Channel Development Leader – Modern Trade
AI summary
Mars is hiring a Channel Development Leader – Modern Trade in Nairobi to lead profitable growth across the Modern Trade channel, manage key retail partnerships, and line-manage a team of Key Account Managers. The role requires 8+ years of FMCG Key Account Management experience, strong commercial acumen, and a Bachelor’s degree. Applications close on 30/09/2026.
- Senior management role leading Modern Trade channel growth at Mars
- Line management of 3 Key Account Managers with career development focus
- Requires 8+ years FMCG Key Account Management or commercial experience
- Bachelor’s degree required; MBA is an added advantage
- Deadline: 30/09/2026
AI job guide
Use this guide to check salary signals, requirements, documents, application steps and safety before you apply.
AI salary guide
Source salary availableThe source lists Open. Confirm the final pay, benefits, contract terms and allowances directly with the employer before accepting an offer.
Can you qualify for this role?
- Required8+ years of relevant experienceThe job post includes a minimum experience signal.
- RequiredEducation or certification mentioned in the postThe captured text mentions education, a diploma, certificate, or licence.
- PreferredPractical evidence in sales, retail, entregadorThe tags and summary point to skills connected with this role.
- RequiredAvailability to work in Not specifiedThe vacancy is associated with this location.
- UnclearComfort with the Full Time contract termsConfirm hours, duration, probation and benefits at the original source.
Documents to prepare
- Likely requiredUpdated CV
- Role specificCover letter or short employer message
- OptionalProfessional references
- Role specificAcademic or professional certificates
- VerifyID or passport only after verifying the employer
Application tips for this job
- Place your strongest Channel Development Leader – Modern Trade evidence in the first half of your CV.
- In your cover letter or employer message, connect your experience to Mars and the role in Not specified.
- Add concrete examples related to sales, retail, entregador, ideally with measurable outcomes or clear responsibilities.
- Follow the instructions from Corporate Staffing Kenya; avoid sending documents to unofficial contacts or copied links.
- Confirm the deadline, interview location and employer contact before sharing personal documents.
- Plan to submit before the listed deadline: 2026-09-30.
Source and safety check
- Corporate Staffing Kenya
- Original source link available
- Application method is clear
- Deadline is available: 2026-09-30
- No major risk signal was detected in the captured text.
Never pay for interviews, shortlisting, medical checks, uniforms, or job placement. Confirm every application at the original source before sharing personal documents. Report suspicious listing.
Interview preparation
- What experience makes you a strong fit for this Channel Development Leader – Modern Trade role in sales, retail?
- How have you handled responsibilities similar to those in this job post?
- Are you available to work in Not specified under the listed contract or schedule?
- Prepare examples with clear responsibilities, tools used and measurable outcomes.
- Review the source and research Mars before the interview.
Ask what the first priorities will be in the role and how success will be measured.
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Original source description
Job Title: Channel Development Leader – Modern Trade
Date Posted: 10/09/2026
Job Type: Full Time
Job Level: Management
Employer: Mars
Industry: Sales & Marketing
Salary: Open
Location: Nairobi
Country: Kenya
Deadline: 30/09/2026
Sales & Marketing Jobs. Mars Jobs. Channel Development Leader – Modern Trade driving key account strategy and route-to-market execution, requiring a Business/Marketing Degree, key account management track record, and 6+ years FMCG experience.
Job Summary
As a Channel Development Leader – Modern Trade at Mars Snacking, you will be responsible for leading the delivery of profitable and sustainable growth across our Modern Trade channel. Partnering closely with our distributors, retail partners, and cross-functional Mars Associates, you will champion customer relationships, drive joint business planning, and unlock commercial opportunities. In this role, you will also lead and empower a dedicated team of Key Account Managers, fostering their professional growth while ensuring Mars remains the partner of choice in modern retail across East Africa.
Qualifications
A minimum of 8 years’
Experience
- in Key Account Management or commercial business development within FMCG, with a proven track record of driving channel growth.
- Proven leadership and people management capabilities, with demonstrated
- coaching, mentoring, and developing high-performing sales teams.
- A Bachelor’s degree or university equivalent (an MBA or relevant advanced degree is considered an added advantage).
- Strong commercial acumen and financial rigor, with expertise in joint business planning (JBP), revenue management, trade spend efficiency, and demand forecasting.
- A collaborative mindset with exceptional negotiation, stakeholder management, and relationship-building skills to engage key retail partners at top-to-top levels.
Responsibilities
- Drive Quality Channel Growth: Deliver sustainable volume and value growth for the Modern Trade channel by creating, executing, and course-correcting short- and long-term customer plans via the demand planning process.
- Customer Engagement & Strategic Partnerships: Establish Mars as the partner of choice across key accounts through robust customer engagement frameworks, business reviews, and Top-to-Top executive meetings.
- Distributor Management: Collaborate closely with our Modern Trade distributor to align on strategic channel goals, co-deliver on Joint Business Plans (JBPs), and ensure seamless cross-functional support from the broader Mars organization.
- Revenue & Trade Spend Management: Ensure disciplined execution of trade spend and channel revenue management principles to maximize ROI and profitability.
- Team Leadership & Associate Development
- :
- Line manage and inspire an account team of 3 Key Account Managers, establishing clear objectives, measuring performance, and driving robust career development plans.
- What can you expect from Mars?
- Work with over 130,000 diverse and talented Associates, all guided by the Five Principles.
- Join a purpose driven company, where we’re striving to build the world we want tomorrow, today.
- Best-in-class learning and development support from day one, including access to our in-house Mars University.
- An industry competitive salary and
Benefits
package, including company bonus.