Location: Lagos, Nigeria / Nairobi, Kenya

Reports to: Regional Director Africa / Global Sales Director

Industry: FMCG Personal Care

Role Overview:

We are seeking a dynamic, commercially astute, and results-driven Head of Sales to spearhead our sales operations across Nigeria and Kenya, two of our fastest-growing African markets. The incumbent will be responsible for driving top-line growth, strengthening market share, developing winning sales strategies, and ensuring flawless execution in line with the companys long-term vision.

Key Responsibilities:

Sales Strategy & Execution:

- Develop and execute sales strategies to deliver revenue, volume, and market share objectives in Nigeria and Kenya.

- Identify growth opportunities across channels (Modern Trade, General Trade, E-Commerce, B2B, Institutional Sales).

- Set annual and quarterly sales targets, monitor performance, and take corrective actions where required.

Market Expansion & Business Development:

- Build and strengthen distribution networks across both countries to ensure last-mile availability.

- Expand brand presence in new towns, regions, and emerging retail formats.

- Develop and manage relationships with key distributors, wholesalers, retailers, and e-commerce platforms.

Team Leadership & Capability Building:

- Lead, mentor, and develop a high-performing sales team across Nigeria and Kenya.

- Drive performance culture with clear KPIs, accountability, and recognition systems.

- Build cross-functional collaboration with Marketing, Trade Marketing, Finance, and Supply Chain.

Commercial & Financial Management:

- Drive pricing strategy, trade promotions, and discount structures to balance profitability and competitiveness.

- Monitor sales budgets, forecasts, and P&L for Nigeria and Kenya.

- Ensure effective credit management and timely collections.

Insights & Market Intelligence:

- Track competitor activities, channel dynamics, consumer preferences, and regulatory environment.

- Leverage market insights to shape sales initiatives and strengthen market positioning.

Key Requirements:

Education: MBA/Graduate in Business Management, Sales, or related field.

Experience:

- 12 to 15 years of progressive sales leadership experience in the FMCG / Personal Care industry.

- Proven track record in Nigeria and/or Kenya markets, with strong local market knowledge.

- Experience managing diverse channels (GT, MT, E-commerce, Institutions).

Leadership Skills: Exceptional people management skills with the ability to inspire, influence, and lead cross-cultural teams.

Commercial Acumen: Strong understanding of trade dynamics, P&L management, pricing, and distributor management.

Execution Mindset: Ability to deliver results in highly competitive and complex environments.

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Posted By

Sagar Shinde

Team Leader - Sourcing at ACH Management Consultants Pvt Ltd

Last Active: 24 September 2025

Job Views:
847

Applications: 307

Recruiter Actions: 1

Posted in

Sales & Marketing