Modern Trade Head

Job Description : MODERN TRADE HEAD KENYA The role focuses on managing and expanding partnerships with large retail chains and modern trade channels (supermarkets, hypermarkets, e-commerce platforms, etc.). This role requires a strategic approach to building brand visibility, ensuring product availability, and driving sales growth through modern trade networks. Sales Strategy & Planning: Develop and implement a comprehensive sales strategy for modern trade channels to drive revenue growth. Define objectives, KPIs, and growth targets specific to key retail accounts and modern trade formats. Align business goals with broader company objectives in collaboration with senior leadership. Account Management: Build and nurture long-term relationships with key accounts, including major retail chains and e-commerce platforms. Negotiate trade terms, pricing, and promotions with modern trade partners to ensure optimal product positioning and profitability. Act as the primary point of contact for resolving conflicts, negotiating contracts, and managing account health. Team Leadership: Lead, mentor, and develop a team of regional/key account managers focused on modern trade channels. Drive team productivity and ensure that team members have the resources and skills to achieve their targets. Foster a culture of collaboration and continuous improvement. Category Management: Work closely with marketing, product, and supply chain teams to create tailored category strategies. Conduct market research and consumer insights analysis to drive effective category growth plans. Oversee merchandising, planograms, and shelf-space management for improved visibility and sales in modern trade outlets. Sales Forecasting & Inventory Management: Forecast demand and manage inventory levels in collaboration with the supply chain team to ensure adequate product availability across modern trade channels. Track sales performance, analyze trends, and adjust strategies to respond to market changes. Ensure minimal stock-outs, overstock situations, and coordinate with distribution to optimize supply. Trade Marketing & Promotions: Collaborate with the trade marketing team to design and execute promotions and campaigns specific to modern trade. Evaluate the effectiveness of in-store promotions, displays, and other marketing activities to increase brand awareness and product uptake. Ensure adherence to brand guidelines and positioning in all modern trade channels. Data Analysis & Reporting: Use data analytics to monitor sales performance, shopper behavior, and account-specific insights. Generate reports on key performance metrics, sharing insights with senior management to guide decision-making. Provide strategic recommendations based on data to improve the company’s competitive edge in modern trade. Education: Bachelor’s degree in Business, Marketing, MBA preferred Experience: 10+ years in FMCG sales, with at least 3-5 years in modern trade leadership role. Strategic Thinking: Strong ability to create and implement strategies aligned with company objectives. Negotiation Skills: Excellent negotiation skills for developing mutually beneficial trade terms with key accounts. Analytical Skills: Strong analytical mindset with proficiency in data interpretation and actionable insights. Team Leadership: Proven experience in building, leading, and motivating a team. Communication: Excellent interpersonal and communication skills to effectively liaise with stakeholders and modern trade partners. Problem-Solving: Ability to quickly address issues and resolve conflicts to maintain healthy account relationships. Market Knowledge: In-depth knowledge of FMCG sector trends, modern trade dynamics, and consumer behavior. Adaptability: Able to respond effectively to a fast-paced, constantly changing retail environment. Compensation: Net Savings upto $2500 (Negotiable on Current CTC) + Fully Furnished Family Accommodation + Airfare for Family + Local Salary (Food) + School Fees for Kids + Car + All Expat Benefits

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