Regional Sales Lead Job Keep IT Cool Nairobi, Kenya

Job Description

The Regional Sales Manager is responsible for leading field sales operations across Keep IT Cool’s hub network to accelerate customer acquisition, revenue growth, and market expansion. The role oversees Field Sales Associates and ensures consistent execution of commercial strategies that drive sales of fresh fish, chicken, cold chain services, cooling solutions, and the Markiti marketplace.

The successful candidate will combine strong leadership, commercial execution, and market development skills to grow Keep IT Cool’s presence across existing and new markets while delivering an exceptional customer experience.

Key Responsibilities

Sales Leadership

• Lead, coach, mentor, and develop Field Sales Associates across assigned hubs.
• Build a high-performing sales culture focused on accountability, customer satisfaction, collaboration, and results.
• Conduct regular field visits, coaching sessions, performance reviews, and sales meetings.
• Recruit, onboard, train, and continuously develop Field Sales Associates.
• Foster a performance-driven environment that encourages learning, ownership, and continuous improvement.

Revenue Growth

• Deliver monthly, quarterly, and annual sales, revenue, and gross margin targets.
• Drive sales growth across fresh fish, chicken, cold chain services, cooling solutions, value-added products, and the Markiti marketplace.
• Monitor sales performance and implement corrective actions to achieve commercial targets.
• Improve sales productivity, profitability, and territory performance across all assigned hubs.
• Support the achievement of company growth objectives through disciplined sales execution.

Customer Acquisition

• Develop territory plans that maximize customer acquisition and market coverage.
• Identify, prospect, and convert new customers across restaurants, hotels, cafés, retailers, supermarkets, butcheries, institutions, wholesalers, SMEs, corporate clients, and residential communities.
• Build and maintain a healthy sales pipeline that supports sustainable business growth.
• Increase market penetration by expanding Keep IT Cool’s customer base and strengthening relationships with existing customers.

New Hub Expansion

• Lead the commercial planning and successful launch of new hubs and territories.
• Develop go-to-market strategies in collaboration with the Commercial Manager and Marketing Lead.
• Conduct market assessments to identify customer opportunities, competitors, and priority sales channels.
• Recruit, onboard, and coach Field Sales Associates supporting new hubs.
• Build customer pipelines before and after hub launches to accelerate customer acquisition and revenue generation.
• Coordinate commercial activations, roadshows, product demonstrations, and community engagement activities during new hub launches.
• Monitor commercial performance of new hubs and implement improvement plans to achieve growth and profitability targets.

Customer Relationship Management

• Build and maintain strong relationships with strategic customers, distributors, and channel partners.
• Drive customer retention, repeat purchases, and long-term account growth.
• Identify opportunities for upselling and cross-selling across Keep IT Cool’s products and services.
• Work closely with the Customer Success team to resolve customer issues and deliver an exceptional customer experience.
• Ensure customer feedback is captured and translated into service improvements.

Sales Operations

• Monitor and manage regional sales pipelines, forecasts, and territory performance.
• Ensure accurate and timely CRM updates by all Field Sales Associates.
• Analyse sales performance, customer trends, and conversion rates to support data-driven decision-making.
• Prepare weekly, monthly, and quarterly sales reports for the Commercial Manager.
• Ensure compliance with company sales processes, reporting standards, and commercial policies.

Trade Marketing & Activations

• Coordinate trade marketing activities, product demonstrations, exhibitions, roadshows, and community activations.
• Support promotional campaigns and product launches in collaboration with the Marketing team.
• Increase brand visibility and customer engagement across assigned territories.
• Measure the effectiveness of commercial activations and recommend improvements to maximize impact.

Cross-Functional Collaboration

• Work closely with the Marketing team to generate qualified leads and execute integrated commercial campaigns.
• Partner with Operations, Dispatch, and Supply Chain teams to ensure timely order fulfilment and excellent service delivery.
• Collaborate with Customer Success to improve customer satisfaction, retention, and repeat business.
• Coordinate with Finance on collections, customer account reconciliations, and commercial reporting.
• Work with Production and Procurement teams to align product availability with customer demand and sales forecasts.

Market Intelligence

• Monitor competitor activities, pricing, promotions, and emerging market trends.
• Gather customer feedback and recommend improvements to products, pricing, and service delivery.
• Identify new commercial opportunities, partnerships, and distribution channels.
• Provide regular market intelligence and commercial insights to support strategic decision-making and business growth.

Requirements

• Bachelor’s Diploma/Degree.
• Minimum 5 years sales experience.
• Minimum 3 years managing field teams.

How to Apply

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