GSK – Area Sales Manager (Nairobi).

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Job Purpose

  • To create and execute sales strategy for the region.
  • Executing the sales and marketing plans which meets brand, volume and profits objectives  as well as directing and controlling assigned distribution and trade activities through partner
  • Sales force management ( 3rd party )


Key Responsibilities



  • Developing strategy, tactics and sales plans budgets in liaison with the Channel head .
  • Monitor, analyze sales and market trends in order to manage performance levels of sales against market developments and corporate objectives.


Become First Choice for shoppers and customers

  • Coordinates sales operations with all other relevant stake holders.
  • Establishes performance goals for the partner sales team, distributors and monitor performance on a continual basis.
  • Lead and influence a successful and experienced team of third party sales team, through performance coaching and training and development programs.
  • Delivering sales by developing relationships with trade partners and Key Opinion leaders in the trade and all relevant stakeholders in the supply chain.
  • Manage retailer expectations by executing trade marketing activities. Ensure placement of P.O.S materials in assigned territory.
  • Developing and implementing distributor agreements, distribution channel strategies, and monitoring distributor performance against working capital targets
  • Credit and stock management of distributors as per agreed guidelines.


Category & Brands

  • Prioritize resources on power brands
  • Collaborate closely with the Marketing teams on increasing market share in existing markets and ensuring that brand visibility and promotion strategies are executed flawlessly
  • Support development of winning Market Activation Plans (MAPs) in the context of the consumer, trade and competitor with specific accountability for developing 12-month activation grids working with Country Manager.


Deliver high quality products and service at the right time and cost

  • Forecasting of primary and secondary sales to reflect market and trade dynamics.
  • Work with the demand planning team to drive forecast accuracy and achieve stock level targets in the trade.
  • Assist the partner in planning, implementation of the sales strategies and ensure on time delivery of our brands to customers


Improve lives through scientific innovation

  • Identifying opportunities and developing strategies to harness growth in the target markets.
  • Collaborate closely with the Distributor teams on new products launches.


Shape talent and culture by living our values and developing our people in a high performance culture

  • Role model individual expectations in Country by driving the Winning Formula,
  • Build relationships with external stakeholders (key customers, regulatory agencies, KOLs, industry bodies) to support performance goals and GSK brand reputation.
  • Champion full compliance, ABAC, Code of Conduct adherence and a speak up culture.
  • Drive external focus including regular field visits across customer, consumer, shopper and expert
  • Model GSK values & behaviors and compliance with all GSK codes of practice.


Breadth/ Scope of Accountability*
Number of Direct Reports

Distributor teams, Merchandisers and Urban representatives (third party )


Knowledge/ Education / Previous Experience Required*

A. Educational Background
1. Minimum Level of Education*

  • University Degree or a Diploma with 5+ years of relevant experience

Area of Specialisation*

  • Experience of Commercial sales


B. Job-Related Experience
Minimum Level of Job-Related Experience required

  • 3+ years’ experience in commercial management including major customer facing roles (selling and marketing)
  • Experience of operating in an FMCG
  • OTC/Healthcare/Personal Care category experience beneficial but not essential


C. Other Job-Related Skills/Background

  • Should have good analytical skills and well versed with basic computing skills like Microsoft office.
  • Valid driving license







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