Job Overview

Our client is a fast-moving consumer goods company looking for a driven and well-connected HORECA Sales Representative to grow their presence across Nairobi's hospitality and food service sector. This is a pure field sales role built for someone who already understands how the HORECA channel works, knows how to get products listed and moving, and has the kind of relationships with chefs, procurement managers, and restaurant owners that open doors quickly. If you are someone who runs your territory like a business, consistently hits targets, and genuinely enjoys building long-term client partnerships, our client is ready to meet you.

Key Responsibilities

Business Development

• Identify and develop new sales opportunities within hotels, restaurants, cafés, catering companies, and institutional clients across Nairobi
• Conduct structured market mapping and prospecting to expand the company's footprint within the HORECA channel
• Build a strong, active pipeline of potential customers and convert leads into paying, repeat accounts

Sales & Revenue Growth

• Consistently achieve and exceed monthly and quarterly sales targets
• Promote and sell the company's FMCG product range to HORECA clients with confidence and product knowledge
• Negotiate pricing, product placement, and supply agreements that work for both the client and the business
• Drive product listings across target establishments and increase the company's share of supply within active accounts

Customer Relationship Management

• Build and maintain strong working relationships with chefs, procurement managers, restaurant owners, and hotel purchasing departments
• Conduct regular, structured client visits to nurture relationships and uncover additional sales opportunities within existing accounts
• Address customer concerns promptly and professionally to maintain high levels of satisfaction and account loyalty

Account Management

• Manage and grow existing HORECA accounts while ensuring consistent and reliable product supply at all times
• Monitor customer stock levels proactively and recommend timely replenishment to avoid out-of-stock situations
• Implement promotional activities and product sampling initiatives within accounts to drive trial and incremental volume

Market Intelligence

• Keep a close eye on competitor activities, pricing strategies, and new product offerings across the HORECA market
• Provide regular, insight-driven feedback to management on market trends, customer preferences, and emerging opportunities
• Identify and flag opportunities for new product introductions within the HORECA segment based on real market observation

Reporting & Administration

• Prepare and submit accurate weekly sales reports and pipeline updates to management
• Maintain up-to-date customer records and detailed sales activity logs
• Track customer payment status and actively support the finance team in ensuring timely collections in line with credit terms

Requirements & Qualifications

• Diploma or Degree in Sales and Marketing, Business Administration, or a related field
• Minimum 2 years of proven field sales experience within the HORECA channel, preferably in the FMCG sector
• Demonstrated track record of selling products to Hotels, Restaurants, Cafés, and Institutional clients in Nairobi
• Strong working knowledge of HORECA distribution channels and product listing processes
• An existing network of HORECA contacts and decision-makers across Nairobi is a strong and valued advantage
• Excellent negotiation, communication, and relationship-building skills across all levels of the hospitality trade
• Self-motivated, highly target-driven, and comfortable owning a territory independently with minimal supervision

What's On Offer

• Competitive base salary of Kshs. 25,000 plus 3% commission on sales and Kshs. 10,000 transport allowance
• A genuine earning opportunity where strong field performance directly increases your monthly take-home
• A well-established and growing FMCG product range with real demand in the hospitality sector
• A performance-driven team culture where results are recognized and rewarded