Head of Sales – FMCG

About the role

The Head of Sales will lead the commercial function of an award‑winning FMCG company in Kenya, driving national sales growth for high‑quality, affordable sanitary pads and upcoming product lines. Reporting to the CEO, the role combines strategic planning, team leadership, and market intelligence to capture key market share.

Key responsibilities

• Achieve national commercial targets including net sales, distribution coverage and 5P strategies.
• Develop and execute sales initiatives, programs and go‑to‑market plans in collaboration with the CEO.
• Manage, coach and motivate the commercial team and ensure adherence to SOPs.
• Oversee distributor relationships, key account joint business planning and top‑to‑top negotiations.
• Build and analyse trade, master and market data to generate actionable insights.
• Prepare accurate sales, distributor and market reports for senior leadership.
• Maintain relationships with government, trade partners and local associations.

Required profile

• Proven experience leading sales teams in the FMCG sector.
• Strong track record of meeting or exceeding national sales targets.
• Excellent negotiation and stakeholder management skills.
• Ability to translate data insights into commercial actions.
• Leadership capability to develop and retain high‑performing teams.

Required skills

• Data‑driven sales analysis and reporting.
• Strategic planning and execution of 5P (Product, Price, Place, Promotion, People) initiatives.
• Distributor and key‑account management.