Job Title:
Category Development Lead – Diaper (NPD Sales)
Department:
Sales & Category Development
Employment Type:
Full-Time
Location:
1. Eastleigh – Covering CBD & Babadogo
2. Thika – Covering Juja & Ruiru
3. Kericho – Covering Kisii & Nakuru
4. Eldoret – Covering Kapsabet & Bungoma
5. Coast Region
6. Matuu – Covering Embu & Nyeri
7. Emali – Covering Machakos
About the Role
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 (2) 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 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.
Requirements
Mandatory Requirements
• 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.
Compensation
• Fixed Salary
• Variable Pay: Up to KES 50,000 per month based on performance
Variable Pay Structure:
• Above 50% target achievement – 20% of Variable Pay
• 51%–70% target achievement – 50% of Variable Pay
• 100% target achievement – 100% of Variable Pay
