Key Accounts Manager – Wholesale & Distribution (Paper Bags)

Role Overview

As Key Accounts Manager, you will grow Accurex’s paper-bag business by winning and developing wholesale, distributor and stockist accounts in Nairobi and across Kenya. You will guide each account from prospecting and commercial negotiation through order planning, delivery coordination and payment follow-up, helping customers secure the products they need while supporting reliable production and sales growth.

Key Responsibilities

• Identify prospective wholesalers, distributors and stockists, build a regional sales pipeline, and bring new trade customers on board.
• Develop account plans that set out product requirements, pricing arrangements, credit terms and opportunities to expand business.
• Visit key customers regularly, review their needs and sales performance, and build repeat, scheduled and contract orders.
• Sell brown kraft, white and printed or branded paper bags; prepare quotations and negotiate volume pricing within approved limits.
• Gather rolling demand forecasts and confirm order details, including paper grade, dimensions, gussets, handles and printing specifications, with customers and internal teams.
• Coordinate with Production, Procurement, Quality and Logistics to address product issues and keep deliveries on schedule.
• Review credit applications and payment status, follow up on overdue balances, and work with Finance to resolve account discrepancies.
• Keep CRM and sales records current, report account results and collections, and share relevant market and competitor insights.

Requirements & Qualifications

• Bachelor’s degree in Sales, Marketing, Business Administration, Commerce or a related discipline.
• At least four years of B2B sales experience, including two or more years managing wholesale or distributor accounts.
• Experience in packaging, paper products, printing or FMCG distribution in Kenya is preferred.
• Commercial skills covering margin calculations, volume discounts and pricing negotiations.
• Practical understanding of paper-bag specifications, including GSM, dimensions, gussets and printing requirements.
• Experience with customer credit assessment, collections and account reconciliation.
• Strong customer relationship, communication and organisational skills, with the ability to manage competing account demands.
• Valid driving licence and willingness to travel within Kenya.
• A professional sales or marketing qualification, such as CIM or KIM, is an advantage.

What We Offer / Why Join

The role offers the opportunity to build and manage a network of trade customers for Accurex’s paper-bag products, combining field-based account development with commercial planning and cross-functional order coordination.