Territory Sales Manager (General Trade) [ 2 Positions ]

K sh 130,000 – 220,000 gross / month

Nairobi, Kenya

Openings: 2 Location: Nairobi & one up-country hub

Overview

Our client is looking for Territory Managers to build distributor health, drive numeric/weighted distribution, and coach field teams to beat monthly targets.

Key Responsibilities

Recruit/manage distributors; agree targets and incentives.
Plan route coverage; ride-withs and coaching for field reps.
Grow outlets; improve share of shelf and visibility.
Track sell-in/sell-out; fix stock and cash issues early.
Execute activations and trade deals; measure ROI.
Publish territory scorecard weekly.

Education & Experience

BCom (Marketing/Operations) or Diploma in Business.
3–5 years in FMCG/route-to-market leadership.

Skills & Tools

Distributor management, Excel/BI, negotiation, coaching.

KPIs

Numeric/weighted distribution; outlet productivity; growth vs target; ROI.

Compensation (Kenya) KES 130,000–220,000 + bonus + car/transport allowance. Figures are estimates provided by our clients and vary based on your experience, interview performance, certifications, and company pay bands.

Benefits

Medical, fuel, phone, and per diem when traveling.

Growth Path (Hierarchy/Expected Promotions)

Area Sales Manager → Regional Sales Manager.

This is the ideal hierarchy inside the client’s company and thus the expected growth cycle for this position.

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Application Questions

Managed distributors and credit limits before? *

YesNo

Comfortable with 60–70% travel? *

YesNo

Led coaching ride-alongs and route plans? *

YesNo

Delivered numeric distribution growth in GT? *

YesNo

Show one route optimization you implemented and impact.

Your incentive design for field reps—what worked?

Biggest distributor cash/stock issue you fixed.

Notice period? *

Extras

Expected Salary (KES) *

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