Sales Lead - Kapa Tanzania

About Kapa Oil Refineries Ltd.

Kapa Oil Refineries Ltd is looking for a driven, results-oriented Sales Lead to join our growing team in Kapa Tanzania. This role offers a unique opportunity to make a real impact in a dynamic, fast-paced organization while driving sales growth and market expansion.

Role and Context Objectives

• Accelerate sales and market share.
• Lead distributors, optimize performance, and transform market insights into measurable results.

Qualifications & Experience

• Bachelor's degree in Business or related field
• 10+ years FMCG commercial experience, including senior sales leadership
• Strong track record in driving sales growth and market share
• Proven expertise in numeric and weighted distribution expansion
• Hands-on experience managing distributors and key accounts
• Strong forecasting, performance management, and analytical capability
• Ability to translate market insights into decisive commercial action.

Relationships & Roles

Internal/External Co-operation:

• Sales, revenue, and market share growth
• Weighted and numeric distribution expansion
• Coverage efficiency and availability
• Forecast accuracy and demand reliability
• Distributor performance and compliance
• Margin and pricing discipline
• Market intelligence effectiveness

Reports To

• CEO - Tanzania

Key Outputs / Tasks

• Lead delivery of sales volume, revenue, market share, and weighted distribution targets across priority FMCG channels.
• Translate commercial strategy into high-impact execution plans, focusing on top routes, outlets, and channels.
• Drive numeric and weighted distribution, availability, and visibility to win in high-value outlets against key competitors.
• Own pricing, promotions, and trade investments to maximize margins and exploit competitive opportunities.
• Design and optimize the Route-to-Market to improve coverage, speed-to-market, and cost efficiency.
• Appoint and lead distributors and key accounts, setting and enforcing KPIs for sales growth, coverage, availability, and compliance.
• Provide strong market leadership through customer, channel, and competitor insights that deliver sustainable share growth.
• Own demand forecasting and performance reviews, driving data-led decisions and continuous commercial improvement.
• Lead weekly and monthly performance reviews, tracking distribution effectiveness, outlet productivity, forecast accuracy, and competitive activity.
• Drive continuous commercial improvement through fast, data-driven decisions, strong execution discipline, and adherence to governance and company policies.
• Experience launching or scaling new brands, SKUS, or manufacturing-linked businesses.
• Track record of winning market share against entrenched competitors.
• Experience operating across multiple regions or complex trade environments.
• Background in environments with tight governance and performance management.

How to Apply

Send your updated CV to hr@kapa-oil.com by Thursday, 5th February 2026.

Email Subject Line: APPLICATION FOR SALES LEAD TANZANIA

Note: Only shortlisted candidates will be contacted.