52:I[27201,["$2","$3","$4","$5","$6","$7"],"IconMark"] 50:T1544,{"@context":"https://schema.org","@type":"JobPosting","title":"Territory Sales Manager (Nairobi)","description":"\u003cp>\u003cb>Location:\u003c/b> Nairobi, covering an assigned territory\nwithin the city and its environs \u003cb>\u003cbr>\u003c/b>\u003cb>Reports to:\u003c/b> Head of Sales (or General\nManager) \u003cb>\u003cbr>\u003c/b>\u003cb>Employment type:\u003c/b> Full time\u003c/p>\n\n\u003cp>\u003cb>Role purpose\u003c/b>\u003c/p>\n\n\u003cp>\u003cb>\u003c/b>\u003c/p>\u003cb>\u003c/b>\n\n\u003cp>Own sales delivery, distribution and market execution for the assigned\nterritory. Lead the van sales team while also running your own area directly,\nas a player-coach carrying both a personal target and the team's combined\ntarget. Manage distributors and wholesalers, and build the company's share in\nthe traditional trade channel across Nairobi.\u003c/p>\n\n\n\n\u003cp>\u003cb>Key responsibilities\u003c/b>\u003c/p>\n\n\u003cp>\u003cb>\u003c/b>\u003c/p>\u003cb>\u003c/b>\n\n\u003cp>• \nDeliver volume, revenue and distribution\ntargets against the annual sales plan, covering the combined target of the van\nsales team and a personal target for your own area.\u003c/p>\n\n\n\n\u003cp>• \nManage, coach and monitor the Van Sales\nRepresentatives, including route design, daily performance reviews and\nincentive tracking.\u003c/p>\n\n\n\n\u003cp>• \nPersonally manage your own area, selling to\nand servicing its key wholesalers, distributors and high-value outlets directly\nalongside the van team. Appoint, develop and manage distributors and key\nwholesalers, agreeing targets, credit terms, pricing and stock levels.\u003c/p>\n\n\n\n\u003cp>• \nExpand numeric and weighted distribution by\nopening new outlets and zones, and plan market entry for under-served areas.\u003c/p>\n\n\n\n\u003cp>• \nEnsure pricing discipline, availability and\nvisibility at the point of sale across wholesale and retail.\u003c/p>\n\n\n\n\u003cp>• \nManage trade promotions and sampling\nactivations and measure their return.\u003c/p>\n\n\n\n\u003cp>• \nMonitor competitor activity (pricing, pack\nsizes, promotions, new brands) and give weekly market intelligence to\nmanagement.\u003c/p>\n\n\n\n\u003cp>• \nControl receivables and stock exposure in the\nterritory; escalate credit risks early.\u003c/p>\n\n\n\n\u003cp>• \nPrepare weekly and monthly sales reports,\nforecasts and territory plans.\u003c/p>\n\n\n\n\u003cp>• \nWork with production, logistics and quality\nteams so product availability matches demand.\u003c/p>\n\n\n\n\u003cp>• \nEnsure the team follows company policies, KEBS\nand food safety expectations for product handling and storage in the trade.\u003c/p>\n\n\n\n\u003cp>\u003cb>Key performance indicators\u003c/b>\u003c/p>\n\n\u003cp>\u003cb>\u003c/b>\u003c/p>\u003cb>\u003c/b>\n\n\u003cp>• \nSales volume and revenue versus target, for\nboth the team's combined target and the personal area target\u003c/p>\n\n\n\n\u003cp>• \nNumeric and weighted distribution; outlet\ncount\u003c/p>\n\n\n\n\u003cp>• \nDistributor and wholesaler performance and\nstock turn\u003c/p>\n\n\n\n\u003cp>• \nDebtor days and bad debt\u003c/p>\n\n\n\n\u003cp>• \nTeam productivity (strike rate, coverage\ncompliance) and staff retention\u003c/p>\n\n\n\n\u003cp>• \nMarket share and price index versus key\ncompetitors\u003c/p>\n\n\n\n\u003cp>\u003cb>Requirements\u003c/b>\u003c/p>\n\n\u003cp>\u003cb>\u003c/b>\u003c/p>\u003cb>\u003c/b>\n\n\u003cp>• \nBachelor's degree in Business, Sales,\nMarketing or a related field (a diploma with strong experience may be\nconsidered).\u003c/p>\n\n\n\n\u003cp>• \nAt least 3 years' FMCG sales experience,\nincluding time managing a sales team while carrying a personal sales target,\npreferably in staples or food products.\u003c/p>\n\n\n\n\u003cp>• \nProven track record in distributor management\nand traditional trade route-to-market.\u003c/p>\n\n\n\n\u003cp>• \nStrong knowledge of the Nairobi market and its\ntrade networks; existing wholesaler relationships are a strong advantage.\u003c/p>\n\n\n\n\u003cp>• \nProficiency in Excel, sales reporting and a\nCRM or order system.\u003c/p>\n\n\n\n\u003cp>• \nValid driving licence; willingness to travel\nacross the territory.\u003c/p>\n\n\n\n\u003cp>• \nFluency in English and Kiswahili.\u003c/p>\n\n\n\n\u003cp>\u003cb>Competencies\u003c/b>\u003c/p>\n\n\u003cp>\u003cb>\u003c/b>\u003c/p>\u003cb>\u003c/b>\n\n\u003cp>People leadership, hands-on selling, negotiation, commercial and\nnumerical acumen, planning and follow-through, integrity in credit and cash\ncontrol.