Institution & HoReCa Sales Coordinator (IHSC)

5 days ago

Nairobi, Nairobi Area, Kenya Career Directions Limited (CDL) Full time $60,000 - $80,000 per year
Reports to: National Sales Manager
Supervises: Regional Representatives & Account Executives (Institutions & HoReCa)

Role Purpose

The Institution & HoReCa Sales Coordinator (IHSC) is responsible for driving sales and distribution of company products across institutions (corporates, schools, hospitals, government, NGOs) and the HoReCa channel (hotels, restaurants, catering outlets). The role focuses on partnership building, penetration expansion, tender management, and sustainable revenue growth.

Scope of Products & Customers
  • Tissue & Hygiene Solutions: Hotels, restaurants, schools, hospitals, corporate offices, government institutions
  • Sanitary & Maternity Pads: County governments, NGOs, corporates (CSR initiatives), hospitals, schools
  • Detergents & Cleaning Products: Hotels, hospitals, schools, corporates, cleaning contractors
  • Shoe Polish & Grooming Products: Police, military, security firms, schools, and other uniformed institutions
Key Responsibilities
  • Own and deliver Institution & HoReCa channel sales targets (volume & revenue).
  • Drive new account acquisition and ensure retention of existing key accounts.
  • Manage and coordinate tenders, contracts, and supply agreements.
  • Support and guide regional sales reps in managing and growing accounts.
  • Develop and execute strategies to expand coverage, improve penetration, and maximize share of market.
  • Conduct market intelligence to track opportunities, risks, and competitor activities.
  • Ensure timely collections, proper credit control, and account profitability.
  • Build and maintain strong customer relationships with structured engagement programs.
  • Provide structured performance reports and insights to the National Sales Manager.
RequirementsQualifications & Experience
  • Bachelor's degree in Business, Sales & Marketing, Procurement, or related field.
  • Minimum 5 years' proven experience in FMCG sales, with at least 2 years in Institutions/HoReCa channel management.
  • Strong track record in tender management, B2B sales, and account management.
  • Deep understanding of distributor networks, institutional procurement processes, and HoReCa operations.
  • Strong negotiation, presentation, and contract management skills.
  • Ability to lead and motivate a field sales team across multiple regions.
  • Excellent analytical, reporting, and market intelligence skills.
  • Proficient in MS Office (Excel, PowerPoint, Word) and ERP systems.
  • Strong interpersonal skills, fluent in English and Swahili (both written and spoken).

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