Export Sales Manager - FMCG

About the role

The company is looking for an experienced Export Sales Manager to drive sales growth across African markets. The role covers identifying opportunities, managing distributor relationships, increasing volume and visibility, and ensuring strong route-to-market execution in each country. It also includes recruiting and training the export sales team. Hands-on experience in African markets and knowledge of regional trade dynamics, compliance, pricing, logistics and in-market execution are required.

Key responsibilities

• Drive sales expansion across target African countries through structured planning and execution.
• Identify new distributors, evaluate partners, and support onboarding and performance management.
• Develop joint business plans, pricing strategies, route-to-market models and annual targets for each market.
• Visit markets regularly to check brand presence, visibility and compliance with agreed standards.
• Build relationships with distributors, wholesalers and key accounts; monitor sell-in, sell-out, stock levels and order cycles.
• Keep distributors informed on promotions, pricing, forecasts and orders, and support them with sales training, merchandising standards and activation plans.
• Prepare sales budgets, forecasts, distributor scorecards and performance reports.
• Track competitors, pricing and category trends, and work with Marketing on localised campaigns and product launches.
• Work with Supply Chain and Logistics on accurate documentation, timely shipments and export compliance.
• Stay up to date on regulations, standards and import procedures, including product registration, labels and documentation.
• Lead the export sales teams and distributor sales representatives, handling recruitment, training, performance reviews and coaching.

Required profile

• Bachelor's degree in Business, Marketing, International Trade or a related field.
• Minimum five to eight years of export sales experience, with proven success in African markets.
• Experience in FMCG preferred, especially food or consumer goods.
• Strong understanding of distributor management, route-to-market planning and commercial execution.

Required skills

• Negotiation, communication and relationship management.
• Understanding of distributor management, route-to-market planning and commercial execution.