Merchant Growth Lead at Tushop

Your role:


We are looking for a Merchant Growth Lead to help us acquire and activate high-value merchant accounts. This is not a traditional sales role. We are looking for someone who can find the right merchants, get in front of decision-makers, close them, and help them go live and generate real sales on Tushop.
Our current focus is on high-volume accounts: wholesalers, FMCG manufacturers, distributors, markets, bulk sellers, and strong local retailers. Think accounts like large wholesalers, food distributors, household goods suppliers, office suppliers, and manufacturers with strong pricing and inventory.


Key Responsibilities:


Identifying and building a pipeline of high-potential merchants, especially in FMCG, wholesale, distribution, manufacturing, markets, and bulk retail
Getting Tushop in front of owners, CEOs, commercial leads, and decision-makers
Pitching Tushop's value proposition clearly and commercially
Understanding each merchant's business, pricing, supply, operations, and customer base
Closing merchants that have strong GMV potential and fit Tushop's ICP
Working with our internal team to get merchants live quickly with the right catalogue, pricing, stock, and launch plan
Supporting early activation so merchants generate paid orders and meaningful GMV
Tracking pipeline, follow-ups, conversion, launch status, and performance clearly
Sharing market feedback that helps us improve our product, pricing, and go-to-market strategy


The profile we're likely to hire:


3 - 6+ years of experience in sales, business development, partnerships, growth, trade marketing, key account management, or commercial roles
Experience or strong relationships in FMCG, manufacturing, distribution, retail, wholesale, e-commerce, logistics, or trade
Comfortable selling to business owners, CEOs, founders, commercial directors, and senior operators
Highly proactive and can open doors, follow up consistently, and push deals forward
Understands that the real work starts after the first meeting
Commercially sharp and can quickly assess whether an account is worth pursuing
Organized enough to maintain a clear pipeline and report progress weekly
Comfortable working in a startup environment where priorities move quickly and ownership matters
Existing relationships with FMCG manufacturers, distributors, wholesalers, market associations, or large retailers in Kenya is a plus
Experience launching or growing B2B/B2B2C partnerships is a plus
Experience in e-commerce, trade marketing, route-to-market, or informal retail is a plus
Comfort working with data, GMV targets, sales funnels, and activation metrics is a plus