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Territory Sales Manager
Mandatory
Posted: By:Hiring Kenya
Company Details
Industry:
Consulting
Website:
https://www.orchidhr.co.ke/
Description:
Orchid HR has been serving a wide variety of industries as human resource advisors, consultants, and on-site HR departments since 2010. ? Our core business is to provide our corporate clients with human capital solutions that result in measurably improved employee and organizational performance while minimizing employment practice risk. ? We assist organizations troubleshoot, establish and outsource essential Human Rersource functions.
Job Description
Key Responsibilities
- Drive revenue growth within assigned territories through aggressive B2B client acquisition and account development.
- Develop and execute territory sales strategies aligned with company revenue and market penetration goals.
- Lead, supervise, coach, and motivate a team of field sales representatives to achieve sales KPIs and revenue targets.
- Identify opportunities within manufacturing, retail, distribution, wholesale, HORECA, industrial, and corporate segments.
- Manage and grow relationships with distributors, wholesalers, and strategic key accounts.
- Monitor competitor activities, pricing trends, customer behavior, and market intelligence to inform sales decisions.
- Conduct regular market visits, customer engagements, route audits, and field coaching sessions.
- Ensure effective product visibility, availability, and customer service standards across the territory.
- Prepare accurate sales forecasts, pipeline reports, territory performance reviews, and commercial analysis reports.
- Utilize CRM platforms such as Salesforce, Zoho CRM, HubSpot, or similar systems for pipeline management, reporting, and sales tracking.
- Collaborate with production, finance, logistics, and customer service teams to ensure smooth order fulfillment and customer satisfaction.
- Drive customer retention initiatives and identify upselling and cross-selling opportunities.
- Participate in pricing discussions, commercial negotiations, and contract management processes.
- Support recruitment, onboarding, training, and performance management of the sales team.
- Ensure achievement of monthly, quarterly, and annual sales targets.
Qualifications & Experience
- Bachelor’s Degree in Sales & Marketing, Business Administration, Commerce, or a related field.
- Minimum of 5 years’ experience in FMCG, packaging, paper, print, manufacturing, industrial products, or B2B commercial sales.
- At least 2 years in a supervisory or team leadership role managing field sales teams.
- Strong understanding of territory management, route-to-market strategies, and distributor networks.
- Proven track record of achieving and exceeding sales targets.
- Experience handling corporate and industrial B2B accounts.
- Hands-on experience using CRM systems such as Salesforce, Zoho CRM, SAP CRM, or Microsoft Dynamics.
- Strong analytical, negotiation, presentation, and stakeholder management skills.
- Excellent commercial acumen and ability to translate market insights into business growth.
- High levels of initiative, resilience, accountability, and professionalism.
- Valid driving license will be an added advantage.
Key Competencies
- Territory & market development
- Team leadership & coaching
- Distributor management
- Key account management
- Sales forecasting & analytics
- CRM & pipeline management
- Negotiation & closing skills
- Commercial awareness
- Relationship management
- Strategic execution
Interested candidates who meet the above qualifications are invited to send their Updated CV and Brief summary of relevant industry experience (FMCG, packaging, paper, manufacturing, or B2B commercial operations) with the subject line: “Territory Sales Manager” "Warehouse and Inventory Operations Manager"
Salary: KES Unspecified
Otherpay: Benefits
Education: Diploma
Employment Type: Full Time
Contact Information
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