Head of Exports

Overview

This role is responsible for scaling international division revenues and improving the bottom line across all markets except the Middle East. It includes establishing direct distribution in Australia and the USA by building strong sales systems, processes, and technology. The position demands deep geographic expansion, strong distributor management, and commercial acumen, along with expertise in GT, MT, and e commerce. It requires a bottom up strategic approach, understanding of export dynamics, and the ability to set up direct distribution. The role oversees regions including Australasia, North America, and South Africa, leading regional heads and teams while driving sales across mainstream, ethnic, and online channels and ensuring streamlined daily operations.

Key Responsibilties:

1- Distributor appointment, management, and engagement with the retailer landscape
2- Be able to setup and grow own distribution in Australia + USA market
3- Driving sales targets for mainstream, Ethnic Market and Online channels along with Food Service.
Lead for Channel wise, Account wise & Brand Wise bottom-up sales & TME planning
Drive AOP sales & health portfolio.
Ensure implementation of the AOP/ distribution agreement as agreed with the distributor
4- Maintain/Gain market share leadership of brand in all responsible markets
Topline (primary and secondary sales), bottom line & market share responsibility across all channels and segments.
5- Identify and plug areas of revenue and margin leakage.
6- Competition benchmarking & driving strategies to combat competition via promotions or NPD.
7- Create new business pipelines & new market entry and scale business with existing distributors
New product market development, initiatives, and launches
Ensure distribution and offtake of health portfolio.
Create new business pipelines & new market entry
8- Manage trade marketing spend effectively and evaluate all commercial proposals from distributors
achieve budgeted saving targets in trade marketing expenses
Lead and close conversation on TME disbursements with the finance team
9- Monthly/Quarterly business performance review with distributors & Management
10- Government Liasoning (Min of Economy, etc.) and Tender Business

Must Have

• Leadership Ability to take the charge and lead the team
• Execution Excellence Drive sales team granularly & consistently to achieve business objectives.
• Strategic Thinker Ability to think 360 on the overall sales function
• Process Orientation Ability to devise systems, processes, SOP
• Attention to Detail Ability to evaluate complex data with accuracy, focus and make coherent deducements
• Number Orientation Ability to read and analyze numbers and excel data
• Develop Relationships Ability to develop good strong relationships with stakeholders
• Good Negotiation Skills - Ability to negotiate and close objectives with external stakeholders.
• Education- MBA in sales
• Experience 15-20 years