Key Accounts Executive – HORECA

Unga Group, one of East Africa's most established food processing and agribusiness companies, is looking for a driven and commercially astute Key Accounts Executive to spearhead growth within the HORECA (Hotels, Restaurants, Cafés, Caterers, and Institutional) channel. Based in Nairobi, this is a full-time field-facing role that sits at the heart of Unga's commercial strategy, ensuring the company remains the preferred flour and food ingredient supplier across the food service segment.

The successful candidate will own a portfolio of key HORECA accounts, driving revenue, expanding product listings, and building lasting partnerships with chefs, procurement managers, and business owners. This role demands someone who is equally comfortable in a hotel kitchen discussing baking specifications as they are in a boardroom presenting quarterly business reviews. If you thrive in a fast-paced FMCG environment and have a passion for the food service industry, this role is for you.

• Drive sales volume and revenue growth across an assigned portfolio of HORECA accounts, meeting monthly and annual targets consistently.
• Identify, prospect, and onboard new HORECA customers within the designated territory to expand Unga's market footprint.
• Increase product penetration and SKU listings within existing customer outlets to maximize share of wallet.
• Build and sustain strong working relationships with chefs, outlet managers, procurement teams, and business owners through regular visits and structured business reviews.
• Ensure timely and accurate order planning, fulfilment, and servicing for all assigned accounts to maintain high service levels.
• Manage customer receivables diligently, follow up on overdue balances, and support account reconciliations within approved credit terms.
• Minimize product returns, expiries, and claims within assigned accounts through proactive stock management and demand planning.
• Monitor competitor activities, pricing movements, and market trends, providing actionable intelligence to the line manager.
• Collaborate cross-functionally with Supply Chain, Finance, QA, and Customer Service teams to ensure seamless operations.
• Support the planning and execution of trade promotions, product activations, and customer engagement initiatives.
• Ensure full adherence to Unga Group's commercial policies, credit guidelines, and reporting requirements.

• Demonstrate a minimum of 2 years' hands-on FMCG sales experience, ideally within the HORECA or Key Accounts segment — applicants must show evidence of managing accounts, not just supporting them.
• Show ability to consistently achieve and exceed sales targets in a competitive, field-based environment.
• Effectively manage a debtor book — must be able to conduct account reconciliations and negotiate overdue collections professionally.
• Navigate and influence buying decisions at multiple levels within a HORECA establishment, from kitchen staff to procurement heads.
• Apply strong numerical and analytical skills to interpret sales data, track account performance, and identify growth opportunities.
• Communicate clearly and persuasively in English and Swahili, both verbally and in written business correspondence.
• Operate with a high degree of self-discipline and autonomy, managing time and territory efficiently without close supervision.
• Hold a valid driver's licence and be willing to travel extensively within the assigned Nairobi territory.
• Demonstrate understanding of food service operations — experience managing institutional or catering accounts is a significant advantage.

Unga Group offers a competitive remuneration package benchmarked to the FMCG industry. The salary for this role is open and will be disclosed during the interview process, commensurate with the candidate's experience and qualifications. The package is expected to include a base salary, performance-linked incentives, and standard corporate benefits.

• Performance-based sales incentives
• Company vehicle or transport allowance for field travel
• Medical insurance cover
• Professional development opportunities within a large, established corporate group

This role is ideal for a self-motivated sales professional with a genuine interest in the food service industry, who enjoys building relationships on the ground and can translate those relationships into measurable business results. You should have a proven track record in FMCG field sales, an understanding of how HORECA businesses operate, and the discipline to manage both revenue and credit targets simultaneously. Candidates with experience selling flour, dairy, food ingredients, or related food service products will have a distinct advantage.

Please do not apply if you have fewer than 2 years of direct FMCG field sales experience, if you have no prior exposure to managing customer accounts or debtor portfolios, or if you do not hold a valid driver's licence. This is not an entry-level or purely office-based role.

• Prepare an up-to-date CV clearly highlighting your FMCG sales experience, key accounts managed, and measurable achievements (e.g. revenue targets met, accounts onboarded).
• Write a brief cover letter addressed to Unga Group's HR team, explaining your experience within the HORECA or food service channel and why you are the right fit for this role.
• Submit your application through Unga Group's official careers portal or the job board where you found this listing.
• Ensure your application is submitted before the closing date of 28th June 2026. Late applications will not be considered.
• Only shortlisted candidates will be contacted for the next stage of the recruitment process.