Client Name: Confidential
Reporting To: Country Head / Managing Director

ABOUT THE BLACK BOX TALENT (TBBT)

The Black Box Talent (TBBT) is a talent acquisition and executive search firm helping organizations identify, attract, and hire high-quality professionals across diverse industries and geographies.

We partner closely with our clients to understand their business, culture, and hiring requirements, enabling us to deliver targeted, relevant, and quality talent for critical positions.

Our approach combines industry-focused recruitment expertise, strong candidate networks, structured sourcing, and personalized talent solutions to support organizations in building high-performing teams.

POSITION OVERVIEW

The Sales & Distribution Head will lead sales, distribution, and route-to-market operations in Angola, with responsibility for revenue growth, market expansion, distribution effectiveness, channel development, and sales execution across the country.

The ideal candidate will have strong experience in the FMCG / Consumer Products sector, with a proven track record of managing distributors, developing traditional and modern trade channels, building high-performing sales teams, and delivering sustainable business growth.

KEY RESPONSIBILITIES

• Sales & Business Growth: Develop and execute the Angola sales strategy, driving revenue, volume, market share, profitability, new business opportunities, territories, and customer segments.
• Sales Planning & KPIs: Set sales targets, KPIs, budgets, and performance metrics while monitoring market trends, competitors, pricing, promotions, and consumer dynamics.
• Distribution & Route-to-Market: Lead the distribution network and develop RTM strategies across General Trade, Modern Trade, Wholesale, Key Accounts, and other relevant channels.
• Distributor Management: Evaluate distributor performance, coverage, financial health, infrastructure, and service levels while building strong channel relationships.
• Market Coverage & Execution: Improve numeric/weighted distribution, outlet coverage, product availability, territory planning, sales productivity, and point-of-sale execution.
• Channel & Key Account Management: Drive growth across General Trade, Modern Trade, Wholesale, and institutional/key accounts, including commercial negotiations, pricing, promotions, visibility, and annual business plans.
• Team Leadership: Lead, mentor, and develop sales and distribution teams, with clear objectives, performance expectations, manpower planning, training, and a strong accountability culture.
• Sales Operations & Execution: Strengthen sales reporting, forecasting, dashboards, and review mechanisms while monitoring primary/secondary sales, inventory, demand, call efficiency, strike rates, merchandising, and trade promotions.
• Commercial & Financial Management: Manage sales budgets, trade spends, distributor receivables, credit exposure, inventory, and working capital while balancing growth with profitability.
• Cross-Functional Collaboration: Work closely with Finance, Supply Chain, Marketing, and Operations to ensure effective and seamless business execution.
• Market & Competitive Intelligence: Maintain strong knowledge of the Angolan FMCG market, consumer behavior, channel dynamics, and competitive landscape, providing actionable insights on opportunities and risks.
• Performance Management: Track revenue/volume growth, market share, distribution, outlet coverage, distributor productivity, channel growth, customer/territory acquisition, sales-force productivity, trade-spend effectiveness, margins, inventory, receivables, and target achievement.

CANDIDATE PROFILE

• 12–18+ years of experience in Sales & Distribution, preferably within FMCG, Consumer Goods, Retail, or related sectors.
• Strong experience managing large-scale sales and distribution operations in Africa, preferably Angola or other Portuguese-speaking African markets.
• Proven experience in distributor management and route-to-market development.
• Strong understanding of General Trade, Modern Trade, Wholesale, and Key Accounts.
• Demonstrated ability to build and scale distribution networks and sales operations.
• Experience managing large, geographically dispersed sales teams.
• Strong commercial acumen with experience in budgeting, forecasting, negotiations, and profitability management.
• Excellent leadership, communication, negotiation, and stakeholder-management skills.
• Ability to operate in a fast-paced, entrepreneurial, and growth-oriented environment.
• Portuguese language proficiency will be highly desirable due to the Angola market.