Commercial Manager

Posted : 2025-10-22
Closing : 2025-10-30
Position Scope

Job Description: Commercial Manager – (Retail & HORECA Development)

Company Introduction
Our client is a fast-growing Kenyan food processing company and a leading supplier to the quick-service restaurant (QSR) sector. The company is now extending its success from institutional sales into the retail market with a new range of premium frozen products. The role holder will lead this transformation — driving product availability in modern trade outlets, spearheading consumer awareness initiatives, and expanding distribution across both retail and B2B channels.

This is a hands-on commercial leadership position requiring a blend of strategic vision, execution capability, and deep understanding of Kenya’s FMCG and food-service landscape.

Overall Purpose of the Job

To spearhead sales growth and market share expansion within the Retail and HORECA channels. The role is central to developing and executing a robust route to market, managing key accounts, and leveraging e-commerce platforms to drive awareness and adoption of our frozen potato products among home users and the food service industry.

Job Description

Key Responsibilities

1. Sales Growth & Market Share

  • Develop and implement strategic plans to achieve aggressive sales targets and expand market share within the Retail and HORECA sectors.
  • Identify and capitalize on new business opportunities to drive revenue growth across all channels.

2. Route to Market & Distribution

  • Design and optimize the route to market strategy for both traditional and modern trade, ensuring extensive product availability and visibility.
  • Build and manage an efficient distribution network to serve key retail outlets and HORECA clients.

3. Key Account Management

  • Lead the management and development of key accounts in modern retail and the HORECA segment.
  • Negotiate and maintain contracts, ensuring mutually beneficial partnerships and driving primary and secondary sales.

4. E-Commerce & Digital Presence

  • Develop and execute the e-commerce strategy to increase online product visibility and sales.
  • Collaborate with marketing to leverage digital platforms for brand building and consumer engagement for frozen potato products.

5. Brand & Product Awareness

  • Spearhead initiatives to create awareness and drive trial of the frozen potato portfolio among home consumers and food service businesses.
  • Develop and implement targeted trade marketing and consumer promotion campaigns.

Requirements

Qualifications

  • Bachelor’s degree in Business Administration, Sales & Marketing, or a related field.
  • Minimum of 7 years of experience in FMCG sales and marketing, with at least 3 years in a management role focusing on Retail and HORECA.
  • Proven track record in driving sales growth, managing key accounts, and developing route to market strategies.
  • Experience in e-commerce and digital go-to-market strategies is highly desirable.
  • Strong understanding of the Kenyan HORECA and retail landscape.

Skills