1.      Sales & Revenue Growth

·       Develop and execute a structured B2B sales strategy targeting manufacturers, FMCG, and industrial clients

·       Drive new business acquisition and market expansion within the packaging sector

·       Build and maintain a robust, CRM-driven sales pipeline for visibility, forecasting, and conversion

2.      Key Account Management & Retention

·       Own and grow strategic industrial and FMCG client accounts

·       Develop account plans focused on retention, upselling, and long-term partnerships

·       Strengthen customer relationships through solution-based and technical selling

3.      Pipeline Development

Build forward-looking pipelines for:

• New market expansion

• Existing customer growth

• Repeat business and retention

Ensure strong pipeline hygiene, conversion tracking, and reporting discipline

4.      Cross-Functional Collaboration

a)       Work closely with Supply Chain to ensure:

o   Product availability

o   Lead time alignment

o   Efficient order fulfilment

b)       Partner with Finance to:

o   Align pricing strategies and margins

o   Support credit control and payment cycles

o   Drive profitability on key accounts

5.      Team Leadership & Performance

·       Lead, coach, and manage the sales team, ensuring clear targets and accountability

·       Drive a performance culture supported by data, reporting, and CRM usage

·       Build capability in both technical and commercial selling

6.      Reporting & Management Engagement

·       Deliver accurate sales forecasts, pipeline reports, and performance insights

·       Provide management with data-driven recommendations on growth, pricing, and market opportunities.

QUALIFICATION & EXPERIENCE

1.      Cumulative 8 years’ experience in B2B sales within packaging, manufacturing, or industrial sectors in Kenya with at least 2 years in management position.

2.      Strong understanding of packaging materials and applications (technical sales exposure)

3.      Key account management

4.      Revenue growth and pipeline development

5.      Strong experience with CRM systems and structured sales processes

6.      Demonstrated ability to manage and develop sales teams

7.      Strong commercial acumen, negotiation, and stakeholder management skills

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