Head of Export Sales & Business Development

Our client, a leading player in the FMCG, food ingredients, and agricultural commodities sector, is seeking a seasoned and results-driven Head of Export Sales & Business Development to spearhead their international growth agenda. This is a senior leadership role designed for a commercially astute professional who thrives in global markets and has a demonstrable track record of opening new territories, closing high-value contracts, and building lasting relationships with international buyers and distributors.

Reporting directly to senior management, the successful candidate will own the end-to-end export sales function — from strategy formulation and market entry to logistics compliance and team leadership. If you have a passion for global trade and the ambition to position a Kenyan-based product on the world stage, this is your opportunity to make a defining impact.

• Develop and execute a comprehensive international sales and export growth strategy aligned with overall business objectives.
• Identify, evaluate, and penetrate new global markets, with a focus on emerging and high-potential regions for company products.
• Drive revenue growth through the development of strategic export partnerships, distributor agreements, and long-term supply contracts.
• Set, monitor, and achieve international sales targets, KPIs, and performance objectives on a quarterly and annual basis.
• Identify and convert new business opportunities with international distributors, importers, and food manufacturers across target regions.
• Conduct in-depth market research to assess demand dynamics, competitive pricing, and regulatory landscapes in target export markets.
• Build and maintain a robust pipeline of qualified international clients and strategic partners.
• Represent the company at global trade fairs, exhibitions, and business development forums to enhance brand visibility and generate leads.
• Negotiate and close contracts, pricing structures, and trade agreements with global counterparts.
• Ensure high levels of customer satisfaction and retention across all active export markets.
• Oversee all export operations including shipping coordination, freight management, and full compliance documentation (Incoterms, customs, certificates of origin).
• Ensure adherence to international trade regulations, country-specific import/export requirements, and food safety standards.
• Collaborate cross-functionally with production, quality assurance, logistics, and finance teams to ensure seamless order fulfilment.
• Lead, mentor, and coordinate the export sales team, fostering a high-performance culture.
• Analyze global market trends, competitor activity, and customer behavior to inform strategic pivots and investment decisions.
• Prepare and present regular export performance reports, revenue forecasts, and market intelligence briefs to senior management.

• Must hold a Bachelor's degree in Sales & Marketing, Business Administration, International Business, or a closely related field.
• Must demonstrate a minimum of 5 years of hands-on export sales or international business development experience, preferably within FMCG, food ingredients, agricultural commodities, or food processing industries.
• Must show a proven ability to independently develop and execute international go-to-market strategies that delivered measurable revenue growth.
• Must be able to negotiate and close complex, multi-region distribution and supply contracts with international partners.
• Must possess deep working knowledge of export documentation, Incoterms, customs compliance, and international trade regulations.
• Must have experience managing key accounts across multiple geographies and time zones simultaneously.
• Must demonstrate strong analytical ability to interpret market data and translate insights into actionable business decisions.
• Must be capable of leading cross-functional teams and aligning internal stakeholders around export priorities and timelines.
• Must exhibit excellent communication, presentation, and relationship management skills at senior stakeholder level.
• Experience using CRM systems and export management tools is an added advantage.

The salary for this role is competitive and commensurate with experience, estimated in the range of KES 250,000 – KES 400,000 per month. The package is structured to reward performance and attract top-tier international sales talent. Specific compensation details will be discussed during the interview process.

• Performance-based bonus tied to export revenue targets
• International travel allowance for trade fairs and client visits
• Medical insurance cover

Ideal candidate: You are a senior export sales professional with at least 5 years of experience selling Kenyan or African-manufactured goods into international markets. You have a strong network of global distributors and importers, you understand the complexities of international logistics and compliance, and you are comfortable representing a brand at the highest levels globally. You are target-driven, entrepreneurial, and able to work with minimal supervision while leading a team.

Do NOT apply if: You have only handled domestic or regional sales within East Africa without true export exposure. Do not apply if you lack hands-on experience with export documentation, Incoterms, or cross-border trade compliance. This role is not suitable for candidates at the early or mid-career stage seeking their first leadership position in international trade.

To apply for this position, follow the steps below:

• Prepare an updated CV highlighting your export sales achievements, key markets handled, and revenue figures where possible.
• Write a brief cover letter (no more than one page) outlining your international sales experience and why you are the right fit for this role.
• Submit your application through the Brites Management recruitment portal or via the job listing platform where you found this posting.
• Shortlisted candidates will be contacted for an initial screening interview followed by a technical and panel interview.
• Only shortlisted candidates will be contacted. If you do not hear back within 3 weeks of the deadline, consider your application unsuccessful for this cycle.