Antal International is a global executive recruitment organisation with over 130 offices in more than 30 countries. We have offices in United Kingdom, Austria, Bulgaria, China, Croatia, Cyprus, Czech Republic, Egypt, France, Germany, Ghana, Greece, Hong Kong, Hungary, India, Ireland, Italy, Ivory Coast, Kazakhstan, Kuwait, Luxembourg, Malta, Mexico, Nethe...

Key Responsibilities

Business & P&L Leadership

• Own the overall P&L and business performance for the Kenya market.
• Develop and execute the company's overall business strategy in line with regional/global objectives.
• Drive revenue growth, profitability, market share and long-term business sustainability.
• Identify new growth opportunities across categories, channels, geographies and customer segments.
• Ensure effective allocation of resources across key business priorities.

Commercial & Sales Leadership

• Lead the overall sales and commercial strategy across modern trade, general trade, distributors and other relevant channels.
• Drive distribution expansion, outlet penetration, product availability and sales productivity.
• Develop and strengthen relationships with key customers, distributors and strategic partners.
• Review pricing, trade investments, margins and promotional effectiveness to maximise commercial returns.
• Build a high-performance sales organisation with clear targets, accountability and performance metrics.

Marketing & Brand Growth

• Partner with the marketing team to develop and execute brand and category strategies aligned with local consumer needs.
• Drive brand awareness, market penetration and consumer engagement across the portfolio.
• Identify emerging consumer trends and translate them into new product, category and go-to-market opportunities.
• Ensure effective execution of marketing investments and campaigns across relevant channels.

Market Expansion & Route-to-Market

• Develop strategies to strengthen the company's route-to-market and distribution network across Kenya.
• Identify opportunities for geographic expansion and deeper market penetration.
• Optimise distributor performance, channel economics and supply availability.
• Evaluate new channels, partnerships and business models to accelerate growth.

Operations & Supply Chain

• Work closely with operations and supply chain teams to ensure product availability, service levels and cost efficiency.
• Ensure alignment between demand planning, inventory, production/procurement and commercial requirements.
• Drive operational improvements that support growth while protecting margins and working capital.

Leadership & Organisation

• Build, lead and develop a high-performing leadership team across sales, marketing, finance, operations, HR and supply chain.
• Establish a culture of ownership, accountability, performance and continuous improvement.
• Develop organisational capabilities required to support the company's growth ambitions.
• Ensure effective succession planning and development of key talent.

Stakeholder & Corporate Leadership

• Represent the organisation with customers, distributors, regulators, industry bodies and other external stakeholders.
• Build strong relationships with regional/global leadership and ensure alignment on strategic priorities.
• Maintain strong governance, compliance and ethical business practices across the organisation.
• Provide regular updates to the Board/Regional Leadership on business performance, risks and strategic initiatives.

Business Transformation & Growth

• Identify opportunities to improve business processes, productivity and profitability.
• Lead strategic transformation initiatives across commercial, operational and organisational functions.
• Evaluate potential partnerships, new categories, acquisitions or market expansion opportunities where relevant.
• Drive a data-led approach to decision-making and performance management.

Candidate Requirements

• 16–22 years of overall professional experience, with significant experience in FMCG / Consumer Products.
• Proven experience in a senior P&L / business leadership role, ideally managing a country, business unit or sizeable market.
• Strong track record of delivering revenue growth, profitability and market expansion.
• Deep understanding of the Kenyan FMCG landscape, including distributors, general trade, modern trade and emerging channels.
• Strong experience across sales, distribution, commercial strategy and brand/marketing.
• Experience managing and developing large, cross-functional teams.
• Strong understanding of route-to-market, distributor management, pricing, trade marketing and channel strategy.
• Demonstrated ability to operate in a high-growth and entrepreneurial environment.
• Strong commercial acumen with the ability to balance growth, profitability and operational efficiency.
• Excellent stakeholder management and communication skills, with the ability to engage effectively with Board, regional/global leadership, customers and external partners.
• Strong strategic thinking combined with a hands-on, execution-oriented approach.
• Bachelor's degree in Business, Management, Economics, Marketing or a related discipline; MBA or equivalent postgraduate qualification would be an advantage.

