Sales Representative – HORECA / Hospitality

Job Description: Sales Representative – HORECA / Hospitality

Location: Nairobi, Kenya

Function: Business Development

Reports To: Local Sales Team Lead / Head of Business Development

About S&S

S&S is a vertically integrated textile solutions provider based in Ruiru, Kenya. We design, produce, and distribute a vast array of textile consumer solutions in Sub-Saharan Africa under our brands, butterfly®, texStyle® and Asili.

Our purpose is to Empower Africa’s Potential and Authenticity. We are a team of purpose-driven individuals committed to providing exceptional, proactive solutions that make our customers feel valued and fulfilled.

The Opportunity

We are seeking a dynamic and commercially driven Sales Representative – HORECA / Hospitality to grow S&S’s presence across the hospitality sector.

You will be responsible for identifying, acquiring and growing business with hotels, restaurants, cafés, lodges, catering companies, serviced apartments and other hospitality establishments.

This role requires a hands-on salesperson who understands how hospitality businesses buy, can build relationships with decision-makers and can turn customer needs into commercial opportunities for S&S.

Core Responsibilities

1. Market Growth & Customer Acquisition

• Identify and prospect hotels, restaurants, cafés, lodges, catering companies, serviced apartments and other HORECA businesses.
• Build and maintain a strong pipeline of hospitality prospects and opportunities.
• Own the full sales cycle from prospecting and needs identification through negotiation, closing and account development.
• Leverage existing networks and relationships within the hospitality sector to accelerate customer acquisition.
• Develop and execute territory plans to achieve agreed sales and revenue targets.

2. Relationship Management & Customer Partnership

• Build trusted relationships with hotel managers, procurement teams, F&B managers, housekeeping teams, owners and other relevant decision-makers.
• Understand each customer’s operational requirements, purchasing cycles and business priorities.
• Maintain regular in-person and virtual engagement with customers.
• Act as a reliable commercial partner by responding quickly to customer needs and proactively resolving issues.

3. Account Management & Growth

• Manage and grow assigned hospitality accounts.
• Identify opportunities to increase order frequency, product range and customer spend.
• Develop account growth plans for high-potential customers.
• Monitor customer orders, fulfilment and satisfaction to ensure repeat business.
• Identify opportunities for cross-selling and introducing new S&S products.

4. Market Intelligence

• Develop a strong understanding of hospitality market trends, customer preferences and purchasing behaviour.
• Track competitor activity, pricing, product offerings and emerging opportunities.
• Gather actionable customer feedback and translate it into recommendations for S&S.
• Identify unmet customer needs that could inform product development or customized solutions.

5. Commercial Execution & Brand Positioning

• Present S&S products and value propositions in a way that addresses specific hospitality customer needs.
• Proactively commercialize new products within the HORECA segment.
• Prepare quotations, negotiate commercially viable deals and close opportunities.
• Coordinate internally to ensure seamless order processing and fulfilment.
• Drive repeat business and long-term customer value.

Key Deliverables

• Consistently achieve agreed HORECA sales and revenue targets.
• Build and maintain a healthy pipeline of qualified hospitality prospects.
• Acquire new hotels, restaurants, cafés, lodges and other hospitality customers.
• Grow revenue and order frequency from existing HORECA accounts.
• Establish and cultivate a strong ecosystem of hospitality decision-makers.
• Develop actionable market intelligence to support HORECA growth.
• Maintain high levels of customer responsiveness and satisfaction.

What You Bring (Skills & Competencies)

• Proven sales experience, preferably within HORECA, hospitality, textiles, institutional supplies or a related B2B environment.
• Existing relationships or networks within the hospitality sector will be highly advantageous.
• Strong prospecting, selling, negotiation and closing skills.
• Ability to identify decision-makers and navigate B2B procurement processes.
• Strong commercial awareness and target orientation.
• Excellent communication and relationship-building skills.
• Strong market knowledge and curiosity about customer behaviour.
• High personal drive, initiative and accountability.
• Genuine customer-centricity and ethical business conduct.

Our Expectations

At S&S, we look for individuals who don’t just do a job, but who live our values. You will be expected to:

• Understand and passionately execute the Company’s strategy.
• Be commercially focused and driven by customer growth.
• Be proactive in identifying and pursuing opportunities.
• Be a collaborative problem-solver and supportive team player.
• Take ownership of your pipeline, customers and results.
• Ultimately, be self-driven and accountable for realizing the Company’s goals.