Head of Sales

Head of Sales

Our client, a reputable food manufacturing company, is seeking an experienced and commercially driven Head of Sales to lead its regional sales function.

The successful candidate will be responsible for driving profitable growth and expanding the company’s portfolio of products across the assigned regional markets. The role will focus on developing and executing the sales strategy, identifying new business and market opportunities, and building strong, sustainable relationships with key customers, distributors and other strategic partners.

They will work closely with key decision-makers to grow both sales volumes and brand value while strengthening the company’s market position. Working directly with the Executive Leadership Team, Department Managers, customers and distributors, the successful candidate will provide strong commercial leadership, drive sales performance and contribute to the continuous improvement of business processes and overall profitability.

Key Responsibilities

• Develop and implement regional sales plans, targets and strategies aligned with overall business objectives and the strategic plan.

• Drive achievement of sales targets by managing the sales funnel, forecasting quarterly and annual revenues, and monitoring performance against objectives.

• Manage and optimize the CRM system, ensuring accurate pipeline management, effective customer follow-up and appropriate training of the sales team.

• Lead, mentor and support Sales Managers and sales teams, including identifying hiring and training needs and addressing performance issues in collaboration with HR.

• Manage and strengthen relationships with key accounts, customers and distributors, ensuring high service standards and timely resolution of customer concerns.

• Analyze regional sales performance, market trends and competitor activity to identify growth opportunities and adjust sales objectives and activities accordingly.

• Prepare and manage the annual sales budget, including oversight of regional sales expenditure and expenses.

• Monitor and report on regional sales performance through regular dashboards, proactively identifying challenges and implementing appropriate solutions.

• Key Qualifications

• A degree in Business Administration, Commercial, Sales or a related field. An MBA or postgraduate qualification is an advantage

• Proven work experience as a Regional Sales Manager, Area Manager or similar senior sales role

• Ability to measure and analyze key performance indicators (ROI and KPIs)

• Familiarity with CRM software

• Ability to lead and motivate a high-performance sales team

• Excellent communication skills

• Strong organizational skills with a problem-solving attitude

• Availability to travel as needed

• Summit Recruitment and Search Africa is a leading Recruitment and Executive Search agency headquartered in Kenya providing outstanding talent to a wide range of companies and NGOs in various business sectors across Africa.

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