Titre du poste

Regional Distribution and Market Development Manager - Kenya

Description

Position : Regional Distribution and Market Development Manager - Kenya

We are seeking a highly experienced professional to lead and expand our tobacco and cigarette product distribution network across the Middle East and Africa (MEA) region. The ideal candidate will have a proven track record in building distributor partnerships, launching cigarette brands, and managing B2B supply networks, working closely with cigarette manufacturers to integrate various tobacco materials—including cut rag, tobacco lamina, expanded stem (CRES), DIET tobacco, blended strips, toasted Burley, and toasted Dark Virginia—into their supply chains.
This is a senior strategic role for a commercial leader who understands the regulatory, logistical, and commercial complexities of the tobacco trade across MEA markets.
Key Responsibilities
1. Distribution Network Development

  • Build, expand, and manage a high-performing distribution network across the MEA region.
  • Identify, evaluate, and onboard distributors with strong market presence.
  • Maintain strong relationships with wholesalers, importers, and key channel partners.
  • Lead distributor due diligence: market coverage, financial capacity, regulatory readiness, track record.
  • Define distributor KPIs and monitor monthly primary and secondary sales.
  • Support distributors during initial market penetration, stock rotation, and trade relationship building.
  • Take corrective actions for underperforming distributors; restructure or replace as necessary.
  • Structure exclusive or semi-exclusive distribution agreements where appropriate.

2. Market Entry & Product Launch

  • Lead end-to-end market entry strategies for launching cigarette brands.
  • Develop and execute brand positioning, pricing, sales strategies, and route-to-market plans.
  • Conduct competitive analysis and identify scalable growth opportunities.
  • Ensure brand registration, packaging adaptation, and compliance with country-specific regulations.

3. B2B Sales to Cigarette Manufacturers

  • Manage sales of cut rag (American & Virginia blends) to factories and production units.
  • Build structured supply programs for tobacco lamina, CRES, DIET tobacco, blended strips, toasted Burley, and toasted Dark Virginia.
  • Coordinate technical documentation, specifications, samples, and regulatory approvals.
  • Support factory trials, technical validations, and production integration.

4. Relationship Management

  • Leverage high-level contacts with distributors, cigarette companies, and raw-material buyers.
  • Serve as primary commercial liaison between production teams and regional partners.
  • Negotiate supply agreements, pricing frameworks, credit terms, and long-term contracts.
  • Resolve commercial disputes and delivery issues efficiently.

5. Regulatory & Compliance Oversight

  • Ensure compliance with tobacco regulations, health warnings, import rules, excise duties, and taxes.
  • Support distributors in securing import permits, certifications, and approvals.
  • Stay updated on regulatory changes affecting pricing, packaging, formulation, or distribution.

6. Commercial Strategy & Reporting

  • Develop annual sales targets, country-specific distribution growth plans, and revenue strategies.
  • Track sales performance, forecast demand, and deliver market insight reports to senior management.
  • Recommend product improvements, new blends, and format modifications.
  • Prepare budgets, sales projections, and expansion forecasts.

7. New Market Scouting & Expansion Support

  • Identify new high-potential markets for cigarette brands and tobacco ingredients.
  • Support feasibility studies for local manufacturing, repacking, or contract manufacturing.
  • Coordinate with legal/compliance teams on brand registrations, trademarks, and licenses.

8. Product Portfolio & Blend Development Input

  • Collaborate with R&D and production on new blend development tailored to regional preferences.
  • Define target nicotine, sugar, flavor, and aroma profiles.
  • Lead commercial validation of new formats: DIET, slim, toasted blends, and specialty variants.

9. Crisis, Disruption & Supply Continuity Management

  • Manage risks related to port delays, regulatory disruptions, tax changes, and political instability.
  • Develop alternate routing and supply continuity plans to ensure uninterrupted market service.

Required profile for job ad : Regional Distribution and Market Development Manager - Kenya

Industry Experience

  • 10–20+ years in tobacco distribution, cigarette sales, or raw-tobacco supply chains.
  • Proven experience working with cigarette manufacturers in MEA for brand launches and supply.
  • Strong technical knowledge of American blend, Virginia blend, Burley, DIET tobacco, and specialty blends.

Network & Market Knowledge

  • Established contacts with major distributors, importers, and factory buyers across:

    • GCC: UAE, KSA, Oman, Kuwait
    • MENA: Algeria, Egypt, Libya, Iraq, Iran, Jordan, Lebanon
    • East Africa: Kenya, Tanzania, Uganda
    • West Africa: Nigeria, Ghana
    • Southern Africa: Mozambique and neighboring markets

Skills & Competencies

  • Exceptional negotiation, communication, and relationship-building skills.
  • Deep understanding of tobacco regulatory frameworks in MEA.
  • Ability to manage multi-country operations with frequent travel.
  • Entrepreneurial mindset; capable of establishing new distribution channels.
  • Strong commercial judgment and accountability.

Education

  • Bachelor’s degree in Business, Commerce, Marketing, or related field required.
  • MBA is an advantage but not mandatory where experience is strong.

What We Offer

  • Competitive salary with performance-based incentives and bonuses.
  • Opportunity to lead regional distribution for a fast-growing tobacco group with premium and specialty products.
  • Long-term career progression and senior leadership growth opportunities.
  • Direct exposure to international markets and collaboration with major manufacturers.
  • High-impact role with hands-on authority in shaping market entry, distributor strategy, and product positioning.
  • Opportunity to build a lasting commercial footprint across MEA markets.

Job criteria for job ad : Regional Distribution and Market Development Manager - Kenya

  • Job category :
    Marketing, communication - Sales
  • Industries :
    Consumer goods - Distribution, selling, wholesale - Industry, production, manufacturing and other - Marketing, communication, media
  • Employment type : Permanent contract
  • Region : Central - Coast - Eastern - Nairobi - North Eastern - Nyanza - Rift Valley - Western - International
  • City : Kenya
  • Remote work :
    Yes
  • Experience level : More than 10 years
  • Educational level : Bachelor - Master - Doctorate
  • Spoken language :
    english > fluent
  • Number of Position(s) : 1
  • Team management :
    Yes
  • Communication
  • Positioning
  • Negotiation
  • Marketing
  • Sales
Be cautious! Do not send money to a potential employer. Do not pay any money for a potential contract of employment or for pre-employment training.
Please report any irregularities by using the candidate contact form and selecting the subject "Report a job ad".
Type de poste
Temps plein
Lieu du poste
Kenya, Kenya
Date de publication
23 décembre 2025
Valide jusqu’au
21 février 2026
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Poste : Regional Distribution and Market Development Manager - Kenya

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