Sales Execution & Account Management
Manage an assigned portfolio of 8 - 12 accounts across the FMCG, dairy, beverage, and horticulture sectors
Achieve individual monthly and quarterly revenue targets as agreed with the Sales Manager
Conduct regular client visits, business reviews, and relationship-building activities to ensure high retention
Drive new business development: generate and qualify a minimum of 3 - 5 new prospects per week
Manage your own sales pipeline from first contact through to order closure and client onboarding
Identify upselling and cross-selling opportunities within the existing account base
Team Support & Field Coordination
Support the Sales Manager in onboarding, training, and day-to-day coaching of Field Sales Agents
Act as the first point of escalation for Field Sales Agents when the Sales Manager is unavailable
Accompany Field Sales Agents on client visits as required to demonstrate selling techniques and provide on-the-job coaching
Monitor Field Sales Agent activity, call reports, and pipeline progress; flag concerns to the Sales Manager
Assist in developing and maintaining the sales playbook, including prospecting scripts, objection handling guides, and quotation templates
CRM & Pipeline Management
Maintain accurate and up-to-date records for all assigned accounts and prospects in the company CRM (Odoo, HubSpot, Zoho, or equivalent)
Update pipeline stages, call notes, and follow-up actions consistently and in real time
Prepare weekly pipeline and activity reports for review by the Sales Manager
Ensure all quotations, proposals, and contracts are logged and tracked within the CRM
Support the Sales Manager in preparing monthly sales forecasts and performance reports for the Managing Director
Requirement
Education
Bachelor\'s Degree in Business, Marketing, Engineering, or related field. Diploma with strong sales experience considered.
Experience
3 - 5 years of B2B sales experience, with at least 1 year in a senior sales executive or team lead capacity. Packaging, printing, FMCG, or manufacturing experience preferred.
Sales Track Record
Demonstrated history of meeting or exceeding individual sales targets. Able to speak to specific revenue figures and growth achievements.
Account Management
Proven ability to build and maintain long-term client relationships in a B2B environment. Experience handling multiple accounts simultaneously.
Communication Skills
Excellent written and verbal communication in English. Confident presenting to clients, procurement teams, and senior stakeholders.
Organisational Skills
Strong pipeline discipline. Able to manage multiple accounts, prospects, and internal tasks without dropping the ball.
Kenya Market Knowledge
Good understanding of the Kenyan commercial landscape. Familiarity with at least one other East African market is an advantage.
Travel Readiness
Willingness to travel within Kenya and occasionally to Uganda, Tanzania, or Rwanda. Valid driver\'s licence preferred.