National Sales Manager

Purpose of the Job

Implement, improve present and future route to market and distribution strategies. Ensure KETEPA’s continuous distribution capacity building growth through an optimum distribution strategy.

Main Duties and Responsibilities

The duties and responsibilities are as follows:

1. Managerial Duties and Responsibilities
2. Develop policies and processes to be applied across the country that enables delivery of and efficient distribution system.
3. Develop and implement a comprehensive sales strategy that align with the company’s vision and goals
4. Develop and implement distribution policies and processed for emerging modern retail channels to ensure maximum capitalization.
5. Assist the Head of Sales and Distribution develop National distribution route to market to ensure target achievements and company growth.
6. Manage change initiatives as required. Maintaining productive working relationships with all the relevant contacts internally and externally within the distribution chain.
7. Provide the business and distribution team leadership keeping the Head of Sales and Distribution appraised.
8. Deliver regular updates and presentations to senior management, highlighting key achievements, challenges, and opportunities for growth.
9. Assist the Head of Sales and Marketing in developing sales strategies and lead a national wide Sales team members to achieve the target.

Operational Roles and Responsibilities

1. Manage the distribution channel activities and adjust routes to meet the needs of business partners and improve efficiency.
2. Regularly monitor sales performance against budget targets, providing timely updates and actionable recommendations to senior management
3. Prepare monthly, quarterly and annual sales forecast
4. Develop and drive key distribution projects.
5. Take part in continuous in market assessments of route to market performance and give improvement recommendation.
6. Develop distributor logistics capability- infrastructure, business processes and systems.
7. Lead implementation of best practices in distribution and sales effectiveness across the country.
8. Ensure alignment and continuous order process automations with distribution partners on an integrated route to market.

• Perform any other relevant duties that may be assigned by the supervisor within the scope of the position.

Key Result Areas:

The accountability areas are as follows;

• Effective policies formulation and implementation for revenue growth.
• Productive working relationships internally and externally for enhanced customer satisfaction
• Timely and accurate market analysis report.
• Enhanced clientele retention and growth rate.
• Efficient and profitable distribution Channels
• Distributor management performance
• Collaboration and implementation of distributor support initiatives.

Knowledge , Skills and Competencies Required:

The job holder must possess;

• Bachelor’s Degree in a Business-Related course.
• Professional course sales or related field will be an added advantage.
• Eight (8) years of Senior management experience in a relevant field with an in-depth knowledge in Sales and distribution preferably in Fast moving consumer goods
• Understanding of Sales & Distribution – Expertise in sales techniques, retail and wholesale management, and customer segmentation.
• Market Trends & Consumer Behavior – Ability to analyze market dynamics, consumer purchasing patterns, and competitor strategies
• Sales Forecasting & Budgeting – Competence in preparing sales projections, revenue planning, and cost management.
• Pricing Strategy–Ensure brand profitability through correct pricing policies and product costing in liaison with the Finance function.
• People Management – Ability to recruit, train, and mentor a high-performing sales team, encouraging a positive and goal-driven team culture.
• Performance Management – Setting KPIs, monitoring progress, and driving results.
• Customer Service Excellence – Ensuring client satisfaction and addressing complaints, improving service, and adapting strategies based on customer input.
• Collaboration with Marketing Teams – Aligning sales initiatives with branding and promotional efforts.
• Data-Driven Decision Making – Using analytics tools to track sales performance and market trends.
• Effective Communication – Ability to present ideas clearly to teams, executives, and customers.
• Negotiation Skills–Demonstrate ability to interact and convince stakeholders to support business strategies and deals.
• A valid Kenyan driving license with driving experience.