Territory Sales Manager (Nairobi)

Location: Nairobi, covering an assigned territory within the city and its environs
Reports to: Head of Sales (or General Manager)
Employment type: Full time

Role purpose

Own sales delivery, distribution and market execution for the assigned territory. Lead the van sales team while also running your own area directly, as a player-coach carrying both a personal target and the team's combined target. Manage distributors and wholesalers, and build the company's share in the traditional trade channel across Nairobi.

Key responsibilities

•       Deliver volume, revenue and distribution targets against the annual sales plan, covering the combined target of the van sales team and a personal target for your own area.

•       Manage, coach and monitor the Van Sales Representatives, including route design, daily performance reviews and incentive tracking.

•       Personally manage your own area, selling to and servicing its key wholesalers, distributors and high-value outlets directly alongside the van team. Appoint, develop and manage distributors and key wholesalers, agreeing targets, credit terms, pricing and stock levels.

•       Expand numeric and weighted distribution by opening new outlets and zones, and plan market entry for under-served areas.

•       Ensure pricing discipline, availability and visibility at the point of sale across wholesale and retail.

•       Manage trade promotions and sampling activations and measure their return.

•       Monitor competitor activity (pricing, pack sizes, promotions, new brands) and give weekly market intelligence to management.

•       Control receivables and stock exposure in the territory; escalate credit risks early.

•       Prepare weekly and monthly sales reports, forecasts and territory plans.

•       Work with production, logistics and quality teams so product availability matches demand.

•       Ensure the team follows company policies, KEBS and food safety expectations for product handling and storage in the trade.

Key performance indicators

•       Sales volume and revenue versus target, for both the team's combined target and the personal area target

•       Numeric and weighted distribution; outlet count

•       Distributor and wholesaler performance and stock turn

•       Debtor days and bad debt

•       Team productivity (strike rate, coverage compliance) and staff retention

•       Market share and price index versus key competitors

Requirements

•       Bachelor's degree in Business, Sales, Marketing or a related field (a diploma with strong experience may be considered).

•       At least 3 years' FMCG sales experience, including time managing a sales team while carrying a personal sales target, preferably in staples or food products.

•       Proven track record in distributor management and traditional trade route-to-market.

•       Strong knowledge of the Nairobi market and its trade networks; existing wholesaler relationships are a strong advantage.

•       Proficiency in Excel, sales reporting and a CRM or order system.

•       Valid driving licence; willingness to travel across the territory.

•       Fluency in English and Kiswahili.

Competencies

People leadership, hands-on selling, negotiation, commercial and numerical acumen, planning and follow-through, integrity in credit and cash control.