Field Sales Executive-UPL

Position Overview

We are seeking a results-driven Field Sales Executive to drive business growth across the East Africa region. This role combines deep market intelligence, technical packaging expertise, and strong commercial acumen to deliver exceptional value to our customers. The ideal candidate will independently manage territory sales while coaching junior team members and contributing to strategic initiatives.

Key Responsibilities

East Africa Market & Customer Intelligence

• Develop and maintain comprehensive knowledge of regional market dynamics, customer needs, and industry trends
• Independently solve routine market challenges and identify new business opportunities
• Coach junior sales staff on customer segmentation strategies and market analysis
• Gather competitive intelligence and identify areas for service improvement
• Navigate cultural nuances and relationship dynamics specific to SME and enterprise contexts
• Provide flexible coverage across territories as business needs require

Packaging Technical Consultation

• Apply prepress fundamentals to advise customers on artwork, file preparation, and print-ready requirements
• Demonstrate solid print process knowledge (offset, flexo, digital) to guide customer decisions
• Mentor junior team members on technical specifications and quality standards
• Advise on material selection (substrates, finishes, coatings) based on product requirements and sustainability goals
• Develop multi-skilling capabilities across adjacent technical areas to provide comprehensive solutions
• Apply structural design basics to recommend optimal packaging formats for product protection and shelf appeal

Sales Execution & Account Management

• Independently manage lead generation and prospecting activities within assigned territory
• Conduct thorough needs assessments and prepare accurate, competitive quotations
• Coach juniors on consultative selling techniques and proposal development
• Coordinate sampling and trial programs, managing multi-stage qualification processes
• Develop cross-functional skills to support sampling, production coordination, and logistics
• Drive order conversion and negotiation with SME and enterprise clients
• Serve as Subject Matter Expert (SME) for complex deals, providing flexible coverage for key accounts

Commercial Acumen

• Perform costing and estimating independently to ensure accurate pricing and profitability
• Coach team members on pricing strategy development and value-based selling
• Manage pricing strategies that balance competitiveness with margin protection
• Develop multi-skilling across margin analysis, cost optimization, and financial planning
• Monitor and manage account profitability and margin targets
• Handle credit and collections in SME contexts with flexibility and commercial judgment
• Ensure timely payments and minimize bad debt exposure

Qualifications

Required:

• Bachelor's degree in Business, Marketing, Engineering, or related field
• 3+ years of B2B sales experience, preferably in packaging, printing, or related manufacturing industries
• Proven track record of independent territory management and achieving sales targets
• Solid understanding of packaging materials, print processes, and structural design
• Experience coaching or mentoring junior sales professionals
• Strong commercial acumen with experience in costing, pricing, and margin management
• Excellent communication and negotiation skills
• Willingness to travel extensively across East Africa