Category Development Lead – Diaper (NPD Sales)
Riachtanach:E-CommerceLead
Job Title: Category Development Lead – Diaper (NPD Sales)
Department: Sales & Category Development Employment Type: Full-Time Location:
- Eastleigh – Covering CBD & Babadogo
- Thika – Covering Juja & Ruiru
- Kericho – Covering Kisii & Nakuru
- Eldoret – Covering Kapsabet & Bungoma
- Coast Region
- Matuu – Covering Embu & Nyeri
- Emali – Covering Machakos
About the Role
We are seeking experienced Category Development Leads – Diaper to drive sales growth, market penetration, distribution, and category development within assigned territories. The ideal candidate must have hands-on experience selling diapers within the last two (2) years and possess a strong network of distributors, wholesalers, retailers, and other key trade partners within the assigned market. Candidates must currently reside in the assigned location or willing to relocate.
Key Responsibilities
- Drive sales and revenue growth for the assigned diaper/baby-care product portfolio.
- Develop and execute territory sales plans to achieve and exceed monthly and annual targets.
- Manage and grow relationships with distributors, wholesalers, supermarkets, pharmacies, baby shops, and other retail outlets.
- Identify new business opportunities and expand product distribution and market penetration.
- Drive product availability, visibility, merchandising, and in-store execution across the territory.
- Develop strong relationships with key trade partners and negotiate commercial terms where required.
- Monitor competitor activities, pricing, promotions, product launches, and market trends.
- Provide market intelligence and customer feedback to support New Product Development (NPD) and category growth initiatives.
- Support the launch and commercialization of new diaper/baby-care products within the assigned territory.
- Monitor distributor and retailer performance and ensure effective stock availability.
- Conduct regular market visits and territory mapping to identify growth opportunities.
- Maintain an accurate sales pipeline, forecasts, and territory performance reports.
- Track achievement against sales targets and implement corrective actions where required.
- Build and maintain a strong network across the assigned market.
- Travel extensively within the assigned territory to manage customers and identify new opportunities.
Mandatory Requirements
- Diploma or Degree in Sales, Marketing, Business Administration, or a related field.
- Minimum 3 years' experience in FMCG sales.
- MANDATORY: Recent experience selling diapers within the last two (2) years.
- Strong experience managing distributor, wholesale, and retail channels.
- Proven track record of achieving and exceeding sales targets.
- Strong understanding of the diaper/baby-care category, including products, customers, competitors, pricing, and market dynamics.
- Established network of distributors, wholesalers, retailers, supermarkets, pharmacies, baby shops, and other relevant trade outlets within the assigned territory.
- Must currently reside in the target location and have demonstrable market knowledge and an established network within that region.
- Strong communication, negotiation, selling, and relationship-management skills.
- Commercially driven with strong business development and market-expansion capabilities.
- Willingness to travel extensively within the assigned territory.
Compensation
- Fixed Salary
- Variable Pay: Up to KES 50,000 per month based on performance
Variable Pay Structure:
- Above 50% target achievement – 20% of Variable Pay
- 51%–70% target achievement – 50% of Variable Pay
- 100% target achievement – 100% of Variable Pay