National Sales Manager General Trade (Sanitary Towels Division)
National Sales Manager General Trade (Sanitary Towels Division)
Posted on :
14-05-2025
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1 Vacancy
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Job Description
Position: National Sales Manager General Trade (Sanitary Towels Division)
Location: Nairobi Kenya
Our client a Nairobibased manufacturer of sanitary towels is seeking a seasoned National Sales Manager General Trade (GT) to spearhead their expansion into the General Trade market across Kenya.
This is a strategic and executional role for a resultsdriven leader who understands Kenya s GT landscape from highvolume distributors to lastmile retailers. The company currently has zero presence in GT and the successful candidate will build this channel from the ground up.
Key Priority: Build the RoutetoMarket Backbone
The first and most critical phase of this role is to identify recruit and onboard a nationwide network of key wholesalers and distributors. These partners will act as the primary routetomarket holding stock and fulfilling demand created by the field team in the last mile.
Once the wholesale/distributor network is established and stocked with volumes the second phase involves recruiting and managing a national team of market developers ("foot soldiers") who will list and activate lastmile outlets (dukas kiosks minimarts) and generate pull orders routed through the distributor network.
Key Responsibilities:
1. RoutetoMarket Strategy & Execution
Design and implement a robust national GTM (GoToMarket) strategy.
Recruit and onboard wholesalers and distributors to serve as stockholding intermediaries between the company and the GT outlets.
2. Distributor & Wholesaler Management
Sell volumes into newly recruited partners and ensure adequate stock is available.
Structure supply chains to enable effective order fulfillment for lastmile customers.
3. Field Force & LastMile Activation
Recruit train and lead a team of market developers (foot soldiers) to list and activate up to 130000 GT retail outlets by December 2025.
Drive pullthrough by generating repeat orders from retail outlets via the distributor network.
4. Sales Performance Management
Set clear sales and activation targets; monitor performance and coach teams for success.
Deliver detailed sales reports and market insights regularly.
5. Market Intelligence & Product Training
Lead product training initiatives for all sales and distribution partners.
Monitor competitor activities and adjust strategy accordingly.
Requirements
Minimum Requirements:
At least 10 years of experience in GT sales within the FMCG sector.
Proven ability to launch products through distributors and wholesalers with zero market presence.
Strong experience in lastmile activation and GT product rollout.
Must have managed a field team of 50 people across multiple regions.
Strong data analysis routetomarket design and performance tracking skills.
Wellnetworked with key GT players including wholesalers and distributors.
Willing and able to travel extensively nationwide.
Professional mature and resultsoriented and good negotiation skills.
This is a demanding but highly rewarding opportunity to build a GT business from scratch and lead a transformative growth agenda for one of Kenya s leading hygiene brands.
Employment Type
Full Time
Key Skills
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