The Regional Manager is responsible for driving growth by providing strategic direction and focus through the establishment of clear goals consistent with the overall Trade Marketing and Distribution (TMD) strategy for their assigned distributor and Area Team. This senior role requires leveraging commercial acumen to drive productivity by ensuring the team makes strategic decisions that positively impact both short-term and long-term bottom-line results, effectively managing risks and opportunities. The manager must also foster responsibility by ensuring that the team and distributor act within all applicable laws and that all activities are strictly guided by Compliance, Oversight, Risk and Assurance (CORA) and Legal standards. Ultimately, the role drives a winning organization by building enthusiasm, managing change, inspiring passion, and focusing on continuous team development and coaching.
Key Responsibilities
- Deliver West of Kenya performance objectives, which currently account for approximately 35% of Kenya volume and value in FMC (Fast Moving Cigarettes) and 40% NC (Next Generation Products/Non-Combustibles).
- Successfully manage the secondary supply chain, ensuring order cycles and deliveries are strictly adhered to.
- Deliver core TM&D objectives: availability, visibility, volume, mix, margin, quality, and price management.
- Manage the Distributor relationship to ensure the adoption and adaptation of appropriate Route To Market (RTM) models.
- Manage the allocated Non-Brand Specific Expenditure (NBSE) budget and activities to ensure effective delivery of set objectives.
- Ensure personal and team adherence to all outlined company policies and relevant controls.
- Develop and maintain a valid, practical, and ready-for-execution Business Continuity Plan (BCP) / Loss Prevention Document (LDP) plan for the assigned territory.
- Ensure that the TM&D team is well trained and motivated.
- Closely monitor distributor’s performance within the allocated area.
Qualifications and Experience
We are looking for a candidate with:
- Education: A Business degree in Business Administration or Marketing. An MBA/MSc/MA is highly desirable for this role.
- Experience:
- Minimum of 10 years of total experience in the field.
- At least 6 years' experience specifically in the tobacco or a similar fast-moving consumer goods (FMCG) category.
- Knowledge & Skills:
- Clear understanding of the market framework and new ways of working.
- Clear understanding of the Route To Market (RTM) operations.
- Good understanding of Supply Chain and Finance principles.
- Proven ability to engage with high-level internal and external partners/stakeholders (including Customers, Agencies, Government officials, and Suppliers).
- Proven people leadership skills with the ability to motivate and energize the field force team.
- Excellent communication skills and strong interpersonal skills.
