National Sales Manager – General Trade (Sanitary Towels Division) at CDL Human Resource

CDL was founded in early 2003 by its current Managing Director Lucy Mmari.Within her 14 year tenure in a well established logistics company, She honed her skill in human resources management and thereafter started CDL.

 

National Sales Manager – General Trade (Sanitary Towels Division)

  • Job TypeFull Time
  • QualificationBA/BSc/HND
  • Experience10 years
  • LocationNairobi
  • Job FieldSales / Marketing / Retail / Business Development 
  • The first and most critical phase of this role is to identify, recruit, and onboard a nationwide network of key wholesalers and distributors. These partners will act as the primary route-to-market, holding stock and fulfilling demand created by the field team in the last mile.
  • Once the wholesale/distributor network is established and stocked with volumes, the second phase involves recruiting and managing a national team of market developers ("foot soldiers"), who will list and activate last-mile outlets (dukas, kiosks, mini-marts) and generate pull orders routed through the distributor network.

Key Responsibilities:

  • Route-to-Market Strategy & Execution
  • Design and implement a robust national GTM (Go-To-Market) strategy.
  • Recruit and onboard wholesalers and distributors to serve as stock-holding intermediaries between the company and the GT outlets.
  • Distributor & Wholesaler Management
  • Sell volumes into newly recruited partners and ensure adequate stock is available.
  • Structure supply chains to enable effective order fulfillment for last-mile customers.
  • Field Force & Last-Mile Activation
  • Recruit, train, and lead a team of market developers (foot soldiers) to list and activate up to 130,000 GT retail outlets by December 2025.
  • Drive pull-through by generating repeat orders from retail outlets via the distributor network.
  • Sales Performance Management
  • Set clear sales and activation targets; monitor performance and coach teams for success.
  • Deliver detailed sales reports and market insights regularly.
  • Market Intelligence & Product Training
  • Lead product training initiatives for all sales and distribution partners.
  • Monitor competitor activities and adjust strategy accordingly.

Requirements

Minimum Requirements:

  • At least 10 years of experience in GT sales within the FMCG sector.
  • Proven ability to launch products through distributors and wholesalers with zero market presence.
  • Strong experience in last-mile activation and GT product rollout.
  • Must have managed a field team of 50+ people across multiple regions.
  • Strong data analysis, route-to-market design, and performance tracking skills.
  • Well-networked with key GT players, including wholesalers and distributors.
  • Willing and able to travel extensively nationwide.
  • Professional, mature, and results-oriented and good negotiation skills.

Method of Application

Interested and qualified? Go to CDL Human Resource on cdl.zohorecruit.com to apply

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