Market Development Head Exports

Role Overview

This role leads export market growth for Mars across Sub-Saharan Africa, acting as the commercial bridge between the company and its distributor network. Day to day, you will shape route-to-market plans, align distributor and internal teams around shared targets, and drive the demand and profitability agenda for a portfolio of strategic markets. Your work directly determines how effectively Mars expands its footprint in the region, converting partnership agreements into sustained revenue and market share.

Key Responsibilities

• Set and communicate clear commercial objectives and annual net sales/profit targets for export markets across Sub-Saharan Africa, translating them into actionable plans for local teams and partners.
• Build and manage high-trust relationships with key distributors, ensuring alignment between Mars strategy and distributor execution across all touchpoints.
• Own the Demand Review process, tracking performance against assumptions, identifying variances, and delivering realistic, data-backed demand forecasts that feed into S&OP cycles.
• Lead negotiations for distribution agreements, structuring terms that create mutual value and support long-term, win-win partnerships.
• Prioritise investment and resource allocation across multiple markets, balancing short-term wins with sustainable growth opportunities.
• Partner with internal functions such as marketing, supply, and finance to ensure operational readiness and seamless execution of commercial plans.
• Monitor market trends, competitor activity, and channel dynamics to adjust strategies and maintain a competitive edge.
• Coach and influence cross-functional teams and distributor sales forces to raise commercial capability and execution standards.

Requirements & Qualifications

• University degree required; an MBA or postgraduate qualification in business administration is strongly preferred.
• At least 8 years of progressive sales and commercial experience in the FMCG/CPG sector, with a proven track record in sales operations and cross-functional leadership.
• Hands-on experience in distributor management, including joint business planning, contract negotiation, trade term optimisation, and portfolio mix decisions.
• Strong analytical skills with experience leading demand reviews or S&OP processes, plus the ability to apply financial judgement to commercial decisions.
• Demonstrated ability to manage ambiguity, make sound decisions under pressure, and influence stakeholders at all levels without direct authority.
• Line management experience is preferred, along with a resourceful, action-oriented leadership style.

What We Offer / Why Join

You will join a global organisation of more than 130,000 associates, all guided by a shared set of Five Principles that shape how work gets done. Mars is a purpose-driven company focused on building a better world for tomorrow, and you will be part of that mission from day one. The role comes with best-in-class learning and development opportunities, including access to Mars University, as well as a competitive salary and benefits package with company bonus.