Job Title: Export Sales & Distribution Manager

Location: Nairobi, Kenya

Role Type: Permanent

Unison Talent Management is recruiting on behalf of a leading client in the Oil & Gas sector. We are seeking a dynamic and commercially driven professional to lead and grow the client's premium lubricants business across key export markets including DRC, Ethiopia, Tanzania, Djibouti, Somalia, and other assigned territories.

The successful candidate will drive sales growth, expand distribution networks, optimize distributor performance, and execute effective go-to-market strategies to deliver sustainable market share and profitability growth.

Key Responsibilities

1. Sales & Revenue Growth

• Drive the delivery of volume, revenue, profitability, and market share targets across assigned export markets.
• Develop and execute annual business plans aligned with regional commercial strategies.
• Monitor and improve key business performance indicators, including sales volume, revenue growth, market share, pricing effectiveness, and gross margins.
• Identify growth opportunities and implement targeted initiatives to accelerate business performance.

2. Distributor Management & Development

• Identify, assess, appoint, develop, and manage distributor partners across assigned markets.
• Establish strong distributor relationships to ensure effective market coverage and strategy execution.
• Monitor distributor performance against agreed KPIs, including sales performance, market coverage, stock availability, financial health, and customer service levels.
• Lead distributor performance reviews, joint business planning, and capability-building programs (sales team training, route optimization, and incentive programs).

3. Market Expansion & Go-To-Market (GTM) Execution

• Develop and implement effective route-to-market strategies across export markets.
• Drive the expansion of numeric and weighted distribution across workshops, retail outlets, fleet customers, and industrial clients.
• Identify market gaps, white spaces, and new commercial opportunities.
• Ensure strong on-ground execution of brand and commercial initiatives.

4. Customer & Channel Management

• Build and maintain strong relationships with key stakeholders, including wholesalers, senior business partners, workshop managers, and fleet operators.
• Strengthen brand recommendations through targeted mechanic engagement and loyalty programs.
• Develop channel strategies to improve customer penetration and long-term retention.

5. Financial & Commercial Management

• Manage commercial performance in line with business objectives.
• Implement pricing strategies aligned with market dynamics and competitive environments.
• Monitor and manage distributor credit exposure and financial sustainability.
• Optimize return on investment (ROI) from trade activities, promotions, and market development initiatives.
• Ensure full compliance with internal commercial policies and business controls.

Qualifications & Experience

Academic Qualification: Bachelor’s degree in Business Administration, International Business, Sales & Marketing, Supply Chain Management, Logistics, Economics, or a related field.

Experience: 7–10 years of experience in sales, distribution, export, or commercial roles, preferably within the FMCG, lubricants, energy, or manufacturing sectors.

Regional Track Record: Proven experience managing regional or export markets, distributors, agents, and key accounts across multiple countries.

Commercial Expertise: Demonstrated track record of delivering sales growth, market expansion, revenue targets, and executing GTM distribution models.