Sales Executive – B2B

Reports to:

Head of Sales

Direct Reports:

N/A

Indirect Reports:

N/A

Employment Type: Full Time

Purpose

Kenpoly is East Africa’s leading consumer plastics brand, with an integrated supply chain setup that includes manufacturing and distribution across multiple channels. Kenpoly is presently undergoing a transformation to become a world class company, which is values led, process driven, has a high performing organisation and is focused on growth.

Job Summary

The purpose of this role is to identify potential clients, pitch products and services, negotiate contracts, and drive sustainable growth within the B2B channel. The role is responsible for implementing channel sales strategies, managing customer relationships, conducting market research, supporting product development inifiatives, and ensuring seamless coordination between customers and internal teams to deliver superior service levels.

Key Responsibilities

1. Client Relationship Management:

Foster enduring relationships with clients and customers in designated sectors, serving as their primary point of contact to understand customer needs and ensure satisfaction with products and services.

2. Account Management:

Oversee all facets of B2B customer accounts, including sales, order management, service delivery, and after-sales support, while continuously identifying opportunities for growth and customer retention.

3. Sales and Business Development:

Drive sales growth within the assigned channel by identifying opportunities for upselling and cross-selling, while expanding the company’s footprint within targeted industries and customer segments.

4. Strategic Planning:

Collaborate with internal stakeholders to develop strategic account plans with clear objectives, action plans, and growth initiatives aligned to business targets.

5. Market Analysis and Competitive Benchmarking:

Continuously monitor market trends, customer needs, competitor activities, pricing movements, and industry developments to identify risks and opportunities. Benchmark Kenpoly pricing against competitors to ensure competitivemarket positioning while maintaining superior product quality and service levels.

6. Product Knowledge and Customer Advisory:

Develop and maintain an in-depth understanding of Kenpoly’s product portfolio, manufacturing capabilities, and bespoke solutions in order to provide expert product guidance and tailored recommendations to customers.

7. Make-to-Order (MTO) Coordination and Execution:

Work closely with Production, Warehouse, and Operations teams to ensure Make-to-Order (MTO) customer requirements are fulfilled within agreed lead times and in line with customer expectations. Ensure bespoke products comply with MTO policies relating to approved colours, viable minimum order quantities (MOQs). production feasibility, and operational efficiency.

8. Logistics and Delivery Coordination:

Collaborate closely with the Logistics team to align customer delivery schedules with operational capabilities. Provide customers with realistic and achievable delivery timelines while ensuring smooth coordination of dispatches and order fulfilment.

9. Negotiation and Contract Management:

Lead negotiations with customers to secure favourable commercial agreements, manage renewals, and oversee amendments to contracts where required

10. Problem Resolution and Service Excellence:

Resolve customer issues and complaints promptly and professionally by coordinating with relevant internal departments to ensure timely corrective action and prevention of recurrence.

11. Reporting and Analysis:

Prepare and present regular reports on sales performance, customer activities, pipeline development, market intelligence,

and operational performance, using data-driven insights to identify improvement opportunities.

12. Cross-Functional Collaboration:

Work closely with Sales, Marketing, Production, Warehouse, Operations, Procurement, Finance, and Logistics teams to

ensure seamless execution of customer orders and achievement of business objectives.

13. Customer Advocacy:

Serve as the voice of the customer internally, ensuring customer requirements, expectations, and priorities are clearly understood and appropriately addressed across the organization.

14. Proposal Development and Commercial Execution:

Prepare persuasive commercial proposals and presentations, while driving negotiations and closing contracts that contribute to revenue growth and long-term customer partnerships.

15. Timely Payment Collection and Financial Management:

Ensure adherence to agreed payment terms, support debt collection efforts, maintain accurate account records, and resolve account discrepancies to support healthy customer relationships and cash flow management.

SKILLS & EXPERIENCE

We value leaders who are commercially driven, operationally aware, customer-focused, and capable of leading teams through growth and transformation.

Essential

Proven track record of high performance in a related sales or account management role.

• Strong account management and order cycle management experience.
• Demonstrated success in driving sales growth through channel or territory ownership.
• Strong understanding of data analysis and ability to convert insights into actionable strategies.
• Experience in market research and integrating findings into commercial execution.
• Commercial acumen with strong proposal development and negotiation skills.
• Financial and pricing acumen, including competitor price benchmarking and margin management.
• Strong understanding of Make-to-Order (MTO) business processes, customer lead-time management, and operational coordination.
• Ability to coordinate effectively across Production, Warehouse, Operations, and Logistics teams to deliver customer commitments.
• Export management experience, including documentation and process management.
• Strong understanding of changing market dynamics and ability to translate them into actionable strategies.
• Excellent verbal and written communication skills with the ability to manage multiple internal and external stakeholders effectively.
• Strong problem-solving, planning, and organizational skills.