Sales Specialist - Construction & Industrial Chemicals

Position: Sales Specialist - Construction & Industrial Chemicals

Organization: O-Trade & Logistics

Through O Trade & Logistics (OTL), Orascom Investment Holding introduces otrovato, a B2B platform designed to simplify trade across Africa and beyond. otrovato connects buyers and sellers, ensuring secure, efficient, and seamless transactions. By empowering businesses and enabling cross-border trading and partnerships, otrovato serves as an online B2B platform driving Africa's economic growth.
Platform link: otrovato, B2B platform in Africa

Location: Kenya

Job Description:

The Sales Specialist for Construction & Industrial Chemicals is responsible for driving sales growth by building and managing a high-performing distribution network. You will develop distributors, contractors, industrial plants, and construction firms to increase market share and ensure product availability. A core part of this role involves strategic territory planning, technical product consultation, and diligent management of accounts receivable to maintain financial health.

Key Responsibilities:

• Distribution Network Development: Identify, recruit, onboard, and manage a robust network of distributors and dealers across Kenya to ensure comprehensive market coverage.
• Strategic Sales & Market Expansion: Actively grow market presence by identifying new business opportunities within the construction, manufacturing, and industrial maintenance sectors. Develop and execute territory sales plans to achieve and exceed monthly, quarterly, and annual sales targets.
• Relationship & Account Management: Build and maintain strong, long-term relationships with key distributors, specifiers (architects, engineers), contractors, and end-user clients. Provide technical support and training on product application and benefits.
• Debt Collection & Cash Flow Management: Proactively manage the credit control process for your territory. Ensure timely collection of outstanding debts, reconcile accounts, and maintain an aged debtors book within company policy to ensure healthy cash flow.
• Market Intelligence: Monitor competitor activity, market trends, and customer feedback. Report on market dynamics and provide insights to guide product and sales strategy.
• Sales Administration: Prepare and submit regular sales reports, forecasts, and itineraries using CRM systems. Manage product demonstrations and participate in trade shows or industry events.

Qualifications:

• Bachelor's degree in Sales, Marketing, Business Administration.
• Minimum 2-3 years of proven B2B sales experience, specifically in construction chemicals, industrial lubricants, coatings, adhesives, or related building/industrial products.
• In-depth understanding of the Kenyan construction and industrial sectors, including key players, project cycles, and procurement processes.
• Demonstrated ability to develop and execute strategic sales plans, negotiate contracts, and close deals. A strong target-driven and results-oriented mindset.
• Excellent interpersonal and communication skills, with the ability to build trust and rapport with a diverse range of clients and channel partners.
• Ability to work autonomously, manage time effectively, and be highly motivated to cover a large territory with extensive travel (up to 70% of time).
• Experience in managing customer accounts, credit terms, and a proven track record in effective debt collection.
• Ability to understand and communicate technical product information effectively.
• Proficiency in English and Swahili.