The role of the Sales Manager for Kenya is to manage and expand mainline sales operations across the country. This position encompasses overseeing various sales channels, including Distribution, Multi-Brand Outlets (MBOs), Shop-in-Shop (SIS), Online platforms, Supermarkets, and Franchise Stores. The successful candidate is expected to drive sales growth, optimize channel performance, strengthen partner relationships, and facilitate nationwide market expansion.
Key Responsibilities
Sales Growth & Performance
- Drive sales revenue and volume growth across all channels nationwide.
- Develop and execute Kenya-focused sales plans aligned with overall business objectives.
- Set and monitor sales targets, forecasts, and budgets across channels and regions.
- Track performance metrics and implement corrective actions to achieve sales KPIs.
Channel Management & Execution
- Manage sales performance across Distribution, MBOs, SIS, Online, Supermarkets, and Franchise Stores.
- Ensure consistent execution of pricing, promotions, and brand standards across all channels.
- Identify opportunities to expand existing channels and launch new points of sale across Kenya.
- Support franchise partners to improve store performance and operational execution.
Partner & Key Account Management
- Build and maintain strong relationships with distributors, key accounts, franchise partners, and retail stakeholders.
- Conduct regular performance reviews and joint business planning with partners.
- Negotiate commercial terms to support growth and profitability.
Team Leadership & Coordination
- Lead, coach, and coordinate sales teams, merchandisers, and field staff.
- Set clear objectives and performance expectations for the sales team.
- Foster a results-driven and customer-focused sales culture.
Market Intelligence & Expansion
- Monitor market trends, competitor activity, and customer insights across Kenya.
- Identify new market opportunities, territories, and channel expansion initiatives.
- Support product launches, promotions, and seasonal campaigns in collaboration with Marketing teams.
Reporting & Cross-Functional Collaboration
- Prepare and submit regular sales reports, forecasts, and performance updates to management.
- Work closely with Marketing, Supply Chain, Finance, and Operations to ensure effective execution.
- Support inventory planning and demand forecasting to minimize stock issues.
Qualifications & Experience
- Bachelors degree in Business, Sales, Marketing, or a related field.
- Minimum of 5 years experience in sales.
- Strong experience managing multi-channel sales within the Kenyan market.
- Proven track record of achieving sales targets and expanding market presence.
- Experience working with distributors, modern trade, and franchise models.
- Strong knowledge of the Kenya retail & distribution ecosystem.
