Commercial Sales Manager – Export at Farm Manager

A leading fresh-produce operation in Kenya is seeking an experienced Commercial Sales Manager – Export with a strong background in fresh-produce sales, export markets, and retail account management.
The ideal candidate will have a proven track record in driving commercial performance, building strong buyer relationships, negotiating supply programs, and positioning fresh produce competitively across international markets.
This role requires a results-driven professional with deep market insight, strong negotiation capability, and the ability to align commercial strategy with production and packhouse operations.

MINIMUM REQUIREMENTS

• Diploma/Degree in Agriculture, Agribusiness, Marketing, or a related field.
• Proven commercial and sales experience within the fresh-produce sector.
• Export market experience is essential.
• Retail account management experience (international or regional retailers).
• Strong understanding of global market standards, certification requirements, and export protocols.
• Excellent negotiation, communication, and relationship-building skills.
• Ability to work under pressure, manage multiple deadlines, and prioritise effectively.
• Strong commercial acumen with advanced analytical and planning skills.
• Experience coordinating between farming operations, packhouses, and sales teams.
• Leadership capability with the ability to guide commercial support staff.

KEY RESPONSIBILITIES

Export Sales Management

• Drive all export sales strategies for fresh vegetables, herbs, fruits, and flowers.
• Build and maintain strong relationships with international buyers, retailers, processors, wholesalers, and distributors.
• Negotiate pricing, volumes, annual programs, and long-term supply agreements.
• Continuously analyse global market trends, competitor activity, and demand cycles.
• Identify new market opportunities and expand the company’s international footprint.

Retail & Customer Engagement

• Manage key retail accounts across local and export markets.
• Ensure all product specifications meet retailer standards and compliance requirements.
• Monitor product performance, quality claims, customer feedback, and category expectations.
• Lead product presentations, market reviews, and commercial discussions with retail buyers.

Commercial Operations & Coordination

• Align sales programmes with production, harvesting schedules, and packhouse capacity.
• Work closely with logistics teams to ensure accurate order fulfilment and cost-effective shipments.
• Oversee allocation planning, forecasting, and weekly sales pipelines.
• Ensure seamless communication between commercial, operations, and production teams.

Pricing, Forecasting & Reporting

• Conduct weekly and monthly sales planning and performance analysis.
• Develop pricing strategies based on market conditions, supply availability, and customer programs.
• Prepare commercial reports, costings, sales projections, and margin analyses.
• Manage all export documentation and ensure compliance with international trade requirements.