Sales Manager

Role Overview

You will lead commercial sales efforts for an established FMCG manufacturer in Thika, taking charge of revenue growth across assigned territories. Day to day, you will coordinate field sales teams, refine distribution routes, negotiate deals with institutional buyers, and track performance against monthly targets. Your work directly determines how widely the company’s products reach wholesale and retail customers, making you essential to both short-term sales results and long-term market expansion.

Key Responsibilities

• Design and implement route-to-market strategies that increase product availability, brand visibility, and overall market share across wholesale, retail, and institutional channels.
• Build and sustain strong working relationships with distributors, stockists, wholesalers, and key retail accounts to ensure consistent stock movement and repeat orders.
• Conduct regular audits of trade distribution networks to identify coverage gaps, improve shelf presence, and accelerate inventory turnover.
• Monitor competitor pricing, promotions, and trade activity to spot emerging opportunities and adjust sales tactics accordingly.
• Lead contract negotiations with major buyers, covering volume pricing, trade credit terms, and delivery schedules that protect company margins.
• Supervise, coach, and appraise field sales representatives and territory account officers, setting clear monthly KPIs and addressing underperformance quickly.
• Collaborate with trade marketing teams to roll out promotional campaigns, product launches, and in-store activations that drive consumer demand.
• Track sales revenues, operating margins, collection cycles, and payment terms, then prepare weekly forecasts and territory performance reports for executive management.

Requirements & Qualifications

• Bachelor’s Degree or Diploma in Sales & Marketing, Business Administration, or a related discipline.
• At least 5 years of proven sales and channel management experience in FMCG, food manufacturing, or agro-processing environments.
• Direct experience managing and training field sales teams, with a verifiable record of improving team performance.
• Extensive working knowledge of FMCG distribution networks, including distributors, wholesalers, retail chains, and institutional accounts.
• Strong grasp of route-to-market execution, territory planning, and distribution expansion models.
• Excellent commercial negotiation, relationship management, and contract closure skills.
• Proficiency in MS Excel and CRM tools for analysing sales data, identifying trends, and preparing management reports.

What We Offer / Why Join

• Competitive monthly remuneration of KSh 100,000.
• Full-time, on-site employment based in Thika, Kiambu County.
• The chance to lead a field sales force and directly shape regional growth for an established FMCG business.