- The Key Accounts Manager - Wholesale & Distribution (Paper Bags) is responsible for growing sales volumes and revenue through wholesalers, distributors, stockists and other high-volume trade buyers. The role focuses on acquiring new accounts, developing and retaining existing customers, and driving repeat bulk orders for brown kraft and white paper bags. The jobholder manages key accounts end to end, including sales targets, pricing within approved limits, order forecasting, delivery coordination, account profitability and credit collection.
- Grow sales volumes, revenue and account profitability across the wholesale and distribution channel.
- Acquire and onboard wholesalers, distributors and stockists in Nairobi and key towns across Kenya.
- Build strong customer relationships that encourage repeat, standing and contract orders.
- Coordinate customer forecasts, order specifications and deliveries with internal teams.
- Maintain effective credit control, timely collections and compliance with approved pricing and credit terms.
- Provide reliable sales reporting and market intelligence to support commercial planning and decision-making.
DUTIES AND RESPONSIBILITIES
Channel Development & New Account Acquisition
- Identify and map wholesalers, distributors and packaging stockists in Nairobi and key upcountry towns.
- Prospect, pitch to and onboard new distributors and wholesale customers against agreed targets.
- Recommend regional distributor appointments, territories and volume commitments for management approval.
- Monitor competitor suppliers and imported paper bags, reporting on pricing, product quality, lead times and trading terms.
Key Account Management & Customer Retention
- Maintain an account plan for each key customer covering sales volumes, product mix, pricing, credit terms and growth opportunities.
- Conduct regular account reviews and customer visits to strengthen relationships and identify new business.
- Increase customer purchases across the product range, including brown and white bags, different sizes and printed or branded options.
- Coordinate timely resolution of customer complaints relating to product quality, quantities or delivery in collaboration with Production and Quality teams.
Sales, Volume & Revenue Delivery
- Achieve monthly and annual sales targets for bag volumes and revenue by account and product line.
- Prepare quotations and negotiate bulk pricing, volume discounts and rebates within approved pricing limits.
- Secure repeat, standing or contract orders from high-volume customers to support predictable demand.
- Plan and execute seasonal sales initiatives with distributors ahead of anticipated demand peaks.
- Monitor sales performance and account margins to ensure growth is commercially sustainable.
Demand Planning & Order-to-Delivery Coordination
- Collect rolling three-month demand forecasts from key accounts and share them with Production and Procurement.
- Confirm order specifications, including paper colour, GSM, dimensions, gusset/base, handle type and printing requirements.
- Coordinate dispatch schedules with Logistics and follow up to support on-time, in-full delivery.
- Communicate potential stock shortages, production constraints, raw-material delays or price changes to customers promptly.
Credit Control & Collections
- Recommend credit limits and payment terms for new accounts, supported by customer KYC information and trade references.
- Monitor customer balances against approved credit limits and payment terms and follow up on overdue invoices.
- Work with Finance to reconcile account statements and resolve billing or payment discrepancies.
- Escalate credit risks and overdue balances in line with company procedures; prevent balances from exceeding the agreed ageing limits.
Reporting, CRM & Market Intelligence
- Keep customer details, visits, quotations, orders, forecasts and follow-up actions updated in the CRM or sales system.
- Submit weekly activity reports and monthly account-performance reports covering sales, volumes, collections and pipeline opportunities.
- Share customer feedback and market demand for new sizes, colours, handles and printed or branded bags with Management and Production.
- Track key performance indicators and recommend actions to address gaps against sales and account targets.
- Bachelor's degree in Sales, Marketing, Business Administration, Commerce or a related field.
- At least four (4) years' experience in B2B sales, including at least two (2) years managing wholesale or distributor accounts.
- Experience in packaging, paper products, printing or FMCG sales through distributors in the Kenyan market is preferred.
- Demonstrated ability to achieve sales-volume targets and manage collections on credit accounts.
- An established network of wholesalers, distributors and stockists in Nairobi and major towns is an added advantage.
- A professional sales or marketing qualification, such as CIM or KIM, is an added advantage.
- Valid driving licence and willingness to travel within Kenya.
- Fluency in English and Kiswahili.