Local Sales, Retail & Market Development Lead

About the role

One Acre Fund is hiring a full-time, on-site Tupande Local Sales, Retail and Market Development Lead in Nairobi. The role leads local sales, expands retail distribution, builds relationships with retailers and customers, and develops strategies to increase product sales and market reach. It focuses on getting products onto major supermarket shelves, launching Animal Feed and BioChar, and securing high-value B2B sales for excess produce.

Key responsibilities

• Identify, evaluate and pursue new market opportunities and distribution networks for Tupande's retail products (roasted macadamia and dried fruit) and animal feed products
• Place products in major supermarkets, wholesale distributors and key retail outlets
• Map local demand for excess produce and processing byproducts from export value chains
• Develop direct-to-business (B2B) or alternative local sales channels for Biochar, animal feed, excess produce and byproducts
• Build, negotiate and maintain partnerships with B2B customers, retail buyers, distributors and store managers, and take ownership of existing customer relationships
• Drive the sales pipeline, close deals and provide accurate revenue forecasts to department leadership
• Maintain and grow strategic accounts with tailored solutions and a high standard of customer experience
• Design and execute go-to-market strategies for Tupande Retail products, Animal Feed and BioChar
• Track and analyse sales performance, report regularly and implement corrective actions

Required profile

• Degree or diploma in Sales, Marketing, Business Administration, Agribusiness or a related field
• 2+ years of FMCG experience; experience placing products on major supermarket shelves is strongly preferred
• Experience selling at scale: managing a minimum recurring revenue of $5m personally, structuring commercial agreements, negotiating trade terms, managing credit risks and international import/export regulations
• Experience building new accounts and launching new products, ideally in food, agriculture or animal nutrition
• Ability to negotiate listing fees, payment terms and margins with retail giants and distributors