Sales and Product Manager - Murara Plants, Kenya

Post : Sales and Product Manager

Location: Kericho, KE

Reporting to: Sales Manager for Africa

Company Overview:

Murara Plants, Kenya is a subsidiary of the HilverdaFlorist,a global leader in breeding, propagating and supplying starting materials for cut flowers and pot and garden plants. The company operates with a strong focus on developing innovative, high-performing genetics that meet the demands of growers, florists and retailers worldwide.

We seek to recruit a highly motivated and experienced individual with a deep knowledge of the floriculture industry to join our team as a Sales and Product Manager, with a background in a similar role in the Kenyan flower industry, preferably in a breeding and/or plant propagation organisation.

Job Summary:

In close collaboration with the Sales Manager for Africa, the Sales and Product Manager will play a critical role in leading and executing marketing initiatives, promoting product portfolio, strengthening our market presence, driving revenue growth, managing customer relationships, ensuring efficient product delivery, client account management, overseeing sales budget, analysing market trends and new product research, trial monitoring and commercialisation of new products.

Key Responsibilities:

1. Development and implementation of commercial strategies

• Design and execute targeted marketing strategies and campaigns to promote our flower products.
• Gather and analyse market intelligence, monitor industry trends and track competitor activities to proactively identify opportunities and mitigate potential threats.
• Identify and evaluate new market opportunities for business expansion.
• Collaborate with the Commercial Director and Finance team to develop competitive and sustainable pricing strategies for new and existing clients.
• Conduct commercial and economic market surveys to uncover and penetrate potential local and international markets.
• Work closely with the Assortment Management and African Market to assess demand and guide the introduction of new and promising flower varieties.

2. Customer Service and Client Relations

• Represent the company at exhibitions, conferences and trade fairs.
• Deliver impactful presentations on products and services.
• Actively conduct sales visits and tele-sales to growers and key contacts.
• Provide prompt, professional responses to client orders, inquiries and complaints.
• Maintain strong business relationships through regular phone and email communication.
• Negotiate pricing and terms with clients to optimise profitability.
• Schedule regular client meetings, farm visits and follow-ups.
• Approve and track trial sample distribution, with follow-ups on performance and record keeping.
• Assist in managing client accounts and resolving client complaints and concerns.
• Plan and organise open days at the company’s trial house.

3. Sales Processing

• Promote and sell products using effective sales strategies.
• Oversee processing of sales orders via Agriware and ensure accurate documentation (invoices, delivery notes, LPOs).
• Manage physical and digital records of all sales documentation.
• Check and verify client orders before delivery.

4. Inventory Management

• Collaborate with the accounts team to manage monthly stock reconciliations.
• Ensure availability of packaging materials in liaison with the stores team.
• Monitor post-harvest packing/shipment schedules to meet delivery deadlines.
• Review order schedules to prevent delays and ensure efficient delivery.

5. Delivery Logistics

• Liaise with clients and logistics team to coordinate timely, cost-effective deliveries.
• Recommend reliable delivery options to minimise costs.
• Participate in contract reviews to ensure competitive and fair logistics arrangements.

6. Sales Reporting & Analysis

• Assist in setting annual sales targets in liaison with the management team.
• Prepare and present regular reports on sales performance and client growth.
• Coordinate issuance of credit notes in a timely manner.
• Highlight and report pending orders due to overdue accounts.

7. Royalty Management

• Ensure all clients have valid royalty contracts.
• Track and follow up on royalty reports and invoice payments.
• Conduct farm visits to verify royalty compliance and plant quantities.

8. Client Database Management

• Maintain an up-to-date database of clients including farm names, locations, and crops.
• Document all client interactions, visits and recommendations.
• Record outcomes from virtual or in-person meetings

9. Product Assortment and Trials

• Monitor and document annual trial performance (commercial and non-commercial).
• Manage distribution and follow-up of client trials.
• Maintain and update technical manuals and guidelines.
• Stay informed on latest trends in IPM (Integrated Pest Management), crop protection and agrochemicals.

10. Health & Safety Responsibility

• Adhere to the company’s health and safety policies and procedures.

Key Relations

• Production – to align sales forecasts with propagation schedules.
• Planning – to coordinate timely order processing and delivery schedules.
• Finance – to ensure accurate billing, credit note issuance and payment follow-ups.
• Logistics – to manage delivery timelines and optimise distribution routes.
• Post-Harvest – to monitor packaging and quality standards for outgoing shipments.

Minimum qualifications

• Bachelor’s degree in Horticulture/Agriculture/Market research/, marketing or any related field.
• At least 7 years of work experience, with at least 5 years of experience in sales and marketing, in the Kenyan flower industry, preferably in a breeding and/or plant propagation organisation.
• Knowledge in international flower trade.
• Proven ability to drive sales and build long-term client relationships.
• Strong understanding of the floriculture market.

Skills & Attributes

• Excellent interpersonal and communication skills.
• Analytical skills to forecast and analyse market trends.
• Branding knowledge and experience.
• High attention to detail and strong organisational abilities.
• Proactive and self-motivated with the ability to work independently.
• Discreet and professional when handling confidential information.
• Professional courtesy and marketing skills.

Key performance indicators

• Increased brand visibility.
• Growth in sales revenue.
• Growth in client portfolio.
• Retention of new and existing clients.
• Customer satisfaction feedback.
• Health and safety compliance.