Channel Development Leader – Modern Trade

Job Description:

Channel Development Leader – Modern Trade: Mars Snacking Nairobi, Kenya

As a Channel Development Leader – Modern Trade at Mars Snacking, you will be responsible for leading the delivery of profitable and sustainable growth across our Modern Trade channel. Partnering closely with our distributors, retail partners, and cross-functional Mars Associates, you will champion customer relationships, drive joint business planning, and unlock commercial opportunities. In this role, you will also lead and empower a dedicated team of Key Account Managers, fostering their professional growth while ensuring Mars remains the partner of choice in modern retail across East Africa.

What are we looking for?

• A minimum of 8 years’ experience in Key Account Management or commercial business development within FMCG, with a proven track record of driving channel growth.

• Proven leadership and people management capabilities, with demonstrated experience coaching, mentoring, and developing high-performing sales teams.

• A Bachelor’s degree or university equivalent (an MBA or relevant advanced degree is considered an added advantage).

• Strong commercial acumen and financial rigor, with expertise in joint business planning (JBP), revenue management, trade spend efficiency, and demand forecasting.

• A collaborative mindset with exceptional negotiation, stakeholder management, and relationship-building skills to engage key retail partners at top-to-top levels.

What would be your key responsibilities?

• Drive Quality Channel Growth: Deliver sustainable volume and value growth for the Modern Trade channel by creating, executing, and course-correcting short- and long-term customer plans via the demand planning process.

• Customer Engagement & Strategic Partnerships: Establish Mars as the partner of choice across key accounts through robust customer engagement frameworks, business reviews, and Top-to-Top executive meetings.

• Distributor Management: Collaborate closely with our Modern Trade distributor to align on strategic channel goals, co-deliver on Joint Business Plans (JBPs), and ensure seamless cross-functional support from the broader Mars organization.

• Revenue & Trade Spend Management: Ensure disciplined execution of trade spend and channel revenue management principles to maximize ROI and profitability.

• Team Leadership & Associate Development: Line manage and inspire an account team of 3 Key Account Managers, establishing clear objectives, measuring performance, and driving robust career development plans.

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.