Commercial Sales Manager – Export at Farm Manager

A leading fresh-produce operation in Kenya is seeking an experienced Commercial Sales Manager - Export with a strong background in fresh-produce sales, export markets, and retail account management.
The ideal candidate will have a proven track record in driving commercial performance, building strong buyer relationships, negotiating supply programs, and positioning fresh produce competitively across international markets.
This role requires a results-driven professional with deep market insight, strong negotiation capability, and the ability to align commercial strategy with production and packhouse operations.

MINIMUM REQUIREMENTS


Diploma/Degree in Agriculture, Agribusiness, Marketing, or a related field.
Proven commercial and sales experience within the fresh-produce sector.
Export market experience is essential.
Retail account management experience (international or regional retailers).
Strong understanding of global market standards, certification requirements, and export protocols.
Excellent negotiation, communication, and relationship-building skills.
Ability to work under pressure, manage multiple deadlines, and prioritise effectively.
Strong commercial acumen with advanced analytical and planning skills.
Experience coordinating between farming operations, packhouses, and sales teams.
Leadership capability with the ability to guide commercial support staff.


KEY RESPONSIBILITIES

Export Sales Management


Drive all export sales strategies for fresh vegetables, herbs, fruits, and flowers.
Build and maintain strong relationships with international buyers, retailers, processors, wholesalers, and distributors.
Negotiate pricing, volumes, annual programs, and long-term supply agreements.
Continuously analyse global market trends, competitor activity, and demand cycles.
Identify new market opportunities and expand the company's international footprint.


Retail & Customer Engagement


Manage key retail accounts across local and export markets.
Ensure all product specifications meet retailer standards and compliance requirements.
Monitor product performance, quality claims, customer feedback, and category expectations.
Lead product presentations, market reviews, and commercial discussions with retail buyers.


Commercial Operations & Coordination


Align sales programmes with production, harvesting schedules, and packhouse capacity.
Work closely with logistics teams to ensure accurate order fulfilment and cost-effective shipments.
Oversee allocation planning, forecasting, and weekly sales pipelines.
Ensure seamless communication between commercial, operations, and production teams.


Pricing, Forecasting & Reporting


Conduct weekly and monthly sales planning and performance analysis.
Develop pricing strategies based on market conditions, supply availability, and customer programs.
Prepare commercial reports, costings, sales projections, and margin analyses.
Manage all export documentation and ensure compliance with international trade requirements.