Territory Sales Manager
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Before you apply
LocationNairobi
Work modeon-site
Typefull-time
SeniorityMid
Experience3–4 yrs
Company size1,001–5,000 people
PostedNov 2, 2026 · 2d ago
Verified live16h ago
At a glanceSummarised by Seekless from the posting.
Bachelor's degree in business, Sales, Marketing, Commerce, or a related field
3–4 years of relevant sales experience, preferably within the FMCG industry and in a territory or field sales role
Demonstrated experience in sales target delivery, distributor/customer management, and retail execution
Valid driving license
Proficiency in Excel, PowerPoint, sales reporting, and customer portals
Account management, planning and customer negotiation
Sales forecasting, target management, and recovery planning
Retail execution, merchandising, and perfect-store discipline
Data analysis, reporting, and insight generation
Stakeholder management and cross-functional collaboration
Problem solving, ownership, and disciplined follow-through
Coaching and coordination of field and agency teams
Prior experience managing the Majid account will be a distinct advantage
Skills
Excel
PowerPoint
sales reporting
customer portals
Key Responsibilities
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Drive Account Sales Growth: Develop and execute customer sales plans to achieve revenue, volume, sell-in and sell-out targets.
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Manage Key Customer Relationships: Build strong relationships with buyers, branch teams and other customer stakeholders, supporting Joint Business Plans (JBPs) and customer reviews.
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Deliver Distribution & Availability: Maximize product listings, assortment, outlet penetration, on-shelf availability and new product launches across assigned accounts.
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Lead In-Store Execution: Ensure high standards of merchandising, visibility, pricing, planogram compliance and perfect-store execution.
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Execute Promotions & Commercial Plans: Coordinate account promotions, seasonal campaigns and e-commerce activities, ensuring effective execution and return on investment.
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Forecast & Monitor Performance: Prepare accurate sales forecasts, track performance against targets and implement timely recovery plans where gaps arise.
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Leverage Data & Insights: Analyze account, outlet, category, brand and SKU performance to identify growth opportunities, risks and competitive threats.
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Manage Commercial Compliance: Monitor credit, collections, claims, rebates and deductions while supporting timely account reconciliation.
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Drive Cross-Functional Collaboration: Partner with Trade Marketing, Marketing, Category, Finance, Supply Chain and Customer Service to deliver customer plans and improve order fulfilment.
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Lead Field Execution: Provide clear priorities and performance follow-up to merchandisers, sales representatives, promoters and agency teams supporting assigned accounts.
Key Performance Indicators
Success will be measured against:
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Revenue, volume, sell-in and sell-out growth
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Forecast accuracy and order conversion
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Distribution, availability and assortment compliance
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In-store visibility and perfect-store execution
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New product listing and launch execution
•
Promotional effectiveness
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Customer service and order fulfilment
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Debt, claims and deduction resolution
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Outlet visit productivity
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JBP implementation and delivery against agreed milestones
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E-commerce availability and sales performance.
Key Skills & Competencies
· Account management, planning and customer negotiation
· Sales forecasting, target management, and recovery planning
· Retail execution, merchandising, and perfect-store discipline
· Data analysis, reporting, and insight generation
· Stakeholder management and cross-functional collaboration
· Problem solving, ownership, and disciplined follow-through
· Coaching and coordination of field and agency teams
· Proficiency in Excel, PowerPoint, sales reporting, and customer portals.
Qualifications.
•
Bachelor’s degree in business, Sales, Marketing, Commerce, or a related field.
•
3–4 years of relevant sales experience, preferably within the FMCG industry and in a territory or field sales role. Prior experience managing the Majid account will be a distinct advantage.
•
Demonstrated experience in sales target delivery, distributor/customer management, and retail execution.
•
Valid driving license
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