Head of Sales
AI job insight
Tropical Heat is hiring a Head of Sales to lead the commercial agenda across East Africa, owning revenue growth, market share, distribution expansion and sales-team capability. The role is hands-on and execution-focused, covering route-to-market optimisation across modern trade, general trade and institutions. The position is based in Nairobi and targets senior FMCG sales leaders with multi-market experience.
- Senior sales leadership role covering East Africa
- Ownership of revenue growth, market share and distribution expansion
- Hands-on execution across modern trade, general trade and institutions
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Tropical Heat is hiring a Head of Sales to lead the commercial agenda across East Africa, owning revenue growth, market share, distribution expansion and sales-team capability. The role is hands-on and execution-focused, covering route-to-market optimisation across modern trade, general trade and institutions. The position is based in Nairobi and targets senior FMCG sales leaders with multi-market experience.
- Senior sales leadership role covering East Africa
- Ownership of revenue growth, market share and distribution expansion
- Hands-on execution across modern trade, general trade and institutions
- Requires 10+ years FMCG sales experience
- Strong emphasis on numbers, forecasting and KPIs
- Nairobi-based leadership position
AI job guide
Use this guide to check salary signals, requirements, documents, application steps and safety before you apply.
AI salary guide
Not enough public dataNot enough public salary data is available for this exact role. Before applying, prepare to ask about gross pay, benefits, contract length, probation period, transport and any allowances.
Can you qualify for this role?
- Required10+ years of relevant experienceThe job post includes a minimum experience signal.
- PreferredPractical evidence in sales, finance, sales leadershipThe tags and summary point to skills connected with this role.
- RequiredAvailability to work in NairobiThe 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
- VerifyID or passport only after verifying the employer
Application tips for this job
- Place your strongest Head of Sales evidence in the first half of your CV.
- In your cover letter or employer message, connect your experience to Tropical Heat and the role in Nairobi.
- Add concrete examples related to sales, finance, sales leadership, ideally with measurable outcomes or clear responsibilities.
- Follow the instructions from JobWeb Kenya; avoid sending documents to unofficial contacts or copied links.
- Confirm the deadline, interview location and employer contact before sharing personal documents.
- Prepare a polite question about pay, benefits and contract terms for later interview stages.
Source and safety check
- JobWeb Kenya
- Original source link available
- Application method is clear
- Deadline not specified
- 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 Head of Sales role in sales, finance?
- How have you handled responsibilities similar to those in this job post?
- Are you available to work in Nairobi under the listed contract or schedule?
- Prepare examples with clear responsibilities, tools used and measurable outcomes.
- Review the source and research Tropical Heat before the interview.
Ask what the first priorities will be in the role and how success will be measured.
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Use AI to apply better
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Original source description
The Head of Sales will lead and drive the commercial agenda across East Africa, with ownership of revenue growth, market share, distribution expansion, and sales team capability. This is a hands-on leadership role with a strong focus on execution, numbers, and routes to market across all channels.
Key responsibilities
- Own and deliver the East Africa sales strategy with a strong emphasis on execution, scale, and sustainable growth
- Lead, coach, and manage Sales Managers across markets, building a high-performance, accountable sales culture
- Drive revenue growth, market share gains, and numerical distribution across all channels
- Route-to-market execution and optimisation across modern trade, general trade and institutions
- Translate commercial strategy into clear, actionable plans with measurable targets at every level
- Work closely with Trade Marketing, Marketing, Finance, Logistics and Operations to ensure strong in-market execution
- Build strong relationships with key customers, distributors, and strategic partners
- Lead forecasting, budgeting, and sales performance reviews with a strong grip on numbers and discipline
- Recruit, develop, and retain top sales talent, with a strong focus on coaching and succession planning
- Actively contribute as a member of the leadership team, shaping broader business strategy and decisions
Requirements
- Do you have 10 or more years’ experience in FMCG sales?
- Have you led sales across multiple channels (e.g. modern trade, general trade, distributors, HORECA, key accounts, or exports)?
- How strong is your experience in designing or optimising route-to-market and distribution models?
- How strong is your track record in driving market share growth in competitive FMCG categories?
- How comfortable are you leading sales using numbers, forecasts, KPIs, and performance dashboards?