HORECA Sales Executive – Ruiru

Position Title: HORECA Sales Executive

Direct Line Reporting: Territory Sales Manager

Industry Sector: FMCG

Gross Salary Structure: Kshs. 35,000 + Transport Allowance + Airtime Allowance

Location: Ruiru

Role Overview

We are seeking a highly aggressive, commercially astute HORECA Sales Executive to accelerate our product penetration within the hospitality and institutional channels. Your primary focus is to secure listings, drive volume growth, and manage accounts across hotels, restaurants, cafés, hospitals, educational institutions, and corporate entities. This position balances new business hunter mechanics with deep relationship management; you will guide clients from initial cold calls and technical presentations through to successful product onboarding and long-term volume renewals. The role demands an energetic negotiator who thoroughly understands institutional procurement structures and can seamlessly execute territory sales strategies.

Areas of Accountability

Commercial Expansion & Asset Acquisition

• Systematically map out, prospect, and capture new commercial accounts within hotels, eateries, hospitals, schools, and major religious institutions.

• Formulate and deploy localized territory action plans to aggressively lift market share and overall sales revenue across Ruiru and its environs.

• Maintain a continuous, healthy pipeline of highly qualified B2B prospects through dedicated field visits, networking, and cold outreach.

• Secure premium product visibility, shelf placement, and authorized listings within targeted institutional procurement catalogs.

Account Management & Relationship Optimization

• Nurture, insulate, and expand relationships with active corporate buyers to drive high repeat order rates and lifelong brand loyalty.

• Coordinate routine field optimization visits to assess client inventory health, address operational challenges, and execute upselling strategies.

• Supervise top-tier institutional accounts, ensuring customer satisfaction metrics perfectly align with company service standard metrics.

• Educate procurement officers and culinary chefs on product applications, efficiency advantages, and overall value propositions.

Order Fulfillment & Revenue Retrieval

• Oversee the intake of client orders, ensuring absolute data entry precision and immediate transfer to logistics desks.

• Partner with production and distribution teams to guarantee that all institutional deliveries arrive intact and within set timelines.

• Follow up firmly on outstanding customer balances to keep corporate debt aging charts within healthy operational limits.

• Monitor client credit thresholds constantly, taking immediate preventive steps to mitigate credit defaults or high-risk exposures.

Intelligence Gathering & Operational Compliance

• Audit local competitor pricing variations, active promotional schemes, and shifting volume distribution strategies.

• Transform direct client feedback into actionable field insights to assist senior executives in reshaping product development.

• Compile and format clean daily, weekly, and monthly sales activity matrix reports for administrative review.

• Deliver accurate rolling volume forecasts, keeping all field activities fully compliant with corporate policies.

Skills & Experience Required

Minimum Entry Criteria

• Academic Foundation: Diploma or Bachelor’s degree in Sales & Marketing, Business Administration, or a complementary commercial discipline.

• Proven Track Record: Minimum of 3 years of progressive, verifiable experience in HORECA and institutional sales, with clear preference for backgrounds handling tissue paper, detergents, sanitation chemicals, or fast-moving consumer goods.

• Procurement Literacy: Deep operational understanding of the complex bidding, supply cycles, and vendor onboarding guidelines utilized by hotels, hospitals, and learning centers.

• Technical Skills: Fully proficient in using Microsoft Office tools (Word, Excel, PowerPoint) and modern CRM or sales reporting platforms.

Performance Traits

• Negotiation Mastery: Exceptional interpersonal, pitching, and courtroom-level boardroom presentation skills suited for corporate procurement panels.

• Autonomous Execution: Strong business development capabilities with a natural drive to hit or surpass quarterly volume quotas under light management.

• Mobility Tooling: Possession of a valid, clean Kenyan driving license will be treated as a major operational advantage.

What is in Store for You

• Comprehensive Allowances: Support your daily operations with dedicated transport and communication airtime provisions built alongside your baseline salary.

• Strategic Autonomy: Own and dictate the commercial trajectory of a highly active, high-volume FMCG business hub.

• Professional Up-skilling: Refine your B2B institutional negotiation skills by structuring large-scale supply contracts with leading corporate brands.

Send your CV for the HORECA Sales Executive position, making sure to include the exact job title in the subject line of your email. Apply today and help bring energy and growth to our sales operations.