MAL Consultancy is a human resource solutions and services consulting company based in Kenya, providing strategic and operational support to align your people strategy to drive the achievement of your strategic business needs. We pride in having expertise in a broad range of specialties in human resource management as strategic business partners.

Account Developer - Horeca

JOB SUMMARY

Our client is seeking a dynamic and proactive Account Developer for its HORECA channel to drive growth. This assignment will be for an initial 3-month short-term contract, which will be renewable based on performance with a possible initial extension to 6 months and thereafter, with an opportunity for an annual renewable contract.

The ideal candidate will have extensive knowledge of whole fish and fish fillet trade, experience of modern trade FMCG sales, and the ability to negotiate and persuade businesses, but majorly HORECA (Hotels, Restaurants, Cafes) already moving large volumes of fish. This is a field-intensive commercial role. The Account Developer - HORECA will be responsible for customer acquisition, order generation, account growth, business and client retention, cross-selling, and up-selling. S/he will have KPI’s aligned to sales metrics, customer metrics, number of active customers / churn, number of transactions per customer, and market expansion while ensuring full geographic coverage of the assigned business areas. The Account Developer – HORECA will experience through this role a business that is a fast-growing food and climate-impact startup. S/he will have the opportunity to be part of a company transforming Africa’s protein value chain while empowering thousands of fisherfolk and fish traders (Mama Samakis).

DUTIES & RESPONSIBILITIES

Mapping

• Identify and onboard a minimum of 10 high-volume and high-value HORECA clients in Nairobi and its environs every quarter
• Map entities of interest using business tools provided—including hotels, restaurants, caterers, and others
• Capture key KYC and commercial data, including years in operation, fish value chain (Tilapia, Omena, Nile Perch, Catfish, etc.), current suppliers, daily volume (kgs), and pain points.

Sales Customer Acquisition and Churn Management

• Conduct daily field visits to identify and recruit new customers
• Visit churned customers to reactivate their accounts.

Sales & Order Management

• Support traders in placing orders and planning purchases and deliveries.

Basket size Growth & Retention

• Support traders to grow their businesses through proactive engagement, proper customer service, pricing, transparency and promotions.
• Drive repeat purchases and increased basket sizes
• Maintain high monthly retention rates (>50%) among active accounts.

Market Intelligence

• Provide management with weekly insights on fish pricing trends, competitor activity, supply gaps in the market, customer queries, concerns and demand patterns, and any other data that informs pricing, promotions, expansion and risk decisions.

Brand Visibility

• Diplomatically promote the business brand
• Participate in local activations and market engagement campaigns.

EDUCATION SKILLS & EXPERIENCE REQUIRED

• 4+ years sales and business development experience in FMCG Modern Trade
• Extensive knowledge of whole fish and fish fillet trade in Kenya
• Familiarity with HORECA customers already sourcing whole fish and fish fillets
• Strong relationship-building ability
• Highly disciplined with daily field activity (Monday to Saturday)
• Negotiation and sales closing skills
• Basic data and reporting ability
• Hustler mentality
• Street smart and resilient
• Strong communication skills
• Comfortable working in busy market environments.

This position requires a candidate who is available for an immediate start.

• Identify and onboard a minimum of 10 high-volume and high-value HORECA clients in Nairobi and its environs every quarter
• Map entities of interest using business tools provided—including hotels, restaurants, caterers, and others
• Capture key KYC and commercial data, including years in operation, fish value chain (Tilapia, Omena, Nile Perch, Catfish, etc.), current suppliers, daily volume (kgs), and pain points.
• Conduct daily field visits to identify and recruit new customers
• Visit churned customers to reactivate their accounts.
• Support traders in placing orders and planning purchases and deliveries.
• Support traders to grow their businesses through proactive engagement, proper customer service, pricing, transparency and promotions.
• Drive repeat purchases and increased basket sizes
• Maintain high monthly retention rates (>50%) among active accounts.
• Provide management with weekly insights on fish pricing trends, competitor activity, supply gaps in the market, customer queries, concerns and demand patterns, and any other data that informs pricing, promotions, expansion and risk decisions.
• Diplomatically promote the business brand
• Participate in local activations and market engagement campaigns.

• Strong relationship-building ability
• Highly disciplined with daily field activity (Monday to Saturday)
• Negotiation and sales closing skills
• Basic data and reporting ability
• Hustler mentality
• Street smart and resilient
• Strong communication skills
• Comfortable working in busy market environments.

• 4+ years sales and business development experience in FMCG Modern Trade
• Extensive knowledge of whole fish and fish fillet trade in Kenya
• Familiarity with HORECA customers already sourcing whole fish and fish fillets