\u003c/p>\n\n\n\n\u003cp> \u003c/p>","datePosted":"2026-11-09T00:00:00.000Z","validThrough":"2027-02-07T00:00:00.000Z","hiringOrganization":{"@type":"Organization","name":"BrighterMonday Consulting"},"jobLocation":{"@type":"Place","address":{"@type":"PostalAddress","addressLocality":"Nairobi","addressRegion":"Nairobi","addressCountry":"KE"}},"employmentType":"FULL_TIME","identifier":{"@type":"PropertyValue","name":"BrighterMonday Consulting","value":"e5505f6b-1cdb-4494-a8a7-b8bbe066f177"},"url":"https://ikokazi.ke/jobs/ikokazike-territory-sales-manager-nairobi-7d2762df"}3d:["$","$15",null,{"fallback":["$","div",null,{"className":"container mx-auto px-4 py-6 max-w-7xl","children":["$","div",null,{"className":"mt-4 rounded-2xl border bg-card overflow-hidden animate-in fade-in duration-200","role":"status","aria-label":"Loading job details","children":[["$","div",null,{"className":"border-b bg-muted/30 px-5 py-5 sm:px-8 sm:py-7","children":[["$","div",null,{"className":"flex items-center justify-between gap-4 mb-4","children":[["$","div",null,{"data-slot":"skeleton","className":"bg-accent animate-pulse h-7 w-32 rounded-md"}],["$","div",null,{"data-slot":"skeleton","className":"bg-accent animate-pulse h-9 w-9 rounded-md lg:hidden"}]]}],["$","div",null,{"className":"flex flex-col sm:flex-row sm:items-start gap-4 sm:gap-6","children":[["$","div",null,{"data-slot":"skeleton","className":"bg-accent animate-pulse size-16 sm:size-20 rounded-full shrink-0"}],["$","div",null,{"className":"flex-1 min-w-0 space-y-3","children":[["$","div",null,{"data-slot":"skeleton","className":"bg-accent animate-pulse rounded-md h-4 w-40"}],["$","div",null,{"data-slot":"skeleton","className":"bg-accent animate-pulse rounded-md h-7 w-3/4"}],["$","div",null,{"data-slot":"skeleton","className":"bg-accent animate-pulse rounded-md h-7 w-1/2"}],["$","div",null,{"className":"flex flex-wrap gap-2 pt-1","children":[["$","div",null,{"data-slot":"skeleton","className":"bg-accent animate-pulse h-6 w-20 rounded-full"}],["$","div",null,{"data-slot":"skeleton","className":"bg-accent animate-pulse h-6 w-24 rounded-full"}],["$","div",null,{"data-slot":"skeleton","className":"bg-accent animate-pulse h-6 w-28 rounded-full"}],["$","div",null,{"data-slot":"skeleton","className":"bg-accent animate-pulse h-6 w-20 rounded-full"}]]}],["$","div",null,{"className":"flex flex-wrap gap-4 pt-2","children":[["$","div",null,{"data-slot":"skeleton","className":"bg-accent animate-pulse rounded-md h-3.5 w-28"}],["$","div",null,{"data-slot":"skeleton","className":"bg-accent animate-pulse rounded-md h-3.5 w-32"}]]}]]}]]}]]}],["$","div",null,{"className":"grid grid-cols-1 xl:grid-cols-[minmax(0,1fr)_300px] gap-6 lg:gap-10 px-5 py-6 sm:px-8 sm:py-8","children":[["$","div",null,{"className":"space-y-3","children":[["$","div",null,{"data-slot":"skeleton","className":"bg-accent animate-pulse rounded-md h-4 w-full"}],["$","div",null,{"data-slot":"skeleton","className":"bg-accent animate-pulse rounded-md h-4 w-11/12"}],["$","div",null,{"data-slot":"skeleton","className":"bg-accent animate-pulse rounded-md h-4 w-10/12"}],["$","div",null,{"data-slot":"skeleton","className":"bg-accent animate-pulse rounded-md h-4 w-full"}],["$","div",null,{"data-slot":"skeleton","className":"bg-accent animate-pulse rounded-md h-4 w-9/12"}],["$","div",null,{"data-slot":"skeleton","className":"bg-accent animate-pulse rounded-md h-4 w-full"}],["$","div",null,{"data-slot":"skeleton","className":"bg-accent animate-pulse rounded-md h-4 w-8/12"}],["$","div",null,{"data-slot":"skeleton","className":"bg-accent animate-pulse rounded-md h-4 w-11/12"}]]}],["$","div",null,{"className":"hidden xl:block","children":["$","div",null,{"className":"rounded-xl border bg-background p-5 space-y-4","children":[["$","div",null,{"data-slot":"skeleton","className":"bg-accent animate-pulse h-11 w-full rounded-md"}],["$","div",null,{"data-slot":"skeleton","className":"bg-accent animate-pulse h-9 w-full rounded-md"}]]}]}]]}],["$","span",null,{"className":"sr-only","children":"Loading job details…"}]]}]}],"children":[["$","$L10",null,{"id":"job-posting-jsonld-e5505f6b-1cdb-4494-a8a7-b8bbe066f177","type":"application/ld+json","dangerouslySetInnerHTML":{"__html":"$50"}}],"$L51"]}] 3f:null 45:[["$","title","0",{"children":"Territory Sales Manager (Nairobi) at BrighterMonday Consulting | Iko Kazi"}],["$","meta","1",{"name":"description","content":"

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