Head Of Horeca

RESPONSIBILITIES

• Develop and execute the overall HORECA sales strategy to achieve revenue, volume, and market share targets.
• Identify, acquire, and manage key HORECA accounts while strengthening relationships with existing hospitality partners.
• Lead, mentor, and motivate the HORECA sales team to deliver exceptional field performance.
• Negotiate commercial agreements and oversee the execution of trade promotions, discounts, and brand activations.
• Monitor competitor activities, market trends, and customer insights to identify new business growth opportunities.
• Collaborate closely with Marketing, Supply Chain, and Finance teams to ensure seamless execution of commercial plans.
• Prepare accurate sales forecasts, manage budgets, and compile periodic performance reports for senior management.
• Ensure optimal product availability, high brand visibility, and strong placement across all HORECA outlets.

REQUIREMENTS

• Bachelor's degree in Sales and Marketing, Business Administration, or a closely related field.
• Minimum of 8 years of experience in FMCG or alcoholic beverages sales, with at least 3 years in a senior leadership role managing the HORECA channel. Deep, practical knowledge of the Kenyan beer market and the local HORECA landscape.
• Proven track record of delivering consistent sales growth and managing high-value key accounts.
• Exceptional leadership, commercial negotiation, and relationship management skills.
• Proficiency in Microsoft Office applications and standard CRM systems.