Our client is seeking a dynamic and proactive Account Developer for its HORECA channel to drive growth. This assignment will be for an initial 3-month short-term contract, which will be renewable based on performance with a possible initial extension to 6 months and thereafter, with an opportunity for an annual renewable contract.
The ideal candidate will have extensive knowledge of the whole fish and fish fillet trade, experience in modern trade FMCG sales, and the ability to negotiate with and persuade businesses, specifically within the HORECA (Hotels, Restaurants, Cafes) sector already moving large volumes of fish. This is a field-intensive commercial role where the candidate will have the opportunity to be part of a fast-growing food and climate-impact startup transforming Africa’s protein value chain.
Responsibilities and Duties
Mapping
Identify and onboard a minimum of 10 high-volume and high-value HORECA clients in Nairobi and its environs every quarter.
Map entities of interest (hotels, restaurants, caterers) using provided business tools.
Capture key KYC and commercial data including years in operation, specific fish value chain products (Tilapia, Omena, Nile Perch, Catfish, etc.), current suppliers, daily volume (kgs), and pain points.
Sales, Customer Acquisition, and Churn Management
Conduct daily field visits to identify and recruit new customers.
Visit churned customers to reactivate their accounts.
Support traders in placing orders and planning purchases and deliveries.
Basket Size Growth and Retention
Support traders to grow their businesses through proactive engagement, proper customer service, pricing transparency, and promotions.
Drive repeat purchases and increased basket sizes.
Maintain high monthly retention rates (>50%) among active accounts.
Market Intelligence
Provide management with weekly insights on fish pricing trends, competitor activity, supply gaps, and demand patterns to inform pricing and expansion decisions.
Brand Visibility
Diplomatically promote the business brand.
Participate in local activations and market engagement campaigns.
Skills, Experience, and Qualifications
Education: BA/BSc/HND degree.
Experience: 4+ years of sales and business development experience in FMCG Modern Trade.
Industry Knowledge: Extensive knowledge of whole fish and fish fillet trade in Kenya and familiarity with HORECA customers.
Personal Attributes: Hustler mentality, street smart, resilient, and highly disciplined.
Fieldwork: Availability for daily field activity (Monday to Saturday) and immediate start.
Skills: Strong relationship-building, negotiation, sales closing, and basic data reporting skills.
Communication: Strong communication skills and comfort working in busy market environments.
How to Apply
If you are interested in applying for this exciting opportunity and have the requisite work experience, skills, and education, please share your CV addressed to the recruiting manager at recruitments@mal-consultancy.com. Ensure the subject line of your application is Account Developer - HORECA.
How to Apply
Interested candidates who meet the specified requirements should send their CV addressed to the recruiting manager via email to recruitments@mal-consultancy.com. Please ensure the subject line of your email is 'Account Developer - HORECA'.
