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. Cycle Required proof / output Days 1-14 Review Kisumu business and complete an initial hub-and-route assessment across the territory. Days 15-28 Map Kisumu, Kisii/Nyamira, Migori/Homa Bay and Siaya customer clusters and establish a route calendar. Days 29-42 Prioritise towns, prospects and account actions based on route potential and repeat economics. Days 43-56 Activate priority routes, deepen Kisumu relationships and test highland and lake-route propositions. Days 57-70 Convert first new customers, increase active spread and establish repeat-order signals. Days 71-84 Strengthen the best routes, correct weak coverage and refine competitor responses. Days 85-90 Present proof of hub strength, route viability, customer spread, revenue and repeat performance. 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.