B2B Sales Manager (Retail) – Nairobi, Kenya

Our client, a premium Made-in-Kenya accessories brand rooted in heritage and craftsmanship is seeking a driven B2B Sales Manager to own and grow their business-to-business revenue across three channels: wholesale stockists, corporate gifting, and custom / private-label manufacturing.

This is a build role and the successful candidate will turn a respected craft brand into a repeatable B2B order book, reporting directly to the CEO.

Key Responsibilities

• Own the full B2B sales cycle across all three channels — prospecting, pitching, quoting, negotiating and closing.

• Nurture existing and inherited accounts into loyal, repeat-ordering relationships

• Grow the stockist network in Kenya and regionally, source potential clients, attend trade events, and build retailer relationships

• Build a year-round gifting pipeline — corporates, banks, hotels, conference organizers and embassies.

• Manage private-label and corporate manufacturing clients end to end — brief intake, costing with production, sampling with product development, and delivery.

• Keep the CRM accurate — every lead, stage and close date — with a weekly pipeline review with the CEO.

• Quote to the pricing framework and own margin, not just top line; work with production and merchandise planning so what you sell can actually be made on time.

• Represent a premium craft-led brand credibly — buyers are buying the story as much as the product

Key Qualifications

• Bachelor’s degree in Sales, Marketing, Business Administration, or a related field.

• 5+ years of proven B2B sales experience, wholesale or key-account sales.

• Demonstrated Experience selling a physical, considered purchase or made-to-order product.

• Proven full-cycle sales experience, with the ability to acquire new accounts through cold outreach while nurturing existing and inherited accounts into loyal, repeat customers.

• Strong commercial and pricing acumen, with the ability to assess costs and margins, identify unprofitable deals