Category Development Lead – Diaper (NPD Sales)

Job Title: Category Development Lead – Diaper (NPD Sales)
Department: Sales & Category Development
Employment Type: Full-Time
Location: 
1.    Eastleigh – Covering CBD & Babadogo
2.    Thika – Covering Juja & Ruiru
3.    Kericho – Covering Kisii & Nakuru
4.    Eldoret – Covering Kapsabet & Bungoma
5.    Coast Region
6.    Matuu – Covering Embu & Nyeri
7.    Emali – Covering Machakos
About the Role
We are seeking experienced Category Development Leads – Diaper to drive sales growth, market penetration, distribution, and category development within assigned territories.
The ideal candidate must have hands-on experience selling diapers within the last two (2) years and possess a strong network of distributors, wholesalers, retailers, and other key trade partners within the assigned market.
Candidates must currently reside in the assigned location or willing to relocate.
Key Responsibilities
•    Drive sales and revenue growth for the assigned diaper/baby-care product portfolio.
•    Develop and execute territory sales plans to achieve and exceed monthly and annual targets.
•    Manage and grow relationships with distributors, wholesalers, supermarkets, pharmacies, baby shops, and other retail outlets.
•    Identify new business opportunities and expand product distribution and market penetration.
•    Drive product availability, visibility, merchandising, and in-store execution across the territory.
•    Develop strong relationships with key trade partners and negotiate commercial terms where required.
•    Monitor competitor activities, pricing, promotions, product launches, and market trends.
•    Provide market intelligence and customer feedback to support New Product Development (NPD) and category growth initiatives.
•    Support the launch and commercialization of new diaper/baby-care products within the assigned territory.
•    Monitor distributor and retailer performance and ensure effective stock availability.
•    Conduct regular market visits and territory mapping to identify growth opportunities.
•    Maintain an accurate sales pipeline, forecasts, and territory performance reports.
•    Track achievement against sales targets and implement corrective actions where required.
•    Build and maintain a strong network across the assigned market.
•    Travel extensively within the assigned territory to manage customers and identify new opportunities.
Mandatory Requirements
•    Diploma or Degree in Sales, Marketing, Business Administration, or a related field.
•    Minimum 3 years' experience in FMCG sales.
•    MANDATORY: Recent experience selling diapers within the last two (2) years.
•    Strong experience managing distributor, wholesale, and retail channels.
•    Proven track record of achieving and exceeding sales targets.
•    Strong understanding of the diaper/baby-care category, including products, customers, competitors, pricing, and market dynamics.
•    Established network of distributors, wholesalers, retailers, supermarkets, pharmacies, baby shops, and other relevant trade outlets within the assigned territory.
•    Must currently reside in the target location and have demonstrable market knowledge and an established network within that region.
•    Strong communication, negotiation, selling, and relationship-management skills.
•    Commercially driven with strong business development and market-expansion capabilities.
•    Willingness to travel extensively within the assigned territory.
Compensation
•    Fixed Salary
•    Variable Pay: Up to KES 50,000 per month based on performance
Variable Pay Structure:
•    Above 50% target achievement – 20% of Variable Pay
•    51%–70% target achievement – 50% of Variable Pay
•    100% target achievement – 100% of Variable Pay