About this role
Job Description:
Market Development Head Exports – Mars Snacking Nairobi, Kenya
As a Market Development Head Exports at Mars, you would be responsible for delivering Export Markets business objectives by partnering closely with distributor partners and internal cross-functional Mars associates to accelerate profitable growth across strategic markets in Sub-Saharan Africa. Similarly, you will lead the development and execution of our route-to-market and commercial strategies, aligning growth plans, optimizing distributor relationships, and driving sustainable long-term revenue and profitability.
What are we looking for?
• Education: A University Degree is required; an MBA or postgraduate qualification in Business Administration is preferred.
• Experience: A minimum of 8 years of robust sales and commercial experience within the FMCG/CPG sector, with demonstrated expertise in Sales Operations and cross-functional leadership (line management experience is preferred).
• Commercial Acumen: Strong background in distributor management, customer joint planning, contract negotiation, trade terms, and portfolio mix management to deliver mutual, profitable growth.
• Analytical & Planning Skills: Experience leading Demand Reviews (S&OP processes), applying financial discipline/judgment, and developing reliable forecasting and sales assumptions.
• Leadership Capabilities: An action-oriented, resourceful leader skilled at managing ambiguity, making sound commercial decisions, and building high-trust partnerships.
What would be your key responsibilities?
• Develop and communicate the vision, objectives, and commercial strategies to achieve Market Annual Net Sales and Profitability targets across Sub-Saharan Africa export markets.
• Champion collaborative relationships with key distributor partners and internal Mars functions to ensure flawless operational execution and alignment.
• Lead the Demand Review process, evaluating periodic performance, tracking sales assumptions, and delivering robust demand plans.
• Lead the negotiation and crafting of distribution agreements to establish win-win commercial partnerships.
• Effectively balance and prioritize resource allocation across diverse markets to maximize market impact and efficiency.
What can you expect from Mars?
• Work with over 130,000 diverse and talented Associates, all guided by the Five Principles.
• Join a purpose driven company, where we’re striving to build the world we want tomorrow, today.
• Best-in-class learning and development support from day one, including access to our in-house Mars University.
• An industry competitive salary and benefits package, including company bonus.