Territory Sales Manager

Position Overview

Our client, a fast-growing player in the FMCG manufacturing and packaging sector, is seeking a highly driven and commercially aggressive Territory Sales Manager to lead regional B2B sales operations, manage a field sales team, and drive market expansion across assigned territories.

The ideal candidate should have strong experience in FMCG, packaging, paper, printing, labels, industrial consumables, or manufacturing-related B2B sales environments. This role requires a strategic sales leader who understands distributor management, key account growth, route-to-market execution, and sales force management within highly competitive markets. Similar Kenyan roles emphasize territory growth, sales analytics, distributor management, CRM utilization, and cross-functional coordination.

This is a middle-management role suited for a commercially mature professional capable of balancing strategic planning with operational execution.

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
  
• 
  

  How to apply: 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) to careers@orchidhr.co.ke with the subject line: “Territory Sales  Manager”

  
  

  Application deadline: 30th May 2026 Only shortlisted candidates will be contacted. Candidates with experience in FMCG manufacturing, packaging, paper, industrial products, or B2B distribution environments are highly encouraged to apply.