Background

Tushop is a venture-backed technology-enabled company operating in Kenya. Our mission is to strengthen the welfare of communities by giving them more value with their groceries. We do so by aggregating communities’ demand for groceries to help them access wholesale prices and provide convenient delivery to end-customers. Additionally, we work with Communit...

Your role:

We are looking for a Merchant Growth Lead to help us acquire and activate high-value merchant accounts. This is not a traditional sales role. We are looking for someone who can find the right merchants, get in front of decision-makers, close them, and help them go live and generate real sales on Tushop.

Our current focus is on high-volume accounts: wholesalers, FMCG manufacturers, distributors, markets, bulk sellers, and strong local retailers. Think accounts like large wholesalers, food distributors, household goods suppliers, office suppliers, and manufacturers with strong pricing and inventory.

Key Responsibilities:

• Identifying and building a pipeline of high-potential merchants, especially in FMCG, wholesale, distribution, manufacturing, markets, and bulk retail
• Getting Tushop in front of owners, CEOs, commercial leads, and decision-makers
• Pitching Tushop’s value proposition clearly and commercially
• Understanding each merchant’s business, pricing, supply, operations, and customer base
• Closing merchants that have strong GMV potential and fit Tushop’s ICP
• Working with our internal team to get merchants live quickly with the right catalogue, pricing, stock, and launch plan
• Supporting early activation so merchants generate paid orders and meaningful GMV
• Tracking pipeline, follow-ups, conversion, launch status, and performance clearly
• Sharing market feedback that helps us improve our product, pricing, and go-to-market strategy

The profile we're likely to hire:

• 3–6+ years of experience in sales, business development, partnerships, growth, trade marketing, key account management, or commercial roles
• Experience or strong relationships in FMCG, manufacturing, distribution, retail, wholesale, e-commerce, logistics, or trade
• Comfortable selling to business owners, CEOs, founders, commercial directors, and senior operators
• Highly proactive and can open doors, follow up consistently, and push deals forward
• Understands that the real work starts after the first meeting
• Commercially sharp and can quickly assess whether an account is worth pursuing
• Organized enough to maintain a clear pipeline and report progress weekly
• Comfortable working in a startup environment where priorities move quickly and ownership matters
• Existing relationships with FMCG manufacturers, distributors, wholesalers, market associations, or large retailers in Kenya is a plus
• Experience launching or growing B2B/B2B2C partnerships is a plus
• Experience in e-commerce, trade marketing, route-to-market, or informal retail is a plus
• Comfort working with data, GMV targets, sales funnels, and activation metrics is a plus

• Identifying and building a pipeline of high-potential merchants, especially in FMCG, wholesale, distribution, manufacturing, markets, and bulk retail
• Getting Tushop in front of owners, CEOs, commercial leads, and decision-makers
• Pitching Tushop’s value proposition clearly and commercially
• Understanding each merchant’s business, pricing, supply, operations, and customer base
• Closing merchants that have strong GMV potential and fit Tushop’s ICP
• Working with our internal team to get merchants live quickly with the right catalogue, pricing, stock, and launch plan
• Supporting early activation so merchants generate paid orders and meaningful GMV
• Tracking pipeline, follow-ups, conversion, launch status, and performance clearly
• Sharing market feedback that helps us improve our product, pricing, and go-to-market strategy

• Sales
• Business Development
• Partnerships
• Growth
• Trade Marketing
• Key Account Management
• Commercial Acumen
• Data Analysis
• E-commerce
• Route-to-Market
• Informal Retail

• BA/BSc/HND
• 3–6+ years of experience in sales, business development, partnerships, growth, trade marketing, key account management, or commercial roles
• Experience or strong relationships in FMCG, manufacturing, distribution, retail, wholesale, e-commerce, logistics, or trade
• Comfortable selling to business owners, CEOs, founders, commercial directors, and senior operators
• Highly proactive and can open doors, follow up consistently, and push deals forward
• Understands that the real work starts after the first meeting
• Commercially sharp and can quickly assess whether an account is worth pursuing
• Organized enough to maintain a clear pipeline and report progress weekly
• Comfortable working in a startup environment where priorities move quickly and ownership matters
• Existing relationships with FMCG manufacturers, distributors, wholesalers, market associations, or large retailers in Kenya is a plus
• Experience launching or growing B2B/B2B2C partnerships is a plus
• Experience in e-commerce, trade marketing, route-to-market, or informal retail is a plus
• Comfort working with data, GMV targets, sales funnels, and activation metrics is a plus