Our client is an established regional enterprise operating within the textile manufacturing and distribution sector, providing a diverse range of consumer and business-oriented products across multiple market segments. The organisation has an extensive distribution network and serves customers across various markets in Sub-Saharan Africa.

They are currently looking to fill the position of a General Trade Representative within the Nyanza region.

The representative must use Kisumu as the commercial base, build depth in the Kisii/Nyamira highland trade, test Migori and Homa Bay route opportunities, and turn structured field presence into repeat customers across varied towns.
Territory focus: Kisumu as the principal hub; Kisii/Nyamira highland trade; Migori/Homa Bay routes; and selected Siaya
opportunities.
THE COMMERCIAL TEST: Show evidence that you can find opportunity, build trust, convert new customers and create repeatable, commercially sound growth in this specific market.

Regional Mandate

• Build Kisumu as the primary commercial hub and intelligence centre for the territory.
• Create separate route plans for Kisii/Nyamira, Migori/Homa Bay and selected Siaya opportunities.
• Maintain a route calendar that balances hub depth with consistent development of satellite towns.
• Grow active customer spread and convert market presence into dependable repeat ordering.
• Track competitor pricing, availability, route strength and customer movement across the hub and satellite routes.
• Adapt customer propositions to the different trading patterns of lake-basin and highland markets.

Core Responsibilities
1. Revenue Growth and Customer Acquisition

• Own the external sales cycle from prospecting and qualification through conversion, activation and commercial growth.
• Deliver agreed revenue, active-customer and repeat-customer outcomes.
• Maintain a visible, qualified pipeline and focus time on opportunities with credible value and conversion potential.

2. Customer Relationships and Market Presence

• Build trusted relationships with owners, decision-makers, influencers and trading partners.
• Maintain the field presence and visit rhythm required by the territory.
• Understand how customers make money and shape relevant value propositions that improve their business growth.

3. Market Intelligence Discipline

• Capture field intelligence every week, not only when requested.
• Track customers, competitors, pricing, availability, payment behaviour, route gaps, product gaps, lost sales and emerging opportunities.
• Convert observations into implications and recommended commercial actions.

4. Commercial Quality and Execution

• Grow revenue responsibly, protecting gross profit, pricing, payment and credit standards.
• Commercialise new products and improve range, variety and order frequency.
• Escalate material risks and opportunities quickly and maintain clean handovers to Customer Growth / Care for internal follow-through.

Field Sales Ownership and Customer Growth / Care Support

• Field Sales owns: external market growth, territory presence, prospecting, customer acquisition, commercial relationships,
  opportunity conversion, route development and market intelligence.
• Customer Growth / Care supports: post-sale account support, service follow-through, order and fulfilment coordination, issue tracking, customer communication and internal escalation.
• The Field Sales Representative remains commercially accountable for the customer relationship and growth outcome while partnering with Customer Growth / Care for reliable internal execution.
  

Monthly Accountability

• Revenue: deliver the agreed monthly revenue and gross profit plan for the territory, with clear visibility of gaps and
  recovery actions.
• New customers: acquire and activate new customers against the agreed territory target.
• Repeat customers: increase the number and value of customers placing repeat orders.
• Active customer spread: expand active coverage by town, corridor and customer segment, avoiding overdependence on
  a small number of accounts.
• Pipeline and conversion: maintain a qualified opportunity pipeline and report progress from mapping to activation,
  conversion and growth.
• Market intelligence: submit a weekly field intelligence update covering customer movements, competitor pricing and
  availability, route gaps, stock gaps, lost sales, emerging opportunities and recommended actions.
• Commercial discipline: maintain agreed payment, credit, pricing and escalation standards.

What You Bring

• A structured market developer who plans carefully and follows through consistently.
• Comfortable balancing a main hub with multiple route calendars.
• Strong relationship-builder with the patience to create repeat behaviour.
• Analytical enough to distinguish route presence from commercially productive coverage.

Our Expectations

• Understand and passionately execute the Company's strategy.
• Be commercially focused and driven by customer growth.
• Spend meaningful time in the market and convert insight into action.
• Build relationships based on trust, integrity and consistent delivery.
• Work collaboratively with Customer Growth / Care and internal teams without transferring ownership of field growth.
• Be self-driven and accountable for revenue, relationships and intelligence in the assigned market.