Head of Sales - Ghana

About the role

FrieslandCampina is looking for a Head of Sales to cover the Accra and Tema region. The role drives sales volume, gross profit and EBIT targets for the cluster, manages budgets and oversees commercial performance through effective customer and partner management. It also acts as the company's key commercial representative within the cluster.

Key responsibilities

• Drive delivery of sales volume, gross profit and EBIT objectives for the cluster, manage cluster budgets and oversee commercial performance.
• Lead the development and execution of annual business plans and Integrated Commercial Plans (ICP), securing buy-in from Growth Partners and Key Business Partners.
• Implement initiatives that improve brand availability, drive category growth and maximise revenue through pricing, channel and portfolio strategies.
• Build and manage relationships with Growth Partners and Key Business Partners to strengthen distribution and operational excellence.
• Drive outlet execution, customer coverage, trade investment management and route-to-market effectiveness.
• Monitor and report on key performance indicators, run business reviews and recommend improvements.
• Lead, coach and develop a high-performing sales team and build capability within partner organisations.
• Represent the company externally with customers, regulators, government agencies and other stakeholders, working closely with Sales & Customer Development, Shopper Marketing, Business Excellence, Commercial Finance, Marketing, Procurement, Supply Chain, Logistics, Quality, SHE, HR and Project Management.

Required profile

• Bachelor's degree in Business Administration, Marketing, Economics or a related discipline.
• Minimum 8-10 years' experience in Sales, Customer Development or Commercial Management within FMCG.
• Proven experience managing distributors, Growth Partners or Key Business Partners across multiple territories.
• Experience managing P&L, budgets and revenue growth initiatives.
• Leadership experience leading and developing sales teams.

Required skills

• Analytical, customer management, forecasting and strategic planning skills.
• Stakeholder management, negotiation and relationship-building.
• Route-to-market execution, revenue growth management and sales operations.

What we offer

• A global yet connected culture rooted in Dutch heritage, with local and international mobility.
• Structured training, coaching and real-world exposure to shape your career.
• Flexible ways of working, competitive rewards and benefits supporting personal and professional life.
• An informal, friendly environment with trust and autonomy.