and new products so as to ensure the company’s overall profitability is improved and sustained.


• Maintain effective internal communication to ensure that all relevant company functions are fully informed of sales department objectives, strategies and achievement for both local and export accounts.


• Ensure that the Sales team is aware of emerging international trends and practices in Sales and technological advancements to ensure that the company develops and maintains a competitive edge


• Promote and represent the interests of the company at senior levels, including the central and local governments, key customers, the voluntary sector and commercial and trade organizations


• Undertake extensive local and international travel willing to travel extensively across the country and be able to travel outside the country as and when necessary.


• Undertake any other responsibilities assigned to you by the CEO and the board.

Qualifications and Experience

• At least an MBA or equivalent qualification in Sales and Marketing/ related discipline.


• Professional post- graduate qualifications in Sales and Marketing and membership to a relevant professional body (such as CIM)


• At least fifteen years of verifiable achievement in the Sales and Marketing of F&B brands. 


• Exposure to international markets is a definite advantage.


• At least 10 years leading an organization-wide sales and marketing team.

Special Technical Skills Required / Preferred

• Commercial Skills: Extensive experience of leading the strategy & implementation of OBPPC architecture (Occasion, Brand, Package, Price, Channel mix)Revenue Growth Management initiatives & Sales Force Capabilities building


• Route To Market: Experience in creating and transforming segmented RTM strategies & tactics across channels & geographies. Proven capability of building both direct & indirect models and their aspects (prospecting, account development, order generation, delivery, collections and activation). Experience in penetrating New/ Emerging Channels e.g.


• Strategy / Planning: Solid experience of leading Strategic Portfolio Decisions & actively engaging all parts of the business on them. Extensive management of the context & agenda of Integrated Business Planning (Vision, Strategies & Plans), including defining integrated goals, strategies, plans, initiatives & tracking.


• Business Development: Active involvement in evaluating new business opportunities and facilitating key business development initiatives, including full due diligence.


• Key Accounts Management: Management of large Key Customers in the retail & foodservice segments


• Consumer Marketing: Knowledge of the full Marketing Mix (including Media & PR) of F & B categories, including high value brands.  Experience in building New Brands Strategy, Positioning and Visual Identity


• Corporate Marketing: Intimacy in directing internal & external corporate communication, crisis management, performance reviews, corporate culture & affairs. 


• Innovation / NPD: Strong record of leading Innovation and New Product Development in the broader Food & Beverages segment. Full Project Management from Feasibility Study and R&D to launch.


• Trade / Channel Marketing: Deep knowledge & extensive management of all trade channels (On Premise & off Premise), including Category Management, Point Of Sale Management & Merchandising strategies.


• Promotions: Management of consumer & trade promotional initiatives of all mechanisms (on pack, price & volume offers, SMS, digital & cross category). Track record of maximizing Return on Investment through growing volume, value & brand health


• Research: Proven ability to derive quantitative & qualitative consumer & shopper insights into actions. Skilled at translating macro environment forces into scenario & contingency plans. Extensive knowledge of AC Nielsen, Canadean, IRI, IMES, Euromonitor, TNS, MRB, GfK & Synovate research studies & reports. Experience on designing Business Analysis & Reporting tools to analyze performance drivers


• Franchise Management: Background in leading Franchisors & Franchisees is desirable.


• Finance Management: Full Profit & Loss responsibility for categories, brands & at company level


• Change Management: Familiarity with facing and managing evolving organizational structures, dynamic macro & trade environments and evolving shopping habits

How to Apply:

Interested candidates holding the necessary requirements, good performance and / or references are encouraged to apply with detailed CV’s, inclusive of names and contacts of 3 referees, current telephone number and email address by scrolling down and clicking on: Head of Sales and Marketing

Kindly include your current and expected remuneration in your resume.

Kindly be advised, this job is open to Kenyan nationals only