Position: Sales Manager- Gourmet Kenya

Industry: Manufacturing

Report to: Commercial Director Gourmet SADDC

Location: Kenya

Our client a leading manufacturer of high-quality chocolate and cocoa products, is seeking to recruit a Sales Manager. The successful candidate will be responsible for Promoting sales by visiting customers throughout the region, presenting BC value proposition and managing and acquisition of new customers, end-users, HORECA and distributors to set and deliver the financial ambition of the strategic plan. Acquisition of new clients. Enabling further development of positioning in market (market intelligence, direct customer interaction). Preparing of a joint business plan a marketing strategy with local stakeholder (marketing & technical). Executing the agreed action plan in the field. Managing and guiding distributors, tele sales and buyers. Responsible for the push and pull activities.

1. Duties and Responsibilities

• Execute the Fiscal Year plan by implementing strategies pertaining to distributors, analysing commodity and raw material market prices, conditions & trends, and communicating market intelligence back to the Commercial Director.


• Customer acquisition through market insights (Euro Monitor Reporting) and lead generation of opportunities through store visits, web searches, and customer interactions.


• Drive the new business activities for volume and margin growth in line with company targets.


• Create and build a strong customer funnel through canvassing new customers and building and maintaining strong relationships through regular interaction, collaboration, and communication.


• Convert funnel into tangible volume.


• Direct sales forecasting activities to ensure forecast KPI adherence; support the supply chain and planning activities in support of customer volumes and projects, and enabling footprint initiatives.


• Collaboration with customer stakeholders; internally ensuring collaboration with Procurement, R&D, QA, Academy and Marketing, etc. to pursue higher level of relationships within the Business.


• Manage and collaborate with internal stakeholder and customers to provide innovation and marketing support.


• Manage the strategic and commercial negotiations with customers and internal stakeholders (Pricing, Sourcing, Planning, Technical Support, Customer Care, R&D, etc) to close deals in accordance with the Trading Terms.


• Provide guidance to Customer Service for escalated issues related to customer orders, pricing and complaints to ensure service excellence.


• Manage cash collection process in line with KPI targets on over-dues.


• Utilise Sales Force to capture all customer contact report information as well as opportunities within your funnel within 24 hours of the meeting.


• Prepare customer reports and presentations as needed for Distributors.


• Participate in Distributors’ customer days, drive sales through defined rah-rah days with Tele Sellers, and also attend exhibitions.


• Maintain and manage existing accounts according to established sales and revenue goals.


• Create and deliver sales presentations and close sales in an effective manner.


• Ensures that a high professional level of customer service.


• Ensure knowledge and know-how within the area of expertise is continuously updated and relevant.


• Grow company’s market share in the gourmet market.


• Develop and maintain new and existing customer relationships, ensure professional customer relationship management (CRM).


• Implement actions defined by the Commercial Director to accomplish the team business goals.


• Actively participate in the execution of company’s strategy.


• Conduct weekly debrief with Commercial Director, Gourmet, regarding forecast, sales pipeline and following weeks’ actions.


• Confirm monthly landing volume.

2. Qualifications

• Bachelor’s degree or 5 – 10 years of sales management, key account management in a related industry.


• Business and commercial acumen and demonstrated quantitative skills


• Strong English communication skills


• Proficient in SAP and Microsoft Office suite and Google suite.

3. Experience & knowledge / Technical or functional competencies

• In-depth knowledge of the hospitality industry


• Ability to work independently and as an effective team member


• Exercise professional conduct and sound judgment in all related areas


• Self-motivated.

4. Leadership competencies & personal style

• Strong internal and external collaboration and influencing skills


• Strong negotiation skills


• Problem solving and decision-making skills


• Financial acumen


• Impactful presentation skills


• Effective conflict management skills


• Inspiring leadership qualities


• High level of EQ


• Passionate


• Entrepreneurial