B2B Sales Manager (Retail) – Nairobi, Kenya at Summit Recruitment and Search in Nairobi, Kenya

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    B2B Sales Manager (Retail) – Nairobi, Kenya

    Summit Recruitment and SearchNairobi, Kenya

    Posted

    1 day ago

    Apply by

    15 Oct

    Full Time
    On Site
    Senior
    Human Resources & Recruitment
    Sales

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    Job Description

    This is a build role and the successful candidate will turn a respected craft brand into a repeatable B2B order book, reporting directly to the CEO.

    Key Responsibilities

    • Own the full B2B sales cycle across all three channels — prospecting, pitching, quoting, negotiating and closing.
    • Nurture existing and inherited accounts into loyal, repeat-ordering relationships.
    • Grow the stockist network in Kenya and regionally, source potential clients, attend trade events, and build retailer relationships.
    • Build a year-round gifting pipeline — corporates, banks, hotels, conference organizers and embassies.
    • Manage private-label and corporate manufacturing clients end to end — brief intake, costing with production, sampling with product development, and delivery.
    • Keep the CRM accurate — every lead, stage and close date — with a weekly pipeline review with the CEO.
    • Quote to the pricing framework and own margin, not just top line; work with production and merchandise planning so what you sell can actually be made on time.
    • Represent a premium craft-led brand credibly — buyers are buying the story as much as the product.

    Required Qualifications

    • Bachelor's degree in Sales, Marketing, Business Administration, or a related field.
    • 5+ years of proven B2B sales experience, wholesale or key-account sales.
    • Demonstrated Experience selling a physical, considered purchase or made-to-order product.
    • Proven full-cycle sales experience, with the ability to acquire new accounts through cold outreach while nurturing existing and inherited accounts into loyal, repeat customers.
    • Strong commercial and pricing acumen, with the ability to assess costs and margins, identify unprofitable deals.
    • Strong CRM skills, with the ability to manage sales pipelines, while confidently representing a premium, story-led brand.

    Job Details

    Job Function

    Sales

    Minimum Experience

    5 years

    Education Level

    Bachelor’s Degree

    Area of Study

    Business

    Field of Study

    Sales, Marketing, Business Administration

    Additional Information

    How to Apply: Interested and qualified? Go to Summit Recruitment and Search on summitrecruitment-search.com to apply.

    Turning a Craft Brand into a Repeatable B2B Order Book

    This is a build role — the CEO wants someone who can own the full cycle and grow a loyal client base. Your CV and interview must show you've done this before, not just talked about it.

    1. Prove your full-cycle sales wins: On your CV, list deals you closed from cold outreach to repeat orders. Use numbers: revenue growth, number of new accounts, retention rates.

    2. Show you understand margins: Be ready to discuss how you've priced products, managed costs, and walked away from unprofitable deals. Bring a specific example.

    3. Demonstrate CRM mastery: Mention the CRM you've used (e.g., Salesforce, HubSpot) and how you kept it accurate. Expect questions on your pipeline management process.

    4. Prepare for the story-led brand angle: Since buyers buy the story, practice articulating how you've sold premium or craft products. Have a story about a time you convinced a buyer with the brand narrative.

    5. Know the retail and gifting landscape: Research corporate gifting trends in Kenya, key banks, hotels, and embassies. Show you have a plan to build that pipeline.

    6. Be ready to discuss stockist networks: If you've grown a distributor or stockist network, detail how you did it. If not, outline a clear strategy.

    7. Show you can work with production: Since you'll coordinate with production, give an example of how you've managed made-to-order or customized products, including timelines and sampling.

    8. Ask smart questions: In the interview, ask about the current order book, the CEO's expectations for the first 90 days, and the production capacity. This shows you're thinking like a builder.

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    Tags

    B2B sales
    key accounts
    CRM
    wholesale
    gifting