About the Role

We are seeking to hire a highly driven and commercially focused Export Sales & Distribution Manager to lead and grow our lubricants business across key export markets, including DRC, Ethiopia, Tanzania, Djibouti, Somalia, and other assigned territories.

The successful candidate will be responsible for driving sales growth, expanding distribution networks, strengthening distributor performance, and executing effective go-to-market strategies that deliver sustainable revenue, profitability, and market share growth.

Key Responsibilities

Sales & Business Growth

• Deliver volume, revenue, profitability, and market share targets across assigned export markets.

• Develop and execute annual commercial business plans aligned with regional growth strategies.

• Monitor and improve key business performance indicators, including sales volume, revenue growth, pricing effectiveness, gross margins, and market share.

• Identify new business opportunities and implement initiatives to accelerate commercial growth.

Distributor Management

• Identify, appoint, develop, and manage distributor partners across assigned markets.

• Build strong distributor relationships to ensure excellent market coverage and execution.

• Monitor distributor performance against agreed KPIs, including sales growth, market coverage, stock availability, customer service, and financial performance.

• Conduct regular business reviews and implement performance improvement initiatives.

• Strengthen distributor capabilities through sales coaching, route optimization, and incentive programs.

Market Expansion & Go-to-Market Execution

• Develop and implement effective route-to-market strategies.

• Expand distribution across retail outlets, workshops, fleet customers, and industrial accounts.

• Identify market gaps and new business opportunities to increase market penetration.

• Ensure effective execution of commercial and brand initiatives across export markets.

Customer & Channel Development

• Build strong relationships with wholesalers, distributors, fleet operators, workshops, mechanics, and key decision-makers.

• Develop customer engagement initiatives that strengthen brand loyalty and recommendation.

• Implement channel strategies that improve customer acquisition, retention, and market coverage.

Commercial & Financial Management

• Manage commercial performance in line with business objectives.

• Execute competitive pricing strategies while protecting profitability.

• Monitor distributor credit exposure and financial sustainability.

• Maximize return on investment from promotions, trade marketing, and market development activities.

• Ensure compliance with company commercial policies and governance standards.

Qualifications

• Bachelor's degree in Business Administration, International Business, Sales & Marketing, Supply Chain Management, Logistics, Economics, or a related field.

Experience & Skills

• Minimum 7–10 years of experience in export sales, commercial management, business development, or distribution management.

• Experience within the lubricants, FMCG, manufacturing, energy, automotive, or industrial sectors will be an added advantage.

• Proven success managing distributors and regional/export markets across multiple countries.

• Demonstrated ability to consistently deliver sales growth, revenue, profitability, and market expansion targets.

• Strong understanding of distributor management, route-to-market strategies, and channel development.

• Excellent commercial acumen, negotiation, relationship management, and strategic planning skills.

• Willingness and ability to travel extensively across assigned export markets.