Key Accounts Manager – Wholesale & Distribution (Paper Bags)

Role Overview

As Key Accounts Manager for wholesale and distribution, you will build and grow trade accounts for brown and white paper bags, from first contact through to repeat orders, delivery and payment. Your work will help expand the business across Nairobi and other Kenyan markets while giving the company dependable demand forecasts, healthy account margins and stronger customer relationships.

Key Responsibilities

• Map wholesale, distribution and packaging-stockist opportunities in Nairobi and key towns, then prospect and onboard suitable customers against agreed growth targets.
• Develop account plans and conduct regular customer visits and reviews, identifying opportunities to increase order frequency, volumes and product mix.
• Meet monthly and annual sales goals, prepare quotations and negotiate bulk rates, discounts and rebates within approved limits.
• Win repeat, standing and contract orders, and plan seasonal promotions with distributors to prepare for anticipated demand.
• Gather three-month rolling forecasts and confirm order details, including paper colour, GSM, dimensions, gusset or base, handles and print requirements.
• Coordinate production and dispatch requirements with internal teams, keep customers informed of delivery risks, and help resolve quality, quantity or service complaints.
• Monitor account performance, margins, credit exposure and overdue invoices; work with Finance on reconciliations and escalate collection risks in line with procedures.
• Maintain accurate CRM records and provide regular reports on sales, pipeline, forecasts and collections, alongside market feedback on competitors, pricing and customer product needs.

Requirements & Qualifications

• Bachelor’s degree in Sales, Marketing, Business Administration, Commerce or a related discipline.
• At least four years of B2B sales experience, including a minimum of two years managing wholesale or distributor accounts.
• A record of meeting sales-volume targets and managing collections for customers purchasing on credit.
• Experience in packaging, paper products, printing or distributor-led FMCG sales in Kenya is preferred.
• Existing relationships with wholesalers, distributors or stockists in Nairobi and other major towns are an advantage.
• A professional sales or marketing qualification, such as CIM or KIM, is an advantage.
• Valid driving licence and readiness to travel within Kenya.
• Fluency in English and Kiswahili.