This pivotal role is responsible for driving market coverage and achieving aggressive sales targets for sports products (Footwear, Apparel, Accessories, or Equipment) across Kenya by strategically developing and managing distribution and dealer networks.
Key Responsibilities
Distribution & Channel Development
- Demonstrate hands-on experience in establishing, managing, and scaling a distribution and dealer network across Kenya.
- Identify, onboard, and develop distributors, dealers, MBOs (Multi-Brand Outlets), SIS (Shop-in-Shop) outlets, and key accounts to drive market coverage and sales growth.
- Convert investors and strategic partners into viable, high-performing distribution partners.
Customer Relationship Management
- Develop and maintain strong relationships with retailers, distributors, wholesalers, key accounts, and decision-makers to understand their needs and grow business volumes.
Sales Target Achievement
- Identify and pursue new business opportunities to consistently meet or exceed sales targets across assigned territories.
- Manage the full sales cycle, from prospecting to closing and account growth.
Market Analysis & Expansion
- Conduct market research to identify trends, competitor activity, white spaces, and opportunities for expansion across Kenya.
Inventory & Supply Coordination
- Monitor stock levels and product availability, working closely with logistics and supply chain teams to ensure timely deliveries.
Pricing & Negotiation
- Lead pricing discussions and negotiations with distributors and key accounts in line with company policies and market dynamics.
Product Promotion & Brand Visibility
- Drive product awareness through trade marketing initiatives, product training, and in-store activations to improve sell-through.
Order Processing & Execution
- Oversee accurate order processing, documentation, and coordination with internal teams to ensure seamless execution.
Reporting & Performance Management
- Track sales performance, distributor productivity, and channel effectiveness, preparing regular reports and actionable insights.
Qualifications and Experience
- Bachelor’s degree in Business, Sales, Marketing, or a related field.
- Minimum 5+ years’ sales experience in Sports Footwear, Apparel, Accessories, or Equipment.
- Strong understanding of the Kenya retail and distribution ecosystem.
- Proven experience managing distributors, MBOs, SIS formats, and key accounts across Pan Kenya.
- Demonstrated success in building and scaling nationwide distribution networks.
