Territory Sales & Distribution Lead – Diapers
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Job Title: Territory Sales & Distribution Lead – Diapers Department: Sales & Category Development Employment Type: Full-Time Location: 1. Eastleigh – Covering CBD & Babadogo 2. Thika – Covering Juja & Ruiru 3. Kericho – Covering Kisii & Nakuru 4. Eldoret – Covering Kapsabet & Bungoma 5. Coast Region 6. Matuu – Covering Embu & Nyeri 7. Emali – Covering Machakos
About the Role We are seeking experienced Territory Sales & Distribution Lead – Diaper to drive sales growth, market penetration, distribution, and category development within assigned territories. The ideal candidate must have hands-on experience selling diapers within the last two (2) years and possess a strong network of distributors, wholesalers, retailers, and other key trade partners within the assigned market. Candidates must currently reside in the assigned location or willing to relocate.
Key Responsibilities • Drive sales and revenue growth for the assigned diaper/baby-care product portfolio. • Develop and execute territory sales plans to achieve and exceed monthly and annual targets. • Manage and grow relationships with distributors, wholesalers, supermarkets, pharmacies, baby shops, and other retail outlets. • Identify new business opportunities and expand product distribution and market penetration. • Drive product availability, visibility, merchandising, and in-store execution across the territory. • Develop strong relationships with key trade partners and negotiate commercial terms where required. • Monitor competitor activities, pricing, promotions, product launches, and market trends. • Provide market intelligence and customer feedback to support New Product Development (NPD) and category growth initiatives. • Support the launch and commercialization of new diaper/baby-care products within the assigned territory. • Monitor distributor and retailer performance and ensure effective stock availability. • Conduct regular market visits and territory mapping to identify growth opportunities. • Maintain an accurate sales pipeline, forecasts, and territory performance reports. • Track achievement against sales targets and implement corrective actions where required. • Build and maintain a strong network across the assigned market. •
Travel extensively within the assigned territory to manage customers and identify new opportunities.
Requirements Mandatory
Requirements • Diploma or Degree in Sales, Marketing, Business Administration, or a related field. • Minimum 3 years' experience in FMCG sales. • MANDATORY: Recent experience selling diapers within the last two (2) years. • Strong experience managing distributor, wholesale, and retail channels. • Proven track record of achieving and exceeding sales targets. • Strong understanding of the diaper/baby-care category, including products, customers, competitors, pricing, and market dynamics. • Established network of distributors, wholesalers, retailers, supermarkets, pharmacies, baby shops, and other relevant trade outlets within the assigned territory. • Must currently reside in the target location and have demonstrable market knowledge and an established network within that region. • Strong communication, negotiation, selling, and relationship-management skills. • Commercially driven with strong business development and market-expansion capabilities. • Willingness to travel extensively within the assigned territory.
Compensation • Fixed Salary • Variable Pay: Up to KES 50,000 per month based on performance Variable Pay Structure: • Above 50% target achievement – 20% of Variable Pay • 51%–70% target achievement – 50% of Variable Pay • 100% target achievement – 100% of Variable Pay