Our client a vertically integrated textile solutions provider based in Ruiru, Kenya. They design, manufacture, and distribute innovative textile solutions across Sub-Saharan Africa through a diverse portfolio of brands, including Butterfly, Zuri, Uzi Bora, TexStyle, Asili, among others.

The Opportunity

Nyanza requires its own hub-and-route logic. The representative must use Kisumu as the commercial base, build depth in the Kisii/Nyamira highland trade, test Migori and Homa Bay route opportunities, and turn structured field presence into repeat customers across varied towns.

Territory focus: Kisumu as the principal hub; Kisii/Nyamira highland trade; Migori/Homa Bay routes; and selected Siaya opportunities.

THE COMMERCIAL TEST: Show evidence that you can find opportunity, build trust, convert new customers and create repeatable, commercially sound growth in this specific market.

Regional Mandate

• Build Kisumu as the primary commercial hub and intelligence centre for the territory.
• Create separate route plans for Kisii/Nyamira, Migori/Homa Bay and selected Siaya opportunities.
• Maintain a route calendar that balances hub depth with consistent development of satellite towns.
• Grow active customer spread and convert market presence into dependable repeat ordering.
• Track competitor pricing, availability, route strength and customer movement across the hub and satellite routes.
• Adapt customer propositions to the different trading patterns of lake-basin and highland markets.

Core Responsibilities

1. Revenue Growth and Customer Acquisition

• Own the external sales cycle from prospecting and qualification through conversion, activation and commercial growth.
• Deliver agreed revenue, active-customer and repeat-customer outcomes.
• Maintain a visible, qualified pipeline and focus time on opportunities with credible value and conversion potential.

2. Customer Relationships and Market Presence

• Build trusted relationships with owners, decision-makers, influencers and trading partners.
• Maintain the field presence and visit rhythm required by the territory.
• Understand how customers make money and shape relevant value propositions that improve their business and S&S growth.

3. Market Intelligence Discipline

• Capture field intelligence every week, not only when requested.
• Track customers, competitors, pricing, availability, payment behaviour, route gaps, product gaps, lost sales and emerging opportunities.
• Convert observations into implications and recommended commercial actions.

4. Commercial Quality and Execution

• Grow revenue responsibly, protecting gross profit, pricing, payment and credit standards.
• Commercialise new products and improve range, variety and order frequency.
• Escalate material risks and opportunities quickly and maintain clean handovers to Customer Growth / Care for internal follow-through.

Field Sales Ownership and Customer Growth / Care Support

Field Sales owns: external market growth, territory presence, prospecting, customer acquisition, commercial relationships, opportunity conversion, route development and market intelligence.

Customer Growth / Care supports: post-sale account support, service follow-through, order and fulfilment coordination, issue tracking, customer communication and internal escalation.

The Field Sales Representative remains commercially accountable for the customer relationship and growth outcome while partnering with Customer Growth / Care for reliable internal execution.

Monthly Accountability

• Revenue: deliver the agreed monthly revenue and gross profit plan for the territory, with clear visibility of gaps and recovery actions.
• New customers: acquire and activate new customers against the agreed territory target.
• Repeat customers: increase the number and value of customers placing repeat orders.
• Active customer spread: expand active coverage by town, corridor and customer segment, avoiding overdependence on a small number of accounts.
• Pipeline and conversion: maintain a qualified opportunity pipeline and report progress from mapping to activation, conversion and growth.
• Market intelligence: submit a weekly field intelligence update covering customer movements, competitor pricing and availability, route gaps, stock gaps, lost sales, emerging opportunities and recommended actions.
• Commercial discipline: maintain agreed payment, credit, pricing and escalation standards.

First 90-Day Proof Window

Performance will be reviewed in six two-week field cycles, followed by a final consolidation window to Day 90. Each cycle must produce evidence, not activity alone.

