Sales Head – Africa Job (175K)

Sales Jobs

Job Summary

The Sales Head – Africa is responsible for leading and growing an international sports brand across Distribution, MBO (Multi-Brand Outlets), and SIS (Shop-in-Shop) channels across Africa, with a primary focus on East Africa. This is a pioneering role responsible for establishing and scaling the brand’s retail and distribution footprint across the region.

The role drives sell-in and sell-out performance, expands retail presence, builds strong partnerships with distributors and retailers, and ensures operational excellence across all partner stores. This position is suitable for a senior commercial leader with strong existing industry connections across distribution, MBO, and SIS channels within the African sports retail ecosystem.

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Key Responsibilities

Distribution Channel Management

• Develop and execute the distribution strategy for Africa.
• Identify, appoint, onboard, and manage regional distributors.
• Ensure effective market coverage across African markets.
• Track distributor performance, inventory hygiene, and secondary sales.
• Conduct monthly and quarterly business reviews with distributors.

MBO (Multi-Brand Outlets) Management

• Expand presence across top national and international MBO partners.
• Negotiate margins, pricing, payment terms, and assortments with MBO accounts.
• Drive ideal assortment planning across running, football, lifestyle footwear, and accessories.
• Monitor competitor activity and recommend corrective actions.
• Drive VM execution, retail staff training, and brand visibility.

SIS (Shop-in-Shop) Management

• Identify retail chains and locations suitable for SIS formats.
• Lead end-to-end SIS setup, including space negotiation, fixture installation, product mix planning, and visual merchandising.
• Monitor SIS sales performance and improve productivity.

Sales Operations & Performance

• Achieve monthly, quarterly, and annual sell-in and sell-out targets.
• Manage product launches, pricing, promotions, and stock rotation.
• Prepare sales forecasts and align with supply chain teams.
• Conduct regular market visits for execution checks and feedback.

Team Leadership & Training

• Lead and mentor sales executives, merchandisers, and SIS staff.
• Conduct regular product and sales training for distributors and retail teams.
• Develop a high-performance culture, supported by clear KPIs and structured reviews.

Business Development & Market Expansion

• Identify new retail opportunities in malls, sports hubs, and urban centres.
• Drive expansion into emerging towns and high-potential cities.
• Lead competitive strategies to increase market share.

Reporting & Data Analysis

• Prepare daily, weekly, and monthly sales and market reports.
• Analyse sell-through, stock ageing, and regional trends.
• Provide insights on best sellers, slow movers, and customer behaviour.
• Manage key accounts, distributors, and retail partners.

Minimum Qualifications & Requirements

• Bachelor’s degree in Business, Sales, Marketing, or a related field.
• Minimum 10+ years’ sales experience, preferably in sports footwear, sports apparel, accessories, or sports equipment.
• Strong knowledge of the African retail and distribution ecosystem.
• Experience handling distributors, MBOs, and SIS formats.
• Proven record of achieving sales targets.

Experience and Skills

• Excellent negotiation and relationship-building skills.
• Strong analytical and planning capability.
• Proven leadership and people management skills.
• Strong communication and presentation skills.
• High energy, self-driven, and target-oriented.
• Ability to travel extensively across Africa.

Key KPIs

• Sales revenue growth (sell-in & sell-out)
• Distributor productivity and coverage
• MBO penetration and SIS performance
• Sell-through ratios
• Stock rotation and ageing
• New store openings and expansions
• VM compliance and brand visibility scores

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How to Apply

Interested candidates are invited to submit their CV and cover letter to careers@morsanhr.co.ke with the subject line: Application – Sales Head Africa

Only shortlisted candidates will be contacted