Role Overview

As the Head of GT Sales, you will lead the establishment, management, and expansion of the General Trade (GT) channel for Kellogg’s Noodles and Bebeto Gummy Bears across key Kenyan markets.
This is a hands-on commercial leadership role requiring an entrepreneurial mindset, deep GT experience, and the drive to build a distribution network from the ground up.

You will spearhead market entry and growth by developing strong distributor partnerships, opening new retail outlets, driving numeric distribution, and ensuring our brands are visible, available, and loved in every shop.

Key Responsibilities

1. Market Development

• Identify, open, and grow new GT outlets to expand numeric distribution for both product lines.

• Build and maintain strong relationships with wholesalers, distributors, and independent retailers.

• Champion brand visibility through merchandising, point-of-sale activation, and in-store promotions.

2. Sales Execution

• Achieve monthly sales, volume, and distribution targets in assigned territories.

• Negotiate trade terms, credit policies, and promotional deals with GT partners.

• Conduct regular market visits to strengthen relationships, drive order generation, and monitor pricing and execution.

3. Route-to-Market (RTM) Management

• Identify, recruit, and manage GT distributors for effective coverage and stock availability.

• Monitor distributor performance, ROI, and adherence to agreed targets.

• Track and report on primary and secondary sales, collections, and inventory levels.

4. Reporting & Business Insights

• Provide weekly market intelligence on sales performance, competitor activities, and trade dynamics.

• Analyze trends, identify growth opportunities, and propose corrective actions where needed.

• Collaborate with Supply Chain and Demand Planning to ensure accurate forecasting and product availability.

Key Requirements

• Bachelor’s degree in Business, Marketing, or related field.

• 5–8 years of progressive FMCG sales experience, with at least 3 years managing GT channels.

• Proven success in setting up and scaling General Trade networks, ideally in snacks, confectionery, or fast-moving food categories.

• Strong commercial acumen, negotiation skills, and distributor management experience.

• Highly self-driven, entrepreneurial, and comfortable working independently to build markets.

• Willingness to travel extensively to develop and sustain GT presence.

Core Competencies

• Entrepreneurial & Execution Mindset – Ability to start small, build fast, and scale sustainably.

• Strong Negotiation & Sales Drive – Confident in converting opportunities into business wins.

• Relationship Management – Builds trust and long-term partnerships with distributors and retailers.

• Market Development Orientation – Passionate about expanding reach and product visibility.

• Resilience & Target Orientation – Thrives in fast-paced, competitive market environments.

How to Apply

Interested candidates should send their CV and a short cover letter quoting “Head of GT Sales – Kellogg’s & Bebeto” in the subject line.

NB:

• Please indicate your current salary and salary expectations in your application.

• We do not charge any fees at any stage of the recruitment process.

• Only shortlisted candidates will be contacted.

• Applications will be reviewed on a rolling basis.