• Own the overall P&L and business performance for the Kenya market.
• Develop and execute the company's overall business strategy in line with regional/global objectives.
• Drive revenue growth, profitability, market share and long-term business sustainability.
• Identify new growth opportunities across categories, channels, geographies and customer segments.
• Ensure effective allocation of resources across key business priorities.
• Lead the overall sales and commercial strategy across modern trade, general trade, distributors and other relevant channels.
• Drive distribution expansion, outlet penetration, product availability and sales productivity.
• Develop and strengthen relationships with key customers, distributors and strategic partners.
• Review pricing, trade investments, margins and promotional effectiveness to maximise commercial returns.
• Build a high-performance sales organisation with clear targets, accountability and performance metrics.
• Partner with the marketing team to develop and execute brand and category strategies aligned with local consumer needs.
• Drive brand awareness, market penetration and consumer engagement across the portfolio.
• Identify emerging consumer trends and translate them into new product, category and go-to-market opportunities.
• Ensure effective execution of marketing investments and campaigns across relevant channels.
• Develop strategies to strengthen the company's route-to-market and distribution network across Kenya.
• Identify opportunities for geographic expansion and deeper market penetration.
• Optimise distributor performance, channel economics and supply availability.
• Evaluate new channels, partnerships and business models to accelerate growth.
• Work closely with operations and supply chain teams to ensure product availability, service levels and cost efficiency.
• Ensure alignment between demand planning, inventory, production/procurement and commercial requirements.
• Drive operational improvements that support growth while protecting margins and working capital.
• Build, lead and develop a high-performing leadership team across sales, marketing, finance, operations, HR and supply chain.
• Establish a culture of ownership, accountability, performance and continuous improvement.
• Develop organisational capabilities required to support the company's growth ambitions.
• Ensure effective succession planning and development of key talent.
• Represent the organisation with customers, distributors, regulators, industry bodies and other external stakeholders.
• Build strong relationships with regional/global leadership and ensure alignment on strategic priorities.
• Maintain strong governance, compliance and ethical business practices across the organisation.
• Provide regular updates to the Board/Regional Leadership on business performance, risks and strategic initiatives.
• Identify opportunities to improve business processes, productivity and profitability.
• Lead strategic transformation initiatives across commercial, operational and organisational functions.
• Evaluate potential partnerships, new categories, acquisitions or market expansion opportunities where relevant.
• Drive a data-led approach to decision-making and performance management.

• P&L management
• Business strategy development and execution
• Revenue growth
• Profitability improvement
• Market expansion
• Sales strategy
• Commercial strategy
• Distribution management
• Customer relationship management
• Pricing strategy
• Trade marketing
• Brand strategy
• Marketing campaign execution
• Route-to-market strategy
• Operations management
• Supply chain management
• Team leadership and development
• Organizational development
• Succession planning
• Stakeholder management
• Communication skills
• Business transformation
• Data-driven decision making

• 16–22 years of overall professional experience, with significant experience in FMCG / Consumer Products.
• Proven experience in a senior P&L / business leadership role, ideally managing a country, business unit or sizeable market.
• Strong track record of delivering revenue growth, profitability and market expansion.
• Deep understanding of the Kenyan FMCG landscape, including distributors, general trade, modern trade and emerging channels.
• Strong experience across sales, distribution, commercial strategy and brand/marketing.
• Experience managing and developing large, cross-functional teams.
• Strong understanding of route-to-market, distributor management, pricing, trade marketing and channel strategy.
• Demonstrated ability to operate in a high-growth and entrepreneurial environment.
• Strong commercial acumen with the ability to balance growth, profitability and operational efficiency.
• Excellent stakeholder management and communication skills, with the ability to engage effectively with Board, regional/global leadership, customers and external partners.
• Strong strategic thinking combined with a hands-on, execution-oriented approach.
• Bachelor's degree in Business, Management, Economics, Marketing or a related discipline; MBA or equivalent postgraduate qualification would be an advantage.