Category Development Lead – Diaper (NPD Sales)-Emali at CDL Human Resource in Makueni, Kenya

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    Category Development Lead – Diaper (NPD Sales)-Emali

    CDL Human ResourceMakueni, Kenya

    Posted

    1 week ago

    Apply by

    25 Aug

    Full Time
    On Site
    Mid
    Human Resources & Recruitment
    Sales

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    Job Description

    We are seeking experienced Category Development Leads – Diaper to drive sales growth, market penetration, distribution, and category development within assigned territories. The ideal candidate must have hands-on experience selling diapers within the last two years and possess a strong network of distributors, wholesalers, retailers, and other key trade partners within the assigned market. Candidates must currently reside in the assigned location or be willing to relocate.

    Key Responsibilities

    • Drive sales and revenue growth for the assigned diaper/baby-care product portfolio.
    • Develop and execute territory sales plans to achieve and exceed monthly and annual targets.
    • Manage and grow relationships with distributors, wholesalers, supermarkets, pharmacies, baby shops, and other retail outlets.
    • Identify new business opportunities and expand product distribution and market penetration.
    • Drive product availability, visibility, merchandising, and in-store execution across the territory.
    • Develop strong relationships with key trade partners and negotiate commercial terms where required.
    • Monitor competitor activities, pricing, promotions, product launches, and market trends.
    • Provide market intelligence and customer feedback to support New Product Development (NPD) and category growth initiatives.
    • Support the launch and commercialization of new diaper/baby-care products within the assigned territory.
    • Monitor distributor and retailer performance and ensure effective stock availability.
    • Conduct regular market visits and territory mapping to identify growth opportunities.
    • Maintain an accurate sales pipeline, forecasts, and territory performance reports.
    • Track achievement against sales targets and implement corrective actions where required.
    • Build and maintain a strong network across the assigned market.
    • Travel extensively within the assigned territory to manage customers and identify new opportunities.

    Required Qualifications

    • Diploma or Degree in Sales, Marketing, Business Administration, or a related field.
    • Minimum 3 years' experience in FMCG sales.
    • MANDATORY: Recent experience selling diapers within the last two (2) years.
    • Strong experience managing distributor, wholesale, and retail channels.
    • Proven track record of achieving and exceeding sales targets.
    • Strong understanding of the diaper/baby-care category, including products, customers, competitors, pricing, and market dynamics.
    • Established network of distributors, wholesalers, retailers, supermarkets, pharmacies, baby shops, and other relevant trade outlets within the assigned territory.
    • Must currently reside in the target location and have demonstrable market knowledge and an established network within that region.
    • Strong communication, negotiation, selling, and relationship-management skills.
    • Commercially driven with strong business development and market-expansion capabilities.
    • Willingness to travel extensively within the assigned territory.

    Job Details

    Job Function

    Sales

    Minimum Experience

    3 years

    Education Level

    Diploma

    Area of Study

    Business

    Field of Study

    Sales, Marketing, Business Administration

    Languages

    English

    Additional Information

    How to Apply: Interested and qualified candidates should apply online via the CDL Human Resource recruitment portal at cdl.zohorecruit.com.

    Prove Your Trade Network Before the Interview

    This role lives and dies by your ability to move diapers through distributors, wholesalers, and retail outlets. Hiring managers will probe how deep your relationships run in the assigned territory, so come with proof, not promises.

    1. Map your territory: Before applying, list the key distributors, wholesalers, supermarkets, pharmacies, and baby shops you already work with in the target region. Be ready to name them and describe the volume you move with each.

    2. Quantify your sales wins: Pull together numbers from your last two years in diaper sales: monthly targets, achievement percentages, and growth in distribution points. Specific figures beat vague claims every time.

    3. Know the category cold: Be ready to discuss diaper sizes, pricing tiers, competitor brands, and what drives a mother's choice in your market. Show you understand the shopper, not just the trade.

    4. Show your NPD instinct: Since the role feeds into new product development, prepare one or two examples of customer feedback you've gathered that shaped a product or promotion. That signals you're more than a sales rep.

    5. Prepare a 90-day plan: Sketch a simple plan for your first 90 days: territory mapping, key accounts to lock down, and quick wins. It shows you're already thinking like a category lead.

    6. Brush up on trade terms: Expect questions on negotiation, margins, and trade discounts. Have a story where you negotiated better shelf space or improved payment terms with a retailer.

    7. Show you can track and report: This role demands sales pipelines, forecasts, and performance reports. Bring an example of a report you've built, even if it's a simple Excel tracker, and explain how you used it to hit targets.

    8. Be ready to talk travel: The posting stresses extensive travel. Have a clear answer on how you'll manage your territory efficiently, and show you're already based in or ready to relocate to the assigned area.

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    Tags

    FMCG
    diaper sales
    category development
    distributor management
    sales targets