Sales – Head of Sales Job Tropical Heat
Sales & Marketing Jobs, Tropical Heat Jobs. Responsible for leading the sales function, developing sales strategies, managing sales teams, expanding market reach, building key customer relationships, and driving revenue growth. Requires a degree in Sales, Marketing, Business Administration, or a related field. This is a full-time, on-site position based in Nairobi.
Role overview
- The Head of Sales will lead and drive the commercial agenda across East Africa, with ownership of revenue growth, market share, distribution expansion, and sales team capability. This is a hands-on leadership role with a strong focus on execution, numbers, and routes to market across all channels.
Key Responsibilities
- Own and deliver the East Africa sales strategy with a strong emphasis on execution, scale, and sustainable growth
- Lead, coach, and manage Sales Managers across markets, building a high-performance, accountable sales culture
- Drive revenue growth, market share gains, and numerical distribution across all channels
- Route-to-market execution and optimisation across modern trade, general trade and institutions
- Translate commercial strategy into clear, actionable plans with measurable targets at every level
- Work closely with Trade Marketing, Marketing, Finance, Logistics and Operations to ensure strong in-market execution
- Build strong relationships with key customers, distributors, and strategic partners
- Lead forecasting, budgeting, and sales performance reviews with a strong grip on numbers and discipline
- Recruit, develop, and retain top sales talent, with a strong focus on coaching and succession planning
- Actively contribute as a member of the leadership team, shaping broader business strategy and decisions
Qualifications
- Do you have 10 or more years’ experience in FMCG sales?
- Have you led sales across multiple channels (e.g. modern trade, general trade, distributors, HORECA, key accounts, or exports)?
- How strong is your experience in designing or optimising route-to-market and distribution models?
- How strong is your track record in driving market share growth in competitive FMCG categories?
- How comfortable are you leading sales using numbers, forecasts, KPIs, and performance dashboards?
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