Expatriate Sales & Marketing Head – Home & Personal Care at CDL Human Resource

Key Responsibilities


Business Development & Category Leadership
Define and execute the go-to-market strategy for the Home & Personal Care (HPC) category, aligned to our client growth and profitability goals.
Drive category expansion through market development, portfolio rationalization, and targeted innovation.
Identify and unlock new business opportunities, channels, and customer partnerships.
Own the category P&L — balancing growth, cost efficiency, and brand investment.
Route-to-Market & Sales Excellence
Lead and develop the sales organization to expand coverage in both General Trade (GT) and Modern Trade (MT).
Design and optimize RTM models suited for HPC products — including van sales, direct distribution, and digital ordering.
Strengthen distributor capability and alignment to category priorities.
Establish strong sales governance, forecasting accuracy, and performance visibility through digital tools and dashboards.
Brand & Marketing Development
Build the marketing roadmap for HPC brands — spanning detergents, soaps, and emerging categories.
Drive brand positioning, pricing, and communication strategies that resonate with consumers and trade.
Lead cross-functional innovation initiatives (NPDs, packaging, communication) with R&D, Production, and Supply Chain.
Champion digital marketing and e-commerce presence to build awareness and trial.
Trade Marketing & Channel Activation
Oversee trade marketing strategy — from price-pack architecture and visibility plans to promotional calendars.
Ensure consistent brand execution across channels with a focus on conversion and loyalty.
Track trade marketing ROI and continuously optimize spend allocation.
Cross-Functional Leadership & Collaboration
Partner with Production, Finance, and Transformation Office to ensure alignment between commercial plans and operational capacity.
Collaborate with Supply Chain for demand forecasting, inventory management, and service level improvement.
Influence across departments to accelerate decision-making and remove barriers to growth.
Team Leadership & Capability Building
Lead, coach, and inspire a young and ambitious sales & marketing team.
Instill a high-performance culture driven by accountability, speed, and collaboration.
Build commercial and digital capabilities within the team (CRM, BI tools, e-commerce).


Requirements

Ideal Candidate Profile


Education:
Bachelor's degree in Business, Marketing, or related field; MBA preferred.
Fluent in Gujarati/Hindi


Experience:


10 - 15 years of FMCG commercial experience, including at least 5 years in senior sales or marketing leadership.
Proven record in developing and scaling a new or emerging category — ideally in Home, Personal Care, or related FMCG sectors.
Strong exposure to both General Trade and Modern Trade, with understanding of Kenyan and East African markets.
Experience integrating marketing strategy with sales execution, and managing innovation pipelines.
Demonstrated success in business development, team building, and cross-functional influence.