Head of Sales – East Africa

About the role

Tropical Heat is hiring a Head of Sales for a full-time, on-site position in Nairobi. The role leads the commercial agenda across East Africa, owning revenue growth, market share, distribution expansion and sales team capability. It is a hands-on leadership role focused on execution, numbers and routes to market across all channels.

Key responsibilities

• Own and deliver the East Africa sales strategy with a focus 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
• Handle route-to-market execution and optimisation across modern trade, general trade and institutions
• Turn commercial strategy into clear, actionable plans with measurable targets at every level
• Work with Trade Marketing, Marketing, Finance, Logistics and Operations to ensure strong in-market execution
• Build relationships with key customers, distributors and strategic partners
• Lead forecasting, budgeting and sales performance reviews
• Recruit, develop and retain sales talent, with a focus on coaching and succession planning
• Contribute as a member of the leadership team, shaping broader business strategy

Required profile

• Degree in Sales, Marketing, Business Administration or a related field
• 10 or more years of experience in FMCG sales
• Experience leading sales across multiple channels such as modern trade, general trade, distributors, HORECA, key accounts or exports
• Track record of driving market share growth in competitive FMCG categories