National Sales Manager - FMCG at HCS Affiliates Group

Our client, a well-established company in the FMCG sector and with a long track record in Kenya and overseas Markets, is seeking to recruit a National Sales Manager who will implement, improve present and future route to market and distribution strategies. He/she will also ensure the organizations continuous distribution capacity building growth through an optimum distribution strategy.

Reports to: Head of Sales & Marketing

Direct Reports: Demand Analyst; Logistics Coordinator

Key Duties & Responsibilities

Managerial Duties and Responsibilities

• Develop policies and processes to be applied across the country that enables delivery of and efficient distribution system.
• Develop and implement a comprehensive sales strategy that align with the company’s vision and goals 
• Develop and implement distribution policies and processed for emerging modern retail channels to ensure maximum capitalization.
• Assist the Head of Sales and Distribution develop National distribution route to market to ensure target achievements and company growth. 
• Manage change initiatives as required. Maintaining productive working relationships with all the relevant contacts internally and externally within the distribution chain.
• Provide the business and distribution team leadership keeping the Head of Sales and Distribution appraised.
• Deliver regular updates and presentations to senior management, highlighting key achievements, challenges, and opportunities for growth. 
• Assist the Head of Sales and Marketing in developing sales strategies and lead a national wide Sales team members to achieve the target. 

Operational Roles and Responsibilities

• Manage the distribution channel activities and adjust routes to meet the needs of business partners and improve efficiency.
• Regularly monitor sales performance against budget targets, providing timely updates and actionable recommendations to senior management 
• Prepare monthly, quarterly and annual sales forecast
• Develop and drive key distribution projects.
• Take part in continuous in market assessments of route to market performance and give improvement recommendation.
• Develop distributor logistics capability- infrastructure, business processes and systems.
• Lead implementation of best practices in distribution and sales effectiveness across the country.
• Ensure alignment and continuous order process automations with distribution partners on an integrated route to market.
• Perform any other relevant duties that may be assigned by the supervisor within the scope of the position.

Key Result Areas:

The accountability areas are as follows;

• Effective policies formulation and implementation for revenue growth. 
• Productive working relationships internally and externally for enhanced customer satisfaction 
• Timely and accurate market analysis report.
• Enhanced clientele retention and growth rate.
• Efficient and profitable distribution Channels 
• Distributor management performance 
• Collaboration and implementation of distributor support initiatives. 

Knowledge and Skills Required

The job holder must possess;

• Bachelor’s Degree in a Business-Related course.
• Professional course sales or related field will be an added advantage.
• Eight (8) years of Senior management experience in a relevant field with an in-depth knowledge in Sales and distribution preferably in Fast moving consumer goods 
• Understanding of Sales & Distribution – Expertise in sales techniques, retail and wholesale management, and customer segmentation.
• Market Trends & Consumer Behaviour – Ability to analyse market dynamics, consumer purchasing patterns, and competitor strategies
• Sales Forecasting & Budgeting – Competence in preparing sales projections, revenue planning, and cost management.
• Pricing Strategy-Ensure brand profitability through correct pricing policies and product costing in liaison with the Finance function.
• People Management – Ability to recruit, train, and mentor a high-performing sales team, encouraging a positive and goal-driven team culture.
• Performance Management – Setting KPIs, monitoring progress, and driving results.
• Customer Service Excellence – Ensuring client satisfaction and addressing complaints, improving service, and adapting strategies based on customer input.
• Collaboration with Marketing Teams – Aligning sales initiatives with branding and promotional efforts.
• Data-Driven Decision Making – Using analytics tools to track sales performance and market trends.
• Effective Communication – Ability to present ideas clearly to teams, executives, and customers.
• Negotiation Skills-Demonstrate ability to interact and convince stakeholders to support business strategies and deals.
• A valid Kenyan driving license with driving experience.