Channel Development Leader – Modern Trade

About the role

As a Channel Development Leader – Modern Trade at Mars Snacking in Nairobi, you will lead the delivery of profitable and sustainable growth across the Modern Trade channel. You will partner closely with distributors, retail partners and cross‑functional Mars associates to champion customer relationships, drive joint business planning and unlock commercial opportunities.

Key responsibilities

• Deliver sustainable volume and value growth for the Modern Trade channel through short‑ and long‑term customer plans and demand planning.
• Establish Mars as the partner of choice via robust customer engagement frameworks, business reviews and top‑to‑top executive meetings.
• Collaborate with the Modern Trade distributor to align on strategic channel goals, co‑deliver Joint Business Plans and ensure seamless cross‑functional support.
• Execute disciplined trade spend and channel revenue management to maximize ROI and profitability.
• Line‑manage and develop a team of three Key Account Managers, setting objectives, measuring performance and driving career development.

Required profile

• Minimum 8 years’ experience in Key Account Management or commercial business development within FMCG.
• Proven leadership and people‑management capabilities, with experience coaching and developing high‑performing sales teams.
• Bachelor’s degree (MBA or advanced degree is an advantage).
• Strong commercial acumen and financial rigor, with expertise in joint business planning, revenue management, trade‑spend efficiency and demand forecasting.
• Excellent negotiation, stakeholder management and relationship‑building skills to engage retail partners at top‑to‑top levels.

Required skills

What we offer

• Access to over 130,000 diverse associates guided by Mars’ Five Principles.
• Purpose‑driven environment focused on building a better future.
• Best‑in‑class learning and development from day one, including Mars University.
• Competitive salary and benefits package, including a company bonus.