Head of Modern Trade - FMCG
2026-01-21T05:13:01+00:00
Brites Management
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https://www.britesmanagement.com/
FULL_TIME
Nairobi
Nairobi
00100
Kenya
Consulting
Management, Business Operations, Civil & Government
2026-01-31T17:00:00+00:00
8
DUTIES AND RESPONSIBILITIES
Strategic Leadership & Governance
- Provide overall leadership and direction for the Modern Trade function servicing all chains.
- Translate company strategy into clear Modern Trade objectives and execution plans.
- Establish governance frameworks for pricing, promotions, and customer contracts.
- Serve as escalation point for high-risk commercial and operational decisions.
Senior Account & Stakeholder Management
- Lead executive-level relationships with local retailers such as Naivas, Quickmart, Chandarana, Cleanshelf, Eastmatt, and regional chains.
- Lead high-value negotiations and Joint Business Planning.
- Manage claims, deductions, and credit exposure to protect company interests.
Operational Excellence & Execution Oversight
- Set and enforce execution standards across availability, visibility, pricing, and promotions.
- Oversee field execution teams and distributor performance.
- Ensure OTIF delivery, stock health, and service level compliance.
Financial Stewardship & Performance Control
- Own the Modern Trade P&L for local retail chains.
- Approve and control trade spend and promotional investments.
- Drive forecast accuracy and working capital efficiency.
Team Leadership & Capability Development
- Lead, coach, and develop Modern Trade managers and account teams.
- Set KPIs, conduct performance reviews, and succession planning.
- Build a culture of accountability, integrity, and high performance.
Trade Marketing, Category & NPD Leadership
- Oversee NPD listings and range optimization.
- Guide trade marketing execution and ROI tracking.
- Champion category management initiatives.
Cross-Functional & Executive Collaboration
- Collaborate with Supply Chain, Finance, Marketing, HR, and Distribution leadership.
- Provide strategic insights to executive management.
- Represent the company in key customer and industry forums.
KEY REQUIREMENT SKILLS AND QUALIFICATION
- Bachelor’s degree in Business, Sales, Marketing, or related field
- Minimum 10+ years FMCG experience with senior managerial exposure in Modern Trade
- Proven leadership of teams and ownership of commercial performance
- Proven ability to deliver profitable growth with full ownership of P&L and trade spend
- Strong experience managing key retail chains, negotiations, and Joint Business Planning
- Good commercial and analytical skills, with experience using ERP and sales reporting tools
Strategic Leadership & Governance
Provide overall leadership and direction for the Modern Trade function servicing all chains.
Translate company strategy into clear Modern Trade objectives and execution plans.
Establish governance frameworks for pricing, promotions, and customer contracts.
Serve as escalation point for high-risk commercial and operational decisions.
Senior Account & Stakeholder Management
Lead executive-level relationships with local retailers such as Naivas, Quickmart, Chandarana, Cleanshelf, Eastmatt, and regional chains.
Lead high-value negotiations and Joint Business Planning.
Manage claims, deductions, and credit exposure to protect company interests.
Operational Excellence & Execution Oversight
Set and enforce execution standards across availability, visibility, pricing, and promotions.
Oversee field execution teams and distributor performance.
Ensure OTIF delivery, stock health, and service level compliance.
Financial Stewardship & Performance Control
Own the Modern Trade P&L for local retail chains.
Approve and control trade spend and promotional investments.
Drive forecast accuracy and working capital efficiency.
Team Leadership & Capability Development
Lead, coach, and develop Modern Trade managers and account teams.
Set KPIs, conduct performance reviews, and succession planning.
Build a culture of accountability, integrity, and high performance.
Trade Marketing, Category & NPD Leadership
Oversee NPD listings and range optimization.
Guide trade marketing execution and ROI tracking.
Champion category management initiatives.
Cross-Functional & Executive Collaboration
Collaborate with Supply Chain, Finance, Marketing, HR, and Distribution leadership.
Provide strategic insights to executive management.
Represent the company in key customer and industry forums.
Bachelor’s degree in Business, Sales, Marketing, or related field
Minimum 10+ years FMCG experience with senior managerial exposure in Modern Trade
Proven leadership of teams and ownership of commercial performance
Proven ability to deliver profitable growth with full ownership of P&L and trade spend
Strong experience managing key retail chains, negotiations, and Joint Business Planning
Good commercial and analytical skills, with experience using ERP and sales reporting tool
JOB-6970605d9af9e
Vacancy title:
Head of Modern Trade - FMCG
[Type: FULL_TIME, Industry: Consulting, Category: Management, Business Operations, Civil & Government]
Jobs at:
Brites Management
Deadline of this Job:
Saturday, January 31 2026
Duty Station:
Nairobi | Nairobi
Summary
Date Posted: Wednesday, January 21 2026, Base Salary: Not Disclosed
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JOB DETAILS:
DUTIES AND RESPONSIBILITIES
Strategic Leadership & Governance
- Provide overall leadership and direction for the Modern Trade function servicing all chains.
- Translate company strategy into clear Modern Trade objectives and execution plans.
- Establish governance frameworks for pricing, promotions, and customer contracts.
- Serve as escalation point for high-risk commercial and operational decisions.
Senior Account & Stakeholder Management
- Lead executive-level relationships with local retailers such as Naivas, Quickmart, Chandarana, Cleanshelf, Eastmatt, and regional chains.
- Lead high-value negotiations and Joint Business Planning.
- Manage claims, deductions, and credit exposure to protect company interests.
Operational Excellence & Execution Oversight
- Set and enforce execution standards across availability, visibility, pricing, and promotions.
- Oversee field execution teams and distributor performance.
- Ensure OTIF delivery, stock health, and service level compliance.
Financial Stewardship & Performance Control
- Own the Modern Trade P&L for local retail chains.
- Approve and control trade spend and promotional investments.
- Drive forecast accuracy and working capital efficiency.
Team Leadership & Capability Development
- Lead, coach, and develop Modern Trade managers and account teams.
- Set KPIs, conduct performance reviews, and succession planning.
- Build a culture of accountability, integrity, and high performance.
Trade Marketing, Category & NPD Leadership
- Oversee NPD listings and range optimization.
- Guide trade marketing execution and ROI tracking.
- Champion category management initiatives.
Cross-Functional & Executive Collaboration
- Collaborate with Supply Chain, Finance, Marketing, HR, and Distribution leadership.
- Provide strategic insights to executive management.
- Represent the company in key customer and industry forums.
KEY REQUIREMENT SKILLS AND QUALIFICATION
- Bachelor’s degree in Business, Sales, Marketing, or related field
- Minimum 10+ years FMCG experience with senior managerial exposure in Modern Trade
- Proven leadership of teams and ownership of commercial performance
- Proven ability to deliver profitable growth with full ownership of P&L and trade spend
- Strong experience managing key retail chains, negotiations, and Joint Business Planning
- Good commercial and analytical skills, with experience using ERP and sales reporting tools
Work Hours: 8
Experience in Months: 120
Level of Education: bachelor degree
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