Position Overview
The Regional Sales Manager (New Markets) will spearhead the company’s expansion into new geographic regions beyond the current operational areas within Mt. Kenya (South), Greater Nairobi, and Kiambu. The role focuses exclusively on establishing new business from the ground up — including recruiting and leading a regional sales team, building a strong partner and depot network, and achieving ambitious market share targets. This position carries minimal to no responsibility for existing customer territories and reports directly to the Commercial Director.
Key Responsibilities
Market Strategy & Expansion Planning
Conduct comprehensive market research, including competitor analysis, customer mapping, and channel landscape assessment, to identify and prioritize new geographic regions for expansion.
Develop and execute data-driven market entry and business development plans for new regions, defining the optimal route-to-market (e.g., distributors, direct sales, depots, agents).
Establish and manage new depots and logistics channels to ensure efficient product distribution and supply chain integrity in emerging markets.
Channel & Distribution Network Development
Design, build, and manage a multi-tier distribution network from inception — identifying, recruiting, onboarding, and training channel partners (distributors, wholesalers, key retailers).
Develop and implement channel partner programs, including incentive structures, performance metrics, and support systems to drive growth and engagement.
Negotiate and finalize partnership and distribution agreements, ensuring alignment with company objectives, policies, and profitability targets.
Team Building & Leadership
Recruit, train, and lead a new high-performing sales team dedicated to the expansion markets.
Set clear performance goals and provide continuous coaching and performance management.
Foster a culture of accountability, collaboration, and results orientation.
Sales Execution & Performance Management
Drive achievement of sales, revenue, and market share targets in new regions.
Implement structured sales processes, CRM tools, and pipeline management discipline.
Analyze sales data to identify trends, gaps, and opportunities for improvement.
Cross-Functional Collaboration
Work with internal teams including Customer Experience, Marketing, Logistics, and Production to ensure market readiness and smooth execution of expansion initiatives.
Coordinate with internal support teams for sales reporting, logistics, and operational alignment.
Reporting & Analysis
Prepare and present regular performance reports to senior management.
Provide actionable insights and recommendations to guide strategic decision-making.
Requirements
Bachelor’s degree in Business Administration, Sales, Marketing, Agribusiness, or a related field.
8–10 years of progressive sales management experience, with a proven record of launching new markets and building successful teams.
Strong experience in distribution channel management, route-to-market strategy, and partner development—ideally within agribusiness, FMCG, or animal feed industries.
Excellent analytical, strategic planning, negotiation, communication, and leadership skills.
Valid driver’s license and willingness to travel extensively.
