General Trade Representative - Nyanza

Our client a vertically integrated textile solutions provider based in Ruiru, Kenya. They design, manufacture, and distribute innovative textile solutions across Sub-Saharan Africa through a diverse portfolio of brands, including Butterfly, Zuri, Uzi Bora, TexStyle, Asili, among others.

The Opportunity

Nyanza requires its own hub-and-route logic. 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 and S&S 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.

First 90-Day Proof Window

Performance will be reviewed in six two-week field cycles, followed by a final consolidation window to Day 90. Each cycle must produce evidence, not activity alone.

Key Deliverables

· A clear Kisumu hub strategy and sustainable route calendar.

· Active customer growth across Kisumu and priority satellite routes.

· Measurable repeat-order improvement and broader customer spread.

· Distinct intelligence for highland, lake-basin and border-adjacent trade patterns.

· A prioritised next-quarter plan based on proven route potential.

Candidate Evidence Required

Applications and interviews should provide specific examples, customer names or types, locations and measurable outcomes demonstrating:

· Experience developing a hub while managing multiple satellite routes.

· Evidence of converting field coverage into active and repeat customers.

· Strong planning across varied towns and customer types.

· Practical knowledge of Kisumu and at least one priority Nyanza route cluster.

· Examples of using competitor and customer intelligence to change route or account actions.

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.