Tupande Local Sales, Retail & Market Development Lead

Role Overview

As a commercial professional at Tupande, you will expand routes to market for roasted macadamia and dried fruit while building demand for newer products, including animal feed and BioChar. The role combines supermarket and distributor sales with B2B development for surplus produce and processing byproducts, turning available products and operational capacity into sustainable commercial opportunities in Kenya.

Key Responsibilities

• Identify promising customer segments, distribution partners, and local sales channels for retail products, animal feed, BioChar, surplus produce, and processing byproducts.
• Secure product listings and shelf presence with major supermarkets, wholesalers, and other relevant retailers.
• Assess local demand for surplus produce and byproducts generated by export value chains, then develop practical B2B or alternative routes to market.
• Create and carry out go-to-market plans for Tupande’s retail range, animal feed, and BioChar, aligning commercial plans with operational capacity.
• Build and negotiate relationships with retail buyers, distributors, business customers, and store managers, including agreement terms, margins, listing fees, and payment conditions.
• Manage existing accounts through regular communication, responsive service, and tailored solutions that support customer satisfaction and retention.
• Maintain an active sales pipeline, close commercial opportunities, and provide dependable revenue forecasts to department leadership.
• Monitor sales results, report progress, and adjust plans where needed to meet commercial objectives.

Requirements & Qualifications

• At least 2 years of experience in FMCG or retail distribution; experience placing products with major supermarket chains is strongly preferred.
• Demonstrated ability to manage sales at scale, including personal responsibility for a minimum recurring revenue of $5 million.
• Experience developing new accounts and negotiating commercial agreements, trade terms, margins, and payment conditions.
• Knowledge of credit risk management and international import and export regulations.
• A record of bringing new products from concept to market, ideally in food, agriculture, or animal nutrition.
• Strong commercial negotiation skills, particularly in discussions with large retailers and distributors.
• Ability to connect market demand with the practical requirements and capacity of on-the-ground operations.