Export Sales Manager - FMCG (Kenya location)

Alliance Recruitment Agency · India

Sales – Exports Manager

Summary

The Company is seeking an experienced Exports Manager to lead sales growth across

African markets. This role is responsible for identifying opportunities, managing distributor

relationships, driving volume and visibility, and ensuring strong route-to-market execution in

each country. The Exports Manager must have hands-on experience working in African

markets and a strong understanding of regional trade dynamics, compliance, pricing,

logistics, and in-market execution. Responsible for recruitment and training of the team.

Key Responsibilities

Market Development and Sales Growth

● Drive sales expansion across target African countries through structured planning

and execution.

● Identify new distributors, evaluate potential partners, and support onboarding and

performance management.

● Develop joint business plans, pricing strategies, route-to-market models, and annual

targets for each market.

● Conduct regular market visits to assess brand presence, visibility, and compliance

with agreed standards.

Distributor and Customer Management

● Build strong relationships with distributors, wholesalers, and key accounts across

African markets.

● Monitor sell-in and sell-out performance, stock levels, and order cycles.

● Ensure timely communication of promotions, pricing, forecasts, and order

requirements.

● Support distributors with sales training, merchandising standards, and market

activation plans.

Commercial Execution

● Prepare sales budgets, forecasts, distributor scorecards, and market performance

reports.

● Track competitor activity, pricing movements, and category trends in each market.

● Work with Marketing on localised campaigns, product launches, and visibility

materials.

● Collaborate with Supply Chain and Logistics to ensure accurate documentation,

timely shipments, and export compliance.

Market Knowledge and Compliance

● Maintain up-to-date understanding of regulatory requirements, standards, and import

procedures in each country.

● Ensure product registration, labels, and documentation meet market rules.

● Monitor currency, duty structures, and trade barriers and adjust plans accordingly.

People Leadership

● Provide leadership to export sales teams and distributor sales representatives.

● Responsible for recruitment and training of the team.

● Conduct performance reviews, coaching, and capability building to strengthen

in-market execution.

● Promote a disciplined, target-driven, and customer-focused culture.

Qualifications and Experience

● Bachelor’s degree in Business, Marketing, International Trade, or related field.

● Minimum five to eight years’ export sales experience, with proven success in African

markets.

● Strong understanding of distributor management, route-to-market planning, and

commercial execution.

● Experience in FMCG preferred, especially food or consumer goods.

● Strong negotiation, communication, and relationship management skills.