Our client, a fast-growing food and climate-impact startup, is seeking a dynamic and proactive Account Developer for its HORECA channel to drive growth. This assignment is for an initial 3-month short-term contract, 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 and persuade businesses—specifically HORECA (Hotels, Restaurants, Cafes) that already move large volumes of fish. This is a field-intensive commercial role responsible for customer acquisition, order generation, account growth, business and client retention, cross-selling, and up-selling.
Duties & Responsibilities
Mapping and Market Analysis
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 using provided business tools, including hotels, restaurants, and caterers.
Capture key KYC and commercial data, such as years in operation, fish value chain (Tilapia, Omena, Nile Perch, etc.), current suppliers, daily volumes (kgs), and pain points.
Customer Acquisition and Churn Management
Conduct daily field visits to identify and recruit new customers.
Visit churned customers to reactivate their accounts.
Sales & Order Management
Support traders in placing orders and planning purchases and deliveries.
Support traders to grow their businesses through proactive engagement, proper customer service, pricing transparency, and promotions.
Drive repeat purchases and increased basket sizes while maintaining high monthly retention rates (>50%) among active accounts.
Market Intelligence
Provide management with weekly insights on fish pricing trends, competitor activity, supply gaps, customer queries, and demand patterns.
Use data to inform pricing, promotions, expansion, and risk decisions.
Brand Visibility
Diplomatically promote the business brand.
Participate in local activations and market engagement campaigns.
Education, Skills, and Experience
Experience: 4+ years of sales and business development experience in FMCG Modern Trade.
Industry Knowledge: Extensive knowledge of the whole fish and fish fillet trade in Kenya.
Network: Familiarity with HORECA customers sourcing fish products.
Qualifications: BA/BSc/HND degree.
Skills: Strong relationship-building, negotiation, and sales closing skills.
Attributes: Highly disciplined with daily field activity (Monday to Saturday), street smart, resilient, and possess a 'hustler' mentality.
Reporting: Basic data and reporting ability.
Environment: Comfortable 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 of your application is Account Developer - HORECA. This position requires a candidate who is available for an immediate start.
How to Apply
Interested candidates who meet the requirements should send their CV addressed to the recruiting manager at recruitments@mal-consultancy.com.
The subject of the email must be: Account Developer - HORECA.
