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Head Of Sales And Commercial Development
📍 Mombasa 💼 On-site ⏰ Full Time 📋 Permanent Contract 🏷️ Sales
Minimum Experience
1 year
Application Deadline
📅 31/12/2026
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Job Description
JOB TITLE HEAD OF SALES AND COMMERCIAL DEVELOPMENT NATURE OF JOB FULL TIME INDUSTRY FMCG SALARY ATTRACTIVE JOB LOCATION MOMBASA
DUTIES AND RESPONSIBILITIES Sales Strategy &Business Growth
  • Develop and execute a comprehensive sales strategy aligned with company objectives.
  • Identify and pursue new business opportunities in local and export markets.
  • Drive revenue growth across juice, pulp, and dried fruit product lines.
  • Set annual sales targets and ensure consistent achievement of performance KPIs.

Retail, Wholesale & Export Channel Development
  • Build and strengthen retail and wholesale distribution networks across Kenya and regional markets.
  • Develop and manage export sales channels targeting Uganda, Ethiopia, GCC countries, and Europe.
  • Identify and onboard strategic distributors and key accounts.
  • Optimize route-to-market strategies for different product segments.

Distributor &Key Account Management
  • Establish and maintain strong relationships with distributors, wholesalers, and key customers.
  • Negotiate contracts, pricing, and trade agreements.
  • Monitor distributor performance and ensure compliance with company standards.
  • Resolve customer issues and ensure high levels of customer satisfaction.

Brand Development & Market Positioning
  • Lead commercial input into brand strategy for Picana juices and dried fruit products.
  • Collaborate with marketing teams to strengthen brand visibility and market penetration.
  • Support product positioning, pricing strategies, and promotional activities.
  • Conduct market intelligence to guide product development and innovation.

Team Leadership & Performance Management
  • Lead, mentor, and develop the sales team to achieve high performance.
  • Set clear KPIs, monitor performance, and conduct regular performance reviews.
  • Build a results-driven and customer-focused sales culture.
  • Identify training needs and support continuous professional development.

Customer Relationship Management
  • Build and maintain long-term strategic relationships with key clients.
  • Ensure timely response to customer needs and inquiries.
  • Drive customer retention and loyalty initiatives.
  • Oversee resolution of escalated customer issues.

Compliance & Export Standards
  • Ensure compliance with food safety and export regulations including HACCP, FSSC, and other relevant certifications.
  • Work closely with quality assurance teams to meet international market requirements.
  • Ensure documentation and processes meet export compliance standards.

Sales Reporting & Analytics
  • Prepare and present regular sales performance reports to senior management.
  • Analyze market trends, competitor activity, and pricing dynamics.
  • Use data-driven insights to refine sales strategies and improve performance.

 KEY REQUIREMENT SKILLS AND QUALIFICATION
  • Bachelor’s Degree in Marketing, Business Administration, Agribusiness, or related field.
  • MBA is an added advantage but not mandatory.
  • Minimum 7+ years of experience in FMCG sales and marketing.
  • Strong background in juices, fruit pulp, dried fruits, or related FMCG categories.
  • Proven experience in both B2B sales (bulk pulp supply, industrial clients) & B2C/FMCG retail sales (juices/snacks)
  • Experience in export markets (Uganda, Ethiopia, GCC, Europe) is highly desirable.
  • Strong distributor management and key account handling experience.
  • Strategic sales planning and execution
  • Strong negotiation and closing skills
  • Distributor and channel management expertise

 HOW TO APPLY
  • If you meet the above qualifications, skills and experience share CV on recruitment@britesmanagement.com
  • Interviews will be carried out on a rolling basis until the position is filled.
  • Only the shortlisted candidates will be contacted.
Location
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About the Company
Brites Management Services Limited publishes its vacancies in Kenya through Saplic. Profile created automatically.