Head of B2B Sales at BURN

About the Role:

• BURN is seeking a Head of Business-To-Business Sales to join the Global Commercial Team responsible for establishing and growing our indirect sales channels across our 8 countries of operation, primarily through retail and general trade.
• This role would be responsible for shepherding our new retail-focused kitchen product ranges into the market. The mandate would be to create a highly profitable B2B business in each country - we are looking for someone to drive the strategy and implementation to take BURN and its products to the next level.
• In the first year, this role will be expected to develop and implement a go-to-market strategy for our retail products in our countries of operation and build in-country teams to support this rollout.

Duties and Responsibilities :

• Sales Strategy: Develop and implement BURN’s growth and go-to-market strategy for retail and general trade channels, across our 8 markets. Execute plans to expand Numeric and Weighted distribution in all channels. Develop pricing models that ensure optimal volumes & profitability. 
• Business Development & New Channel Development: Work on New Business Development with Key Accounts; both taking the lead and alongside channel Sales Executives. Oversee Route-To-Market, strategy, budget, and staffing of new channel development in B2B retail channels. 
• Channel Sales: Overall (Unit volume, Revenue, ASP, Margin) responsibility for BURN’s sales across B2B wholesale channels: Retail, Financial Institutions, and Distributors with Agent Networks. 
• Retail Product Launch: Ensure a successful launch of BURN’s new retail-focused products, establishing BURN’s brands as staples in each of our markets. Give direction and feedback on new products and support new product development strategy. You will be at the forefront of commercializing new products.  
• Team Management: Manage the Sales team including Country Managers, Channel Sales Executives, Activators and Activator Managers, Business Analysts, Sales Fellows, and other Commercial Staff as the team grows.  This will span all 8 countries of operation. 

Skills and Experience:

• 9+ relevant direct experience in B2B sales in Africa
• Experience with sales/marketing with physical products, along with a strong customer focus
• Exceptional team leadership skills, with a bias for experience managing geographically distributed teams.
• Strong analytical skills, balancing qualitative and quantitative information to inform strategic decision-making.
• Ability to set agile goals and strategies that quickly evolve based on new data.
• Proven experience setting up and managing sales operations, key account management systems and processes, etc