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.