Business Development Manager / Account Manager (Industrial & Commercial Clients)

About the role

The Business Development Manager / Account Manager will drive B2B sales growth for home care and personal care products across industrial, institutional and commercial customers in Kenya. Reporting to the Head of Business Development & Strategy, the role focuses on acquiring new accounts, managing existing relationships and expanding product penetration in sectors such as hospitality, healthcare, NGOs and cleaning services.

Key responsibilities

• Identify, prospect and acquire new B2B clients in sectors including hotels, restaurants, hospitals, NGOs and cleaning service companies.
• Develop and maintain a sales pipeline, conduct market mapping and opportunity analysis, and convert prospects into long‑term contracts.
• Manage and grow an existing portfolio of industrial and commercial accounts, negotiate contracts, pricing, SLAs and supply agreements.
• Deliver monthly, quarterly and annual sales targets, drive up‑selling and cross‑selling of the FMCG product range, and monitor account profitability.
• Prepare proposals, quotations and tenders, and ensure contracts align with company policies and margin goals.
• Coordinate with supply chain, logistics, production, marketing and finance teams to guarantee timely delivery and effective credit control.

Required profile

• Bachelor’s degree in Business, Sales, Marketing or a related field.
• 4–5 years of B2B sales experience in FMCG, preferably in home care or personal care categories.
• Proven track record of acquiring and managing industrial or commercial accounts.
• Strong commercial acumen, solution‑based selling approach and ability to build strategic partnerships.

Required skills