Market Development Head Exports

Location: KEN-Nairobi-Nairobi · On-site

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.