Background

Responsible for managing hotel, restaurant, and catering accounts, driving sales growth, identifying new business opportunities, and monitoring account performance. This is a full-time, on-site position based in Nairobi.

Objectives

Drive HoReCa & bakery business growth across Kenya through customer acquisition, key account development, sales expansion, and effective distribution channel management.

Qualifications

Bachelor’s degree in Sales, Marketing, Business Administration, or related field. Minimum 5-10 years of experience in field sales preferably in the FMCG sector. Proven experience managing field teams, distributor networks, and driving regional sales growth. Excellent negotiation, leadership, communication, and analytical skills.

Key Competencies & Skills:

• Ability to drive channel development & sales growth.
• Ability to acquire customers & manage key accounts.
• Ability to grow bakery sales & market penetration.
• Ability to optimise route-to-market & distribution.
• Ability to execute sales plans, monitor performance & report results.

Reports To

Commercial Strategy & Distribution Development Manager

Key Responsibilities

• Develop and execute sales strategies aligned with commercial objectives to grow HoReCa and bakery channels across Kenya.
• Identify, prioritise and acquire high-potential customers, including hotels, restaurants, caterers, schools, hospitals, institutions and industrial, medium-sized and neighbourhood bakeries.
• Build and convert prospect pipelines into active, repeat customers through customer engagement, product presentations and demonstrations.
• Develop strong customer relationships and strategic account plans to improve retention, resolve service issues, grow sales volumes and expand product penetration.
• Prepare proposals, negotiate approved commercial terms, manage tenders and supply agreements, and close sales in collaboration with internal teams.
• Drive revenue growth through customer acquisition, increased consumption, cross-selling and broader product penetration across Kapa’s portfolio.
• Develop a national route-to-market strategy leveraging Kapa’s distribution hubs and regional sales network to expand coverage and improve customer service.
• Coordinate customer onboarding, order placement, product availability and replenishment with distribution hubs and regional teams.
• Monitor market trends, competitor activity and customer needs to identify growth opportunities and inform commercial strategies.
• Achieve sales, revenue and customer acquisition targets while adhering to approved pricing, promotional and credit policies.
• Maintain accurate customer and sales records, monitor performance, prepare reports and forecasts, and recommend corrective actions to drive growth and ensure product availability.

• Develop and execute sales strategies aligned with commercial objectives to grow HoReCa and bakery channels across Kenya.
• Identify, prioritise and acquire high-potential customers, including hotels, restaurants, caterers, schools, hospitals, institutions and industrial, medium-sized and neighbourhood bakeries.
• Build and convert prospect pipelines into active, repeat customers through customer engagement, product presentations and demonstrations.
• Develop strong customer relationships and strategic account plans to improve retention, resolve service issues, grow sales volumes and expand product penetration.
• Prepare proposals, negotiate approved commercial terms, manage tenders and supply agreements, and close sales in collaboration with internal teams.
• Drive revenue growth through customer acquisition, increased consumption, cross-selling and broader product penetration across Kapa’s portfolio.
• Develop a national route-to-market strategy leveraging Kapa’s distribution hubs and regional sales network to expand coverage and improve customer service.
• Coordinate customer onboarding, order placement, product availability and replenishment with distribution hubs and regional teams.
• Monitor market trends, competitor activity and customer needs to identify growth opportunities and inform commercial strategies.
• Achieve sales, revenue and customer acquisition targets while adhering to approved pricing, promotional and credit policies.
• Maintain accurate customer and sales records, monitor performance, prepare reports and forecasts, and recommend corrective actions to drive growth and ensure product availability.

• Ability to drive channel development & sales growth
• Ability to acquire customers & manage key accounts
• Ability to grow bakery sales & market penetration
• Ability to optimise route-to-market & distribution
• Ability to execute sales plans, monitor performance & report results
• Excellent negotiation, leadership, communication, and analytical skills

• Bachelor’s degree in Sales, Marketing, Business Administration, or related field.
• Minimum 5-10 years of experience in field sales preferably in the FMCG sector.
• Proven experience managing field teams, distributor networks, and driving regional sales growth.