Tupande Local Sales, Retail Market Development Lead

About the Role

• Seeking a commercial professional with 2+ years of FMCG experience to drive Tupande's market expansion in Kenya, get products onto major supermarket shelves, launch Animal Feed and BioChar, and secure high-value B2B sales for excess produce.

Responsibilities

Business Development & Market Expansion:

• Identify, evaluate, and pursue new market opportunities and distribution networks for Tupande’s retail products (roasted macadamia and dried fruit), and animal feed products.
• Place products in major supermarkets, wholesale distributors, and key retail avenues
• Map local demand for excess produce and processing byproducts generated by export value chains.
• Develop direct-to-business (B2B) or alternative local sales channels to sell Biochar, Animal Feed, excess produce and processing byproducts from across Tupdande’s value chains.

Sales Management:

• Build, negotiate, and maintain strategic partnerships with B2B customers, retail buyers, distributors, and store managers
• Take full ownership of current customer relationships, ensuring consistent engagement, satisfaction, and retention.
• Drive the sales pipeline and close deals to achieve or exceed targets.
• Provide accurate revenue forecasting to department leadership.

Account Management:

• Maintain and grow strategic accounts by providing excellent service, understanding client needs, and offering tailored solutions.
• Ensure a high standard of customer experience at all times.

Strategy design and execution

• Design and execute the go-to-market strategies for Tupande Retail products, Animal Feed and Bio Char

Performance Monitoring:

• Track and analyze sales performance, provide regular updates, and implement corrective actions to meet objectives.

Qualifications

Across all roles, these are the general qualifications we look for. For this role specifically, you will have:

• 2+ years of experience in fast-moving consumer goods (FMCG), or retail distribution (experience getting products onto major supermarket shelves is strongly preferred)
• Experience in selling at scale: managing a minimum recurring revenue of $5m personally, structuring commercial agreements, negotiating trade terms, managing credit risks, and international import/export regulations
• Experience in building new accounts.
• Proven track record of taking new products—ideally in food, agriculture, or animal nutrition—from concept to market launch.
• You can bridge market opportunities with on-the-ground operational capacities
• Strong ability to negotiate listing fees, payment terms, and margins with retail giants and commercial distributors.