Institution & HoReCa Sales Coordinator (IHSC) at CDL Human Resource

Key Responsibilities

• Own and deliver Institution & HoReCa channel sales targets (volume & revenue).
• Drive new account acquisition and ensure retention of existing key accounts.
• Manage and coordinate tenders, contracts, and supply agreements.
• Support and guide regional sales reps in managing and growing accounts.
• Develop and execute strategies to expand coverage, improve penetration, and maximize share of market.
• Conduct market intelligence to track opportunities, risks, and competitor activities.
• Ensure timely collections, proper credit control, and account profitability.
• Build and maintain strong customer relationships with structured engagement programs.
• Provide structured performance reports and insights to the National Sales Manager.

Requirements

Qualifications & Experience

• Bachelor’s degree in Business, Sales & Marketing, Procurement, or related field.
• Minimum 5 years’ proven experience in FMCG sales, with at least 2 years in Institutions/HoReCa channel management.
• Strong track record in tender management, B2B sales, and account management.
• Deep understanding of distributor networks, institutional procurement processes, and HoReCa operations.
• Strong negotiation, presentation, and contract management skills.
• Ability to lead and motivate a field sales team across multiple regions.
• Excellent analytical, reporting, and market intelligence skills.
• Proficient in MS Office (Excel, PowerPoint, Word) and ERP systems.
• Strong interpersonal skills, fluent in English and Swahili (both written and spoken).