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Head of Commercial Job in Kenya

Head of Commercial
Function:  Sales & Marketing
Scope of Role: Kenya
Travel Requirement: 30%

1. Position Purpose Statement
  • Oversee the entire activities of the Sales and Marketing Departments
  • Provide leadership expertise and efficient and focused sales and marketing strategies so as to achieve the Cadbury strategy, growth and profit objectives.
2. Primary Accountabilities / Responsibilities
  • Prepare an annual sales and marketing strategy and budget, and continuously monitor and report on its achievements on a weekly, monthly and annual basis.
  • Develop and implement product positioning, packaging, and pricing strategy to produce the highest possible long-term market share.
  • Plan and oversee advertising and promotion activities including print, online, electronic media and direct mail.
  • Ensures effective control of sales and marketing results, and takes corrective action to guarantee that achievement of sales &marketing objectives falls within designated budgets.
  • Manage Key stakeholders by building relationships with colleagues, subordinates and Customers to ensure company objectives are delivered effectively and efficiently
  • Develop capability across every channel to ensure we lead forward share in every category. Put plans in place to strengthen our forward share versus our market share in every key customer in collaboration with account teams.
  • Continuously Identify market opportunities by consumer requirements; defining market, competitor's share, and competitor's strengths and weaknesses; forecasting projected business; establishing targeted market share.
  • Build and maintain high standards of customer satisfaction through alignment with physical distribution, forecasting accuracy, Service level tracking of products and sales team merchandising.
  • Contribute to the commercial planning process (Demand Management) and integrate with other processes (Marketing, logistics& Customer operations and supply chain) to ensure seamless product supplies to meet market demand and drive implementation of brand marketing programs.
  • Ethical and Legal Compliance: Know the ethical and legal compliance responsibilities of the position; lead ethically and model compliant behaviour; maintain an environment where employees can speak up without fear of retaliation; ensure employees in area of responsibility understand the compliance responsibilities of their jobs and actively participate in the compliance program
3. Knowledge, Skills, Experience and Language Requirements

a.)    Knowledge: including education, qualifications and training
  • Bachelor’s Degree in Sales, Marketing or Business preferred with a minimum of eight years related experience with progressive managerial responsibilities.
  • Professional Qualifications in Sales and Marketing
b.)    Skills/Leadership Competencies
  • Strategic Thinking
  • Team player, with organized work approach and good communication skills.
  • Financial acumen, integrity and ability to handle detail accurately
  • Strong influence and relationship building skills
  • Aggressiveness-Need to have drive and resilience. Move quickly to seize opportunities.
  • Respond to challenging goals and take considered risks where appropriate.
  • Growing People-Constantly coach and develop the team.
c.)    Experience
  • At least seven  years working experience in sales and marketing with at least three years in FMCG
  • High level of process control through compliance with sales and marketing policies
  • Experience in managing a sales team successfully
  • Commercially astute with sound business acumen

d.)    Languages
  • English
  • Swahili – National language in Kenya
Application procedure:

Applicants should email their applications attaching a detailed curriculum vitae and a letter indicating why they are interested in and qualified for the position and the names of three referees who can provide confidential assessment of their capabilities to a Search Committee.

All communications relating to applications for this position should be addressed to email address:

Applications should be received by 15th March 2013.

Only shortlisted candidates will be contacted.

On the subject matter of the email please indicate the position you are applying for.

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