Head of Sales and Marketing - Plastics or plastic Packaging

Position Name:- Head of Sales and Marketing

Industry Specification:- Plastics or plastic packaging

Location:- East Africa

Roles and Responsibilities:-

1. Strategic Leadership & Business Growth

Design, implement and continuously optimize the Sales & Marketing strategy execution plan in line with overall business

goals and Group direction.

Act as a core member of the Country Leadership Team / EXCO, contributing commercial insight to shape overall business

strategy and investment decisions.

Translate strategy into annual and multi-year commercial plans, cascading clear targeted plans by product class, category,

type and SKU.

Anticipate shifts in the competitive and regulatory landscape and adapt commercial strategy proactively rather than

reactively.

2. Sales Management & Revenue Delivery

Drive the preparation of monthly sales targets by prospective and existing clients for each product, monitoring and reviewing

performance with the Country CEO.

Ensure sales targets are achieved or exceeded against the Annual Budget forecast, by product class/category/type and SKU.

Oversee planning and execution of structured customer visit programs, ensuring clear objectives, a healthy new-business

pipeline, and disciplined progress reporting.

Identify, engage, negotiate and onboard new customers across Primary rigid consumer, Secondary (Industrial) and Tertiary

packaging segments.

Submit accurate and timely weekly, monthly and quarterly sales performance reports to guide management decision-making

and segment-level planning.

3. Marketing, Brand & Customer Experience

Own the Marketing strategy and calendar brand positioning, marketing communications, digital presence and trade

marketing ensuring consistency with Group brand standards.

Direct market research and customer insight programs to inform product, pricing and channel strategy.

Represent the company at trade exhibitions, industry events and promotional activities to attract new customers, build brand

equity and enhance customer awareness of the company s product range.

Design and embed customer experience standards that drive measurable improvement in satisfaction scores.

4. Customer Relationship & Key Account Management

Build and manage strategic alliances with existing and prospective customers within assigned markets to enhance

achievement of sales and profitability objectives.

Execute Master Supply Agreements and KYC documentation for a minimum 3 5 year tenure with every key customer.

Facilitate structured onboarding of new clients, providing continuous support to ensure satisfaction and long-term retention.

Personally sponsor relationships with the top-tier accounts, ensuring senior-level engagement and swift resolution of

escalations.

5. Market Intelligence, Innovation & Product Strategy

Monitor and report on market trends, competitor activity, product and pricing developments, and other emerging dynamics,

translating findings into actionable strategy and management reporting.

Lead new-product innovation in liaison with the Technical team to maintain and extend the company's market leadership

position.

Plan and develop local markets within the assigned region based on the product portfolio and evolving customer needs.

Provide the commercial lens on new CAPEX and investment proposals, ensuring alignment with market opportunity and

financial return metrics.

6. Financial & Commercial Performance Management

Champion the 5-year/3-year and Annual Commercial Budget process in partnership with Finance.

Prepare and submit quarterly demand forecasts with no less than 95% accuracy, underpinning the S&OP process.

Implement a disciplined collections plan to ensure all accounts receivable adheres to 100% on-time collection against agreed

credit lines.

Track and report commercial KPIs (revenue, margin, market share, trade spend ROI, DSO) against budget, escalating risks

and corrective actions early.

7. People Leadership & Capability Building

Assess, manage and develop the Sales & Marketing team's capability, ensuring the function remains adequately resourced,

motivated and focused.

Build a high-performance culture underpinned by clear goal setting, coaching, performance management and recognition.

Develop a robust succession and talent pipeline for critical roles, in partnership with HR.

Model and reinforce the company's Core Values, ensuring the commercial team lives them in every customer interaction.

8. Governance, Risk & Stakeholder Management

Ensure all commercial contracts, pricing and credit decisions comply with company policy, statutory requirements and good

governance practice.

Safeguard the company's commercial reputation through ethical negotiation, transparent customer dealings and rigorous

KYC practices.

Build and maintain strong working relationships with Group leadership, Finance, Operations, Supply Chain, Technical/R&D

and HR to ensure a unified execution of the commercial strategy.

Escalate material commercial, credit or reputational risks to the Country CEO and Group leadership in a timely manner.

Interested candidates can share there updated cv at View email address on us.fitly.work

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