Territory Sales Manager (Nairobi)

About the role

BrighterMonday Consulting is hiring a Territory Sales Manager based in Nairobi, covering an assigned territory within the city and its environs. The role reports to the Head of Sales (or General Manager) and is full time. You will lead the van sales team while also running your own area directly, as a player-coach carrying both a personal target and the team's combined target.

Key responsibilities

• Deliver volume, revenue and distribution targets against the annual sales plan, covering the van sales team and your personal area.
• Manage, coach and monitor Van Sales Representatives, including route design, daily performance reviews and incentive tracking.
• Sell to and service key wholesalers, distributors and high-value outlets personally alongside the van team.
• Appoint, develop and manage distributors and key wholesalers, agreeing targets, credit terms, pricing and stock levels.
• Expand numeric and weighted distribution by opening new outlets and zones, and plan market entry for under-served areas.
• Ensure pricing discipline, availability and visibility at the point of sale across wholesale and retail.
• Manage trade promotions and sampling activations and measure their return.
• Monitor competitor activity and give weekly market intelligence to management.
• Control receivables and stock exposure, escalating credit risks early.
• Prepare weekly and monthly sales reports, forecasts and territory plans.
• Work with production, logistics and quality teams so product availability matches demand.
• Ensure the team follows company policies, KEBS and food safety expectations for product handling and storage.

Required profile

• Bachelor's degree in Business, Sales, Marketing or a related field (a diploma with strong experience may be considered).
• At least 3 years of FMCG sales experience, including managing a sales team while carrying a personal target, preferably in staples or food products.
• Proven track record in distributor management and traditional trade route-to-market.
• Strong knowledge of the Nairobi market and its trade networks; existing wholesaler relationships are an advantage.
• Valid driving licence and willingness to travel across the territory.
• Fluency in English and Kiswahili.

Required skills

• Proficiency in Excel, sales reporting and a CRM or order system.
• People leadership, negotiation, commercial and numerical acumen, planning and follow-through.