Business development Manager / Account manager ( Industrial & commercial clients)

Industry: FMCG – Home Care & Personal Care Reporting to: Head of Business Development & Strategy

Location: Kenya

Role Purpose

The Business Development Manager/Account Manager will be responsible for driving B2B sales growth within industrial, institutional, and commercial accounts. The role focuses on developing new business, managing key accounts, and expanding penetration of home care and personal care products across sectors such as hospitality, healthcare, manufacturing, cleaning services, retail chains, and corporate institutions.

The role requires strong commercial acumen, solution-based selling, and the ability to build long-term strategic partnerships.

Key Responsibilities

1. Business Development (New Business Acquisition)

● Identify, prospect, and acquire new B2B clients across industrial and commercial sectors

● Develop pipelines in sectors such as:

○ Hotels, restaurants, catering (HoReCa)

○ Hospitals & healthcare institutions

○ NGO;s

○ Cleaning service companies

● Conduct market mapping and opportunity analysis within the assigned territory

● Convert prospects into long-term contractual accounts

2. Key Account Management

● Manage and grow existing B2B customer portfolio

● Negotiate contracts, pricing, SLAs, and supply agreements

● Ensure high customer retention and repeat business

● Handle escalations, complaints, and service recovery professionally

● Conduct regular account reviews with clients

3. Revenue & Sales Performance

● Deliver monthly, quarterly, and annual sales targets (volume & value)

● Drive up-selling and cross-selling of FMCG product portfolio

● Monitor account profitability and pricing structures

● Ensure sustainable margin contribution from all accounts

4. Contracting & Negotiation

● Prepare proposals, quotations, and tenders for B2B clients

● Negotiate commercial terms, including pricing, credit terms, and delivery schedules

● Ensure all contracts are aligned with company policies and profitability targets

5. Collaboration & Internal Coordination

● Work closely with supply chain, logistics, and production teams to ensure timely delivery ● Coordinate with marketing for B2B campaigns and activations

● Partner with finance on credit control and account reconciliation

Qualifications & Experience

● Bachelor’s degree in Business, Sales, Marketing, or related field

● 4–5 years’ experience in FMCG B2B sales (Home Care, Personal Care, or related categories preferred)

● Proven experience handling institutional or industrial clients

● Strong track record in business development and key account management

Key Competencies

● Strong B2B negotiation and closing skills

● Relationship building at the senior stakeholder level

● Strategic thinking and opportunity identification

● Excellent communication and presentation skills

● Self-driven and field-oriented