Sales Excellence Manager- Nairobi Job Highlands Drinks

AI summary

Highlands Drinks seeks a Sales Excellence Manager in Nairobi to drive distribution, market execution, and distributor relationships. Ideal for candidates with FMCG sales experience and management skills.

• Management role with focus on distribution and market execution
• Based in Nairobi, FMCG industry
• Full-time position with deadline 31/07/2026

Description

Home » Jobs In Kenya » Sales & Marketing Jobs In Kenya » Sales Excellence Manager- Nairobi Job Highlands Drinks Job Title: Sales Excellence Manager- Nairobi Date Posted: 14/07/2026 Job Type: Full Time Job Level: Management Employer: Highlands Drinks Industry: Sales & Marketing Salary: Open Location: Nairobi Country: Kenya Deadline: 31/07/2026 Summary: Sales & Marketing Jobs. Highlands Drinks Jobs. Looking for a sales and marketing job in Kenya? Highlands Drinks is hiring a Sales Excellence Manager to Identify distribution gaps and implement corrective action plans. The role is based in Nairobi and experience in FMCG sales is required. Key Responsibilities Distribution Management Drive numeric and weighted distribution to maximize product availability and market penetration across the assigned territory. Monitor product availability and inventory levels to minimise out-of-stock situations and improve on-shelf availability. Identify distribution gaps and implement corrective action plans to expand outlet coverage and improve service levels. Support the implementation and continuous improvement of Route-to-Market (RTM) strategies to enhance sales productivity and operational efficiency. Monitor route productivity, call frequency, outlet coverage and route compliance to ensure efficient territory execution. Analyse sales, distribution and market performance data to identify opportunities for growth, optimise territory performance and improve customer reach. Work closely with distributors and sales teams to ensure consistent product availability, effective territory management and achievement of distribution targets. Market Execution Drive excellence in the execution of trade promotions, commercial initiatives and in-market activation programmes to maximise sales performance. Monitor and enforce compliance with the Company’s visibility standards, merchandising guidelines and execution requirements across all outlets. Ensure the effective placement, utilisation and maintenance of Point of Sale Materials (POSM) to maximise brand visibility and shopper engagement. Monitor retail pricing compliance and promptly identify and address pricing deviations that may impact competitiveness and brand positioning. Conduct regular market audits to assess execution quality, promotional compliance, merchandising standards and overall customer experience. Monitor route compliance and field execution to ensure sales representatives adhere to approved route plans, outlet call cycles and service standards. Identify execution gaps, conduct root cause analysis and implement corrective action plans in collaboration with distributors and sales teams. Monitor competitor activities, trade initiatives and in-market execution to identify opportunities for continuous improvement and competitive advantage. Distributor relationship management Build and maintain strong, collaborative relationships with assigned distributors to drive sustainable business growth and operational excellence. Partner with distributors to improve sales execution, market coverage, product availability and overall commercial performance. Monitor distributor inventory levels, stock rotation and replenishment planning to ensure optimal stock availability and minimise stock-outs. Support effective credit management by monitoring collections, following up on overdue accounts and working with distributors to improve payment performance. Align distributor sales teams with the Company’s commercial objectives, execution standards and performance expectations. Conduct regular distributor business reviews to evaluate sales performance, service levels, operational effectiveness and compliance with agreed performance targets. Identify capability gaps within distributor operations and implement initiatives to improve execution, productivity and customer service. Provide market insights and performance feedback to distributors to support continuous improvement and achievement of territory objectives. Sales Performance & Territory Management Monitor territory sales performance against agreed targets and identify opportunities to drive sustainable sales growth. Analyse sales trends, market intelligence, competitor activities and customer insights to support informed commercial decision-making. Identify performance gaps and implement corrective action plans in collaboration with Regional Sales Managers, distributors and sales teams. Monitor and report on key sales execution KPIs, including distribution, product availability, route compliance, visibility, strike rate and sales productivity. Coach, support and develop distributor sales teams to improve execution capability, customer service and overall commercial performance. Conduct regular market visits to validate sales performance, identify business opportunities and strengthen customer and distributor relationships. Track the effectiveness of commercial initiatives and recommend improvements to maximise return on investment and sale