Sales Lead Africa
2026-01-21T10:40:32+00:00
Morsan HR Consulting
https://cdn.greatkenyanjobs.com/jsjobsdata/data/employer/comp_7951/logo/morsan.png
https://morsanhr.co.ke/
FULL_TIME
Nairobi
Nairobi
00100
Kenya
Consulting
Sales & Retail, Management, Business Operations
2026-01-31T17:00:00+00:00
8
Sales Head – Africa
Location: Nairobi, Kenya
Employment Type: Full-Time
Salary: KES 175,000
Job Summary
The Sales Head – Africa is responsible for leading and growing an international sports brand across Distribution, MBO (Multi-Brand Outlets), and SIS (Shop-in-Shop) channels across Africa, with a primary focus on East Africa. This is a pioneering role responsible for establishing and scaling the brand’s retail and distribution footprint across the region.
The role drives sell-in and sell-out performance, expands retail presence, builds strong partnerships with distributors and retailers, and ensures operational excellence across all partner stores. This position is suitable for a senior commercial leader with strong existing industry connections across distribution, MBO, and SIS channels within the African sports retail ecosystem.
Key Responsibilities
1. Distribution Channel Management
- Develop and execute the distribution strategy for Africa.
- Identify, appoint, onboard, and manage regional distributors.
- Ensure effective market coverage across African markets.
- Track distributor performance, inventory hygiene, and secondary sales.
- Conduct monthly and quarterly business reviews with distributors.
2. MBO (Multi-Brand Outlets) Management
- Expand presence across top national and international MBO partners.
- Negotiate margins, pricing, payment terms, and assortments with MBO accounts.
- Drive ideal assortment planning across running, football, lifestyle footwear, and accessories.
- Monitor competitor activity and recommend corrective actions.
- Drive VM execution, retail staff training, and brand visibility.
3. SIS (Shop-in-Shop) Management
- Identify retail chains and locations suitable for SIS formats.
- Lead end-to-end SIS setup, including space negotiation, fixture installation, product mix planning, and visual merchandising.
- Monitor SIS sales performance and improve productivity.
4. Sales Operations & Performance
- Achieve monthly, quarterly, and annual sell-in and sell-out targets.
- Manage product launches, pricing, promotions, and stock rotation.
- Prepare sales forecasts and align with supply chain teams.
- Conduct regular market visits for execution checks and feedback.
5. Team Leadership & Training
- Lead and mentor sales executives, merchandisers, and SIS staff.
- Conduct regular product and sales training for distributors and retail teams.
- Develop a high-performance culture, supported by clear KPIs and structured reviews.
6. Business Development & Market Expansion
- Identify new retail opportunities in malls, sports hubs, and urban centres.
- Drive expansion into emerging towns and high-potential cities.
- Lead competitive strategies to increase market share.
7. Reporting & Data Analysis
- Prepare daily, weekly, and monthly sales and market reports.
- Analyse sell-through, stock ageing, and regional trends.
- Provide insights on best sellers, slow movers, and customer behaviour.
- Manage key accounts, distributors, and retail partners.
Minimum Qualifications & Requirements
- Bachelor’s degree in Business, Sales, Marketing, or a related field.
- Minimum 10+ years’ sales experience, preferably in sports footwear, sports apparel, accessories, or sports equipment.
- Strong knowledge of the African retail and distribution ecosystem.
- Experience handling distributors, MBOs, and SIS formats.
- Proven record of achieving sales targets.
Experience and Skills
- Excellent negotiation and relationship-building skills.
- Strong analytical and planning capability.
- Proven leadership and people management skills.
- Strong communication and presentation skills.
- High energy, self-driven, and target-oriented.
- Ability to travel extensively across Africa.
Key KPIs
- Sales revenue growth (sell-in & sell-out)
- Distributor productivity and coverage
- MBO penetration and SIS performance
- Sell-through ratios
- Stock rotation and ageing
- New store openings and expansions
- VM compliance and brand visibility scores
Distribution Channel Management
Develop and execute the distribution strategy for Africa.
Identify, appoint, onboard, and manage regional distributors.
Ensure effective market coverage across African markets.
Track distributor performance, inventory hygiene, and secondary sales.
Conduct monthly and quarterly business reviews with distributors.
2. MBO (Multi-Brand Outlets) Management
Expand presence across top national and international MBO partners.
Negotiate margins, pricing, payment terms, and assortments with MBO accounts.
Drive ideal assortment planning across running, football, lifestyle footwear, and accessories.
Monitor competitor activity and recommend corrective actions.
Drive VM execution, retail staff training, and brand visibility.
3. SIS (Shop-in-Shop) Management
Identify retail chains and locations suitable for SIS formats.
Lead end-to-end SIS setup, including space negotiation, fixture installation, product mix planning, and visual merchandising.
Monitor SIS sales performance and improve productivity.
4. Sales Operations & Performance
Achieve monthly, quarterly, and annual sell-in and sell-out targets.
Manage product launches, pricing, promotions, and stock rotation.
Prepare sales forecasts and align with supply chain teams.
Conduct regular market visits for execution checks and feedback.
5. Team Leadership & Training
Lead and mentor sales executives, merchandisers, and SIS staff.
Conduct regular product and sales training for distributors and retail teams.
Develop a high-performance culture, supported by clear KPIs and structured reviews.
6. Business Development & Market Expansion
Identify new retail opportunities in malls, sports hubs, and urban centres.
Drive expansion into emerging towns and high-potential cities.
Lead competitive strategies to increase market share.
7. Reporting & Data Analysis
Prepare daily, weekly, and monthly sales and market reports.
Analyse sell-through, stock ageing, and regional trends.
Provide insights on best sellers, slow movers, and customer behaviour.
Manage key accounts, distributors, and retail partners.
Excellent negotiation and relationship-building skills.
Strong analytical and planning capability.
Proven leadership and people management skills.
Strong communication and presentation skills.
High energy, self-driven, and target-oriented.
Ability to travel extensively across Africa.
Key KPIs
Sales revenue growth (sell-in & sell-out)
Distributor productivity and coverage
MBO penetration and SIS performance
Sell-through ratios
Stock rotation and ageing
New store openings and expansions
VM compliance and brand visibility scores
Bachelor’s degree in Business, Sales, Marketing, or a related field.
Minimum 10+ years’ sales experience, preferably in sports footwear, sports apparel, accessories, or sports equipment.
Strong knowledge of the African retail and distribution ecosystem.
Experience handling distributors, MBOs, and SIS formats.
Proven record of achieving sales targets.
JOB-6970ad2001cf0
Vacancy title:
Sales Lead Africa
[Type: FULL_TIME, Industry: Consulting, Category: Sales & Retail, Management, Business Operations]
Jobs at:
Morsan HR Consulting
Deadline of this Job:
Saturday, January 31 2026
Duty Station:
Nairobi | Nairobi
Summary
Date Posted: Wednesday, January 21 2026, Base Salary: Not Disclosed
Similar Jobs in Kenya
Learn more about Morsan HR Consulting
Morsan HR Consulting jobs in Kenya
JOB DETAILS:
Sales Head – Africa
Location: Nairobi, Kenya
Employment Type: Full-Time
Salary: KES 175,000
Job Summary
The Sales Head – Africa is responsible for leading and growing an international sports brand across Distribution, MBO (Multi-Brand Outlets), and SIS (Shop-in-Shop) channels across Africa, with a primary focus on East Africa. This is a pioneering role responsible for establishing and scaling the brand’s retail and distribution footprint across the region.
The role drives sell-in and sell-out performance, expands retail presence, builds strong partnerships with distributors and retailers, and ensures operational excellence across all partner stores. This position is suitable for a senior commercial leader with strong existing industry connections across distribution, MBO, and SIS channels within the African sports retail ecosystem.
Key Responsibilities
1. Distribution Channel Management
- Develop and execute the distribution strategy for Africa.
- Identify, appoint, onboard, and manage regional distributors.
- Ensure effective market coverage across African markets.
- Track distributor performance, inventory hygiene, and secondary sales.
- Conduct monthly and quarterly business reviews with distributors.
2. MBO (Multi-Brand Outlets) Management
- Expand presence across top national and international MBO partners.
- Negotiate margins, pricing, payment terms, and assortments with MBO accounts.
- Drive ideal assortment planning across running, football, lifestyle footwear, and accessories.
- Monitor competitor activity and recommend corrective actions.
- Drive VM execution, retail staff training, and brand visibility.
3. SIS (Shop-in-Shop) Management
- Identify retail chains and locations suitable for SIS formats.
- Lead end-to-end SIS setup, including space negotiation, fixture installation, product mix planning, and visual merchandising.
- Monitor SIS sales performance and improve productivity.
4. Sales Operations & Performance
- Achieve monthly, quarterly, and annual sell-in and sell-out targets.
- Manage product launches, pricing, promotions, and stock rotation.
- Prepare sales forecasts and align with supply chain teams.
- Conduct regular market visits for execution checks and feedback.
5. Team Leadership & Training
- Lead and mentor sales executives, merchandisers, and SIS staff.
- Conduct regular product and sales training for distributors and retail teams.
- Develop a high-performance culture, supported by clear KPIs and structured reviews.
6. Business Development & Market Expansion
- Identify new retail opportunities in malls, sports hubs, and urban centres.
- Drive expansion into emerging towns and high-potential cities.
- Lead competitive strategies to increase market share.
7. Reporting & Data Analysis
- Prepare daily, weekly, and monthly sales and market reports.
- Analyse sell-through, stock ageing, and regional trends.
- Provide insights on best sellers, slow movers, and customer behaviour.
- Manage key accounts, distributors, and retail partners.
Minimum Qualifications & Requirements
- Bachelor’s degree in Business, Sales, Marketing, or a related field.
- Minimum 10+ years’ sales experience, preferably in sports footwear, sports apparel, accessories, or sports equipment.
- Strong knowledge of the African retail and distribution ecosystem.
- Experience handling distributors, MBOs, and SIS formats.
- Proven record of achieving sales targets.
Experience and Skills
- Excellent negotiation and relationship-building skills.
- Strong analytical and planning capability.
- Proven leadership and people management skills.
- Strong communication and presentation skills.
- High energy, self-driven, and target-oriented.
- Ability to travel extensively across Africa.
Key KPIs
- Sales revenue growth (sell-in & sell-out)
- Distributor productivity and coverage
- MBO penetration and SIS performance
- Sell-through ratios
- Stock rotation and ageing
- New store openings and expansions
- VM compliance and brand visibility scores
Work Hours: 8
Experience in Months: 120
Level of Education: bachelor degree
Job application procedure
Interested in applying for this job? Click here to submit your application now.
Interested candidates are invited to submit their CV and cover letter with the subject line: Application – Sales Head Africa
All Jobs | QUICK ALERT SUBSCRIPTION