• Days 1-14: Review Kisumu business and complete an initial hub-and-route assessment across the territory.
• Days 15-28: Map Kisumu, Kisii/Nyamira, Migori/Homa Bay and Siaya customer clusters and establish a route calendar.
• Days 29-42: Prioritise towns, prospects and account actions based on route potential and repeat economics.
• Days 43-56: Activate priority routes, deepen Kisumu relationships and test highland and lake-route propositions.
• Days 57-70: Convert first new customers, increase active spread and establish repeat-order signals.
• Days 71-84: Strengthen the best routes, correct weak coverage and refine competitor responses.
• Days 85-90: Present proof of hub strength, route viability, customer spread, revenue and repeat performance.

Key Deliverables

• A clear Kisumu hub strategy and sustainable route calendar.
• Active customer growth across Kisumu and priority satellite routes.
• Measurable repeat-order improvement and broader customer spread.
• Distinct intelligence for highland, lake-basin and border-adjacent trade patterns.
• A prioritised next-quarter plan based on proven route potential.

Candidate Evidence Required

Applications and interviews should provide specific examples, customer names or types, locations and measurable outcomes demonstrating:

• Experience developing a hub while managing multiple satellite routes.
• Evidence of converting field coverage into active and repeat customers.
• Strong planning across varied towns and customer types.
• Practical knowledge of Kisumu and at least one priority Nyanza route cluster.
• Examples of using competitor and customer intelligence to change route or account actions.

What You Bring

• A structured market developer who plans carefully and follows through consistently.
• Comfortable balancing a main hub with multiple route calendars.
• Strong relationship-builder with the patience to create repeat behaviour.
• Analytical enough to distinguish route presence from commercially productive coverage.

• Build Kisumu as the primary commercial hub and intelligence centre for the territory.
• Create separate route plans for Kisii/Nyamira, Migori/Homa Bay and selected Siaya opportunities.
• Maintain a route calendar that balances hub depth with consistent development of satellite towns.
• Grow active customer spread and convert market presence into dependable repeat ordering.
• Track competitor pricing, availability, route strength and customer movement across the hub and satellite routes.
• Adapt customer propositions to the different trading patterns of lake-basin and highland markets.
• Own the external sales cycle from prospecting and qualification through conversion, activation and commercial growth.
• Deliver agreed revenue, active-customer and repeat-customer outcomes.
• Maintain a visible, qualified pipeline and focus time on opportunities with credible value and conversion potential.
• Build trusted relationships with owners, decision-makers, influencers and trading partners.
• Maintain the field presence and visit rhythm required by the territory.
• Capture field intelligence every week and convert observations into implications and recommended commercial actions.
• Track customers, competitors, pricing, availability, payment behaviour, route gaps, product gaps, lost sales and emerging opportunities.
• Grow revenue responsibly, protecting gross profit, pricing, payment and credit standards.
• Commercialise new products and improve range, variety and order frequency.
• Escalate material risks and opportunities quickly and maintain clean handovers to Customer Growth / Care for internal follow-through.
• Deliver the agreed monthly revenue and gross profit plan, acquire and activate new customers, increase repeat orders, expand active coverage and submit weekly field intelligence updates.

• External sales and prospecting
• Customer acquisition, conversion and activation
• Territory and route planning
• Customer relationship building
• Market and competitor intelligence
• Sales pipeline management
• Revenue and gross profit growth
• Commercial negotiation and pricing discipline
• Customer retention and repeat-order development
• Analytical and strategic planning
• Field sales execution
• Communication and cross-functional coordination

• Structured market developer who plans carefully and follows through consistently.
• Comfortable balancing a main hub with multiple route calendars.
• Strong relationship-builder with the patience to create repeat behaviour.
• Analytical enough to distinguish route presence from commercially productive coverage.
• Practical knowledge of Kisumu and at least one priority Nyanza route cluster.
• Evidence of developing a hub while managing multiple satellite routes and converting field coverage into active and repeat customers.