About this role:

Our client is a leading FMCG company in Kenya, producing edible oils, hygiene, personal care, and food & beverage products. Our client seeks a leader to drive HORECA channel growth by building key partnerships, boosting volume and value sales, and executing strategies aligned with business goals.

Responsibilities: 

• Develop and execute the HORECA sales strategy to achieve assigned revenue and market share targets.
• Identify growth opportunities in hotels, restaurants, caterers, airlines, and other institutional accounts.
• Plan and monitor channel performance against agreed sales KPIs.
• Acquire and onboard new institutional clients while nurturing existing relationships.
• Conduct regular business reviews with key accounts to ensure satisfaction and growth.
• Negotiate pricing, contracts, and commercial terms in line with company policies.
• Lead, mentor, and motivate the institutional sales team to achieve set goals.
• Allocate targets, territories, and monitor individual and team performance.
• Ensure excellent execution of sales initiatives, promotions, and activations within the HORECA segment.
• Provide superior customer service and act as the primary escalation point for client issues.
• Collaborate with the supply chain to ensure timely deliveries and efficient order fulfillment.
• Track competitor activities, market trends, and customer insights to recommend proactive strategies.
• Prepare accurate sales forecasts, pipelines, and reports for management.
• Monitor credit control and ensure timely collections from institutional clients.
• Work with Marketing, Finance, and Operations teams to optimize HORECA offerings.
• Partner with product development to tailor solutions for the institutional channel.

Requirements

• Bachelor’s degree in Sales, Marketing, Business Administration, or related field.
• MBA is an added advantage.
• Minimum 6–8 years of experience in sales, with at least 3 years in institutional/HORECA sales leadership.
• Strong network within hotels, restaurants, and catering businesses.
• Proven track record of meeting and exceeding sales targets.