Head of Retail

Key responsibilities

• Retail Channel Strategy.
• Develop and execute the retail channel strategy in line with overall business growth objectives.
• Define the retail footprint, channel mix and route-to-market model.
• Identify expansion opportunities into new territories, towns and retail clusters.
• Develop plans to increase retail sales, market penetration and outlet productivity.
• Retail Network Expansion.
• Identify, recruit, onboard and manage dealers, retailers and other channel partners.
• Build a scalable retail network across priority markets.
• Develop territory plans and ensure adequate market coverage.
• Set clear partner expectations, targets and performance standards.
• Sales and Commercial Performance.
• Own retail channel revenue, volume and growth targets.
• Drive sell-in, sell-through and sell-out performance across the retail network.
• Monitor sales performance by territory, outlet, distributor and product.
• Develop corrective actions for underperforming territories and partners.
• Use sales data and market intelligence to identify growth opportunities.
• Retail Execution and Merchandising.
• Ensure M-PAYA products are properly positioned, displayed and promoted at retail outlets.
• Drive merchandising, POSM deployment, product visibility and brand compliance.
• Develop and execute retail promotions and trade activation initiatives.
• Work with Marketing to translate campaigns into effective retail execution.
• Partner Management.
• Build strong commercial relationships with distributors, dealers and retailers.
• Develop partner incentive and performance programs.
• Support partner capability development through product, sales and customer-service training.
• Resolve channel issues and ensure strong partner engagement and retention.
• Team Leadership
• Build and lead a high-performing retail sales team.
• Set clear individual and team targets, KPIs and territory plans.
• Conduct regular performance reviews and coaching.

Candidate requirements

• Bachelor’s degree in Business, Marketing, Sales or a related field. A postgraduate qualification is an added advantage.
• 8+ Years of experience in retail sales, channel management, distribution, route-to-market or related commercial roles.
• Proven experience building or managing a retail or distribution network.
• Experience managing sales teams and field-based commercial teams.
• Experience with merchandising, trade marketing and retail execution.
• Sector experience (an advantage)
• Consumer electronics, electrical products, energy products, solar and renewable energy, or building materials.

Required skills