HoReCa & Bakery Channel Manager

About the role

Kapa Oil is hiring a HoReCa manager for a full-time, on-site position in Nairobi. The role manages hotel, restaurant and catering accounts, drives sales growth, identifies new business opportunities and monitors account performance. It reports to the Commercial Strategy & Distribution Development Manager.

Key responsibilities

• Develop and execute sales strategies to grow HoReCa and bakery channels across Kenya.
• Identify, prioritise and acquire high-potential customers such as hotels, restaurants, caterers, schools, hospitals, institutions and bakeries.
• Build prospect pipelines into repeat customers through engagement, product presentations and demonstrations.
• Develop strategic account plans to improve retention, resolve service issues and grow sales volumes.
• Prepare proposals, negotiate commercial terms, manage tenders and supply agreements, and close sales with internal teams.
• Drive revenue growth through customer acquisition, increased consumption, cross-selling and broader product penetration.
• Develop a national route-to-market strategy using Kapa's distribution hubs and regional sales network.
• Coordinate customer onboarding, orders, product availability and replenishment with distribution hubs and regional teams.
• Monitor market trends, competitors and customer needs to inform commercial strategy.
• Achieve sales, revenue and customer acquisition targets within approved pricing, promotional and credit policies.
• Maintain accurate customer and sales records, prepare reports and forecasts, and recommend corrective actions.

Required profile

• Bachelor's degree in Sales, Marketing, Business Administration or a related field.
• Minimum 5-10 years of experience in field sales, preferably in the FMCG sector.
• Proven experience managing field teams, distributor networks and driving regional sales growth.

Required skills

• Negotiation, leadership, communication and analytical skills.
• Channel development, customer acquisition and key account management.
• Sales planning, performance monitoring and reporting.

To apply, candidates send their CV in PDF format to the recruiter's email by 4 November 2026, using "HoReCa & Bakeries Channel Manager" as the subject line.