TRADE AREA SALES MANAGERS

JOB TITLE: TRADE AREA SALES MANAGERS

NATURE OF JOB: FULL TIME

INDUSTRY: FMCG

SALARY:KSHS.100,000 -150,000

JOB LOCATION: NAIROBI, RIFT VALLEY, WESTERN

DUTIES AND RESPONSIBILITIES

Sales Strategy and Target Achievement

• Develop, implement, and continuously refine regional sales strategies aligned with overall company objectives.
• Achieve assigned monthly and annual regional sales targets, which may be reviewed and adjusted periodically.
• Translate national sales objectives into actionable regional plans and route-to-market strategies.
• Drive volume growth, revenue, and profitability across all TRADE+ product categories.

Sales Team Leadership &; Market Coverage

• Lead, coach, motivate, and manage regional sales representatives to deliver consistent performance.
• Ensure at least 80% effective market coverage within the assigned region.
• Manage outlet coverage targets of up to 750 outlets per sales representative, ensuring optimal route planning and execution.
• Conduct regular field visits, joint calls, and performance reviews with the sales team.
• Identify training needs and facilitate continuous skills development for the sales team.

Product Mix & Category Management

• Enforce strict adherence to approved TRADE+ product mix ratios across all outlets.
• Ensure balanced sales across all product categories to prevent over-reliance on single SKUs.
• Monitor stock availability, visibility, and merchandising standards to maximize sell- through.
• Implement promotional activities and product launches in line with company guidelines.

Market Intelligence & Competitive Analysis

• Conduct ongoing market intelligence on product performance, customer preferences, pricing trends, and competitor activity.
• Identify opportunities and risks within the region and recommend corrective or growth actions.
• Gather customer and distributor feedback to support product, pricing, and route-to- market decisions.

Stakeholder Coordination & Relationship Management

• Coordinate closely with Quickmart Branch Managers, Wholesalers, and key retail partners to drive sales growth.
• Work collaboratively with the Logistics Manager to ensure timely product availability and efficient order fulfillment.
• Build and maintain strong relationships with key accounts, distributors, and strategic partners within the region.
• Resolve operational and customer issues promptly to protect service levels and brand reputation.

Reporting & Performance Management

• Track, analyze, and report regional sales performance on a weekly and monthly basis using TRADE+ reporting systems.
• Monitor KPIs including sales volume, revenue, outlet coverage, product mix, and team productivity.
• Prepare accurate sales forecasts and submit timely management reports.
• Use data insights to drive corrective actions and performance improvements.

KEY REQUIREMENT SKILLS AND QUALIFICATION

• Degree in Business Administration, Marketing, or a related field.
• Minimum of 5 years’ experience in FMCG sales, with at least 2 years in a supervisory/management role.
• Proven track record of achieving sales targets in general trade channels.
• Strong leadership and team management skills.
• Excellent communication, negotiation, and analytical skills.
• Ability to work under pressure and meet tight deadlines.
• Proficiency in MS Office (Excel, Word, PowerPoint) and CRM systems.