OpenCommercialKampala, Uganda, with field work across target areas
Sales Manager
Build Imani's direct B2B sales engine: prospect, demonstrate, quote, close, collect and build repeat orders across hotels, factories, offices, schools, hospitals, cleaning companies and retailers.
Role details
Type: Full time
Reports to: Operations Manager / Founder during the launch phase
Posted: 30 September 2026
Closes: 31 December 2026
Apply for this roleMission
- Open and grow direct B2B sales channels while proving product demand and protecting Imani's price architecture.
First 30 / 90 / 180 Days
30 days
- Build a prioritised top-100 B2B prospect list by segment: hotels, factories, offices, schools, hospitals, cleaning firms and retailers.
- Create a weekly demo and visit calendar with clear conversion stages.
- Develop account qualification rules, objection-handling scripts and a sample control process with Operations.
- Close the first wave of pilot B2B accounts or trials.
90 days
- Build a repeatable B2B pipeline with weekly reporting on leads, demos, quotes, wins, losses and repeat orders.
- Close a first group of recurring institutional customers.
- Create sales playbooks for hotels, factories, offices and cleaning companies.
- Train the first sales representatives or field demonstrators, if hired.
180 days
- Build a sales territory plan for Kampala and priority upcountry towns.
- Identify and score potential sub-distributor applicants.
- Reach a reliable monthly B2B revenue run-rate with repeat orders and clean collections.
Responsibilities
- Own prospecting, demos, proposals, quotations, negotiation, closing and follow-up for B2B customers.
- Keep a live CRM pipeline with each customer's stage, next action, expected value and close probability.
- Prioritise accounts that buy repeatedly and use the product at scale.
- Create playbooks, product bundles and demo scripts for each customer segment.
- Collect competitor pricing, usage patterns and objections from the field.
- Sell at approved B2B prices, avoid unnecessary discounting, and agree payment terms before product is released.
- Work with Accounts to track invoices, receipts, debtor days and customer credit risk.
- Recruit, train and manage sales representatives and demonstrators as the business grows, with field visit standards and weekly reviews.
Required Experience
- 5+ years in FMCG, institutional, B2B, traditional trade or distributor sales in Uganda.
- A strong network in, or proven access to, hotels, offices, factories, cleaning companies, schools, hospitals and retailers.
- A record of building a pipeline and closing recurring accounts.
- Practical understanding of trade pricing, payment terms, collections and channel conflict.
- Comfortable with field work, demos, follow-up and detailed reporting.
- Strong communication, negotiation and leadership skills.
Preferred Background
- Selling detergents, cleaning products, personal care, beverages, hospitality supplies or institutional consumables.
- Managing merchandisers, sales reps or distributor field teams.
- CRM, Zoho, HubSpot, Excel or Google Sheets.
KPIs
- Monthly B2B revenue and gross profit
- Qualified demos and visits per week
- Quote-to-close conversion
- Repeat purchase rate
- Average order value by segment
- Collections and overdue balances
Case Exercise
- Build a 60-day plan to onboard 20 hotels, factories and cleaning companies without offering sub-distributor discounts.
- Compensation is discussed with shortlisted candidates.
- Apply with the form below. In your cover note, tell us why you're a strong fit and describe one achievement that shows you can build, sell, operate, control stock or manage finance in a fast-moving business. We may contact strong candidates quickly; only shortlisted candidates will be contacted for the next stage.