Trade Development Representative (TDR)

Role Overview

The Trade Development Representative owns the commercial performance of a food and beverage portfolio across Kenya's Coastal territory, working directly on the ground where sales are actually won or lost. Each day mixes hunting for outlets that don't yet stock the range with servicing an established call cycle, so the person in this seat is the employer's eyes and ears at the retail counter and the wholesale depot. The role matters because shelf availability, correct pricing and clean stock rotation at outlet level are what convert a distribution strategy into repeatable volume.

Key Responsibilities

• Map the assigned territory systematically, identify retail and wholesale outlets that are not yet stocking the portfolio, pitch the range and onboard new accounts.
• Work a fixed call schedule across existing customers, capture orders on each visit and follow through with the supply chain until goods are delivered and confirmed.
• Protect price discipline by ensuring every retail touchpoint sells at the agreed recommended price, keeping margins predictable across the channel.
• Inspect shelf and stockroom conditions, arrange displays to give the range maximum visibility, and apply first-in-first-out rotation so slow stock never reaches expiry on shelf.
• Manage the wholesaler-to-retailer link — monitor stock cover at wholesale points, flag gaps before they become outages, and smooth friction when supply does not flow.
• Coach shop staff and trade agents on product features, selling arguments and display standards so the range is presented consistently.
• Monitor competitor activity in the territory, including price movements, trade promotions and new product launches, and report what is observed.
• Resolve field issues such as delivery delays and invoice queries within a day, and submit daily sales logs, weekly route coverage records and a monthly market report to management.

Requirements & Qualifications

• Diploma or bachelor's degree in Sales & Marketing, Business Administration, Commerce or a comparable discipline.
• At least 2–3 years of hands-on field experience in FMCG sales, trade development, distribution or commercial account management.
• Background in food, beverages or a related fast-moving consumer goods category is an advantage.
• A valid driving licence and the willingness to travel extensively throughout the Coastal Region are added advantages.
• Demonstrated ability to negotiate with trade customers, plan a territory and close orders consistently.
• Practical grasp of how retail and wholesale distribution structures operate, plus trade merchandising fundamentals.
• Clear communication and conflict-resolution skills for dealing with retailers, wholesalers and internal teams.
• Comfort operating against sales targets in a fast-moving, field-based environment.

What We Offer / Why Join

• Monthly remuneration of KSh 25,000 – KSh 30,000, supplemented by performance-based commissions.
• A full-time, field-based role covering the Coastal Region, with genuine autonomy over how the territory is worked.
• Direct exposure to both ends of the distribution chain — wholesale and retail — which builds a broad commercial skill set in the FMCG